Director of Sales Strategy Enablement

Overview

MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.

Within Small, Medium Enterprises & Channel (SME&C), we serve Corporate and SMB customers at scale - reaching the breadth of the market through a customer-first operating model, a partner-led (CSP) motion, and high-velocity, digital-first engagement. This role focuses on designing programs that generate pipeline and accelerate revenue across pricing levels (EA and CSP) while driving healthy usage, adoption, and renewal.

Our Security SME&C team is a collaborative, diverse group passionate about helping stakeholders accelerate the sales cycle to reach shared goals faster. We come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

We are looking to hire a Director of Sales Strategy Enablement to join our Security SME&C team. You will collaborate with the SME&C SE&O, Security Business Architecture, Security Enablement and Security Technical Success organizations to develop and deliver targeted enablement strategies for the Corporate, SMB and partner segments to drive business success by creating clarity, developing capabilities, simplifying strategy, and connecting people. You will identify skilling needs and develop content and listening mechanisms to provide insights. You will also develop communities, which will serve to nurture sellers and provide a platform for them to share experiences and proven practices

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Sales Enablement & Community Development

• Leverage business, industry, and technical knowledge to create a high-value sales learning path, enablement, and community for sales and partner teams.
• Develops and executes high-quality AI Business Solutions sales and technical skilling projects/programs across organizational boundaries, including content and live and on-demand delivery.
• Considers seller needs when scoping learning outcomes for skilling projects.

Measurement

• Ensures correct KPIs are in place to achieve the right outcomes for our customers and to measure business impact. Analyze enablement outcome and customer feedback to drive continuous improvement and promote sustainable revenue and consumption growth.

Strategy and Planning

• Facilitation and delivery of closed feedback loop with key executive sponsors and cross-organizational partners including Engineering, Product Marketing, SME&C, Solution Area, Worldwide Learning, etc.
• Identifies, evaluates, and proposes new readiness projects based on unmet needs.
• Executive presence: advises senior leadership as a domain expert to inform planning decisions.
• Demonstrates influence through collaboration across multiple divisions.

Field and Partner Connection & Community Leadership

• Accelerate the sales motion: Partners across organizations to ensure a successful rollout of enablement across the sales motion or specific landing initiatives.
• Leads technical seller community to nurture seller and partner success.
• Leverages listening systems, business reviews, etc. to discover skills gap/needs.
• Synthesize findings into insights, leveraging executive presence to influence decisions and proactively drive solutions and seller success.
• Establish field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council.

Qualifications

Required Qualifications:

• Bachelors 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 in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Preferred Qualifications:

• Masters Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience

• OR Bachelors Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience

• OR equivalent experience.

• Experience in the SME&C / SMB / Corporate segment and with scaled, partner-led (CSP) go-to-market motions.

• Familiarity with AI Business Solutions and the associated sales and adoption motions (pipeline, seat adds, usage health, and EA/CSP renewal).

• Track record of advising senior leadership (Senior Director, GM, VP/CVP) and influencing cross-functional teams across Strategy, Finance, Marketing, SE&O, Field, and Partner organizations.

• Experience using a data driven approach to develop content, strategies, approaches.

• Proficient presentation and communication skills, including executive presence.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.