Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Small, Medium, and Corporate (SMC) & Digital Sales is the leading organization in supporting Corporate and Small & Medium customers in their digital transformation. As part of our transformation, one of our key areas of focus is the modernization and scaling of our sales motions. The SMC organization has a charter to accelerate Microsoft’s growth in its cloud-first, AI ready businesses along with the traditional businesses. This organization is at the forefront of leveraging modern technology and big data and analytics to drive impact at scale. We are energized and driven by the opportunity to innovate in how we engage with all customers, optimize our talent for greatest impact, and most importantly, empower our valued customers to achieve more.
The Small and Medium Business (SMB) Solution Sales Strategy team develops and implements world-class sales strategies that empower our field, partners, sellers, and customers to succeed. Our team’s focus on helping small & medium businesses in their digital transformation across all aspects of that transformation including AI, Security, Business Processes, and productivity. Our role is to help our small medium business in a quickly evolving business environment so they can help their customers achieve more. Our team defines the sales strategy across three timeline horizons along with the go-to-market motion for a multi-billion dollar segment team that delivers new sales priorities and programs to drive sales and deepen relationships with our partners. We are passionate about developing ourselves and our careers. And above all, we aspire and strive to have an open, inclusive, and transparent culture.
The Director Small and Medium Business (SMB) Solution Area Sales Strategy will be responsible for the sales execution strategy around the design of key go-to-market motions for SMB. It will require close collaboration with the different stakeholders including the engineering, product, partner, and segment teams to ensure the successful alignment of all stakeholders against a common set of tactics to support the worldwide SMB strategy. This role will require business acumen, deep knowledge around our target customer, and how ISV and service partners are motivated. Good change management skills with strategic and analytical thinking, along with outstanding communication skills are also key to the success of this role. Success measurement for this role will be driving the growth of the specific solution area on a worldwide basis.
Responsibilities
Sales Strategy Project/Program Leadership
Develops, drives, and executes multiple Sales Strategy projects/programs and teams across organizational boundaries as a project lead through defining plans, goals, deliverables, feedback, resource balancing, and timing expectations. Proactively identifies complex roadblocks and addresses them. Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups. Identifies, evaluates, and proposes new project work/deals based on unmet needs. Leads cross-company initiatives as a lead member of virtual teams, demonstrating impact across numerous divisions.
Sales Insights, Readiness, and Activation
Collaborates with business, platform, and tools experts to provide updates and report key metrics needed to assist sales and partner teams to drive the sales business forward. Addresses any tools, platform, or business escalations when needed. Oversees the tools catalogue and the Microsoft Data Dictionary. Collaborates with key stakeholders across Microsoft (e.g., Marketing & Operations [M&O], Go to Market [GTM], Worldwide Commercial Business [WCB]) to update the platforms and tools. Provides insights into the Sales market, acts as a business conduit to broader internal and external stakeholders and adjusts plans when required to exceed business outcomes. Provides support success measurements based on data from tools and platforms. Communicates with field sales on business updates and plans within multiple regions. Shares best practices with peers.
Sales Landing
Acts as a subject matter expert and defines landing strategies across various Microsoft sales and planning activities (e.g., Consulting Sales Strategy, Sales Model, Pre-Sales Model, Account and Territory Planning, etc.). Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change. Integrates change management communicated by senior level stakeholders, and ensures compliance. Leads, manages, and adjusts plans and plays to achieve desired business outcomes. Addresses high-level escalations from field and corporate stakeholders. Ensures continuous improvement by providing feedback to product team.
Problem Solving and Insights
Synthesizes findings into insights across sales projects, including implications that inform sales go-to-market objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft sales processes. Creates frameworks and methodologies to drive problem solving and insights. Shares best practices with peers.
Sales Market Research and Analysis
Coaches and guides others in collecting and interpreting market-based research (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, expert calls) including researching existing business and identifying new spaces for Microsoft sales strategies and solution areas. Conducts analyses (e.g., financial modeling, product consumption forecasting, competitor trends) and leverages analyses of others to synthesize information. Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses.
Other
- Embody our culture and values
Qualifications
Required/Minimum Qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field
- OR equivalent experience.
- 6+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Additional or Preferred Qualifications
- Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
- OR Master's Degree in Business Administration or related field AND 5+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience
- OR equivalent experience
Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $124,800 - $242,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $159,000 - $264,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
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Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
