Director, Small Medium Business - Go-To-Market

The Small, Midmarket and Channel (SME&C) organization seeks to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium Business (SMB) team’s goal is to scale and accelerate bringing the value of the Microsoft Cloud to every SMB organization on the planet.  The SMB go-to-market (GTM) Strategy team leads the SMB go-to-market strategy and sales model design across solution areas. 

The SMB GTM Strategy team is looking for a Director, Small Medium Business - Go-To-Market and sales model strategy leader to focus on the development of GTM models, innovating how we acquire, engage and grow customers in the upper mid-market space (organizations with more than 300 employees but are not in the Enterprise or Corporate segment).   

 As the business architect for the upper medium space in the SMB segment, you will shape the sales model and GTM strategy, including investment prioritization and resourcing levels, that will help us scale more efficiently and effectively to drive growth across relevant sales channels.    

You will need to have a long-term business strategy in mind as well as deliver in-year adjustments to the integrated sales and marketing execution plan aligned with the SMB priorities. You will work with a cross-functional team including business architects in each solution area team, SMB community leads, SMB customer insights team, Vendor Digital Sales leaders (VDS), Global Channel Partner Solutions (GCPS) core teams, Global Sales and Operations (GS&O), Marketing and Finance to ensure a consistent and optimal sales model with a special focus on the digital sales-initiated and partner-closed sales motion. 

As the cross-solution area champion, you will deliver sales model design changes and investment proposals to increase penetration and upselling in the mid-market space in SMB. This opportunity will allow you to be a visible advocate for SME&C leadership and will be counted on to represent the voice of customers, our partners, and our field and sales teams.   

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 Strategy leadership: Given the long-term business growth ambition, sales coverage and productivity, customer tranche analysis and sales engine yield by region, develop the sales model design changes and investment prioritization including role design, blueprint, and incentives across the Microsoft Customer Engagement Methodology (MCEM) as relevant to mid-market. 

•  Cross-functional joint planning: Be the key point of contact between the Solution Area GTM business architects and program owners in the Customer Solution Areas (CSA) organization and its partners in Marketing, Global Channel Partner Sales (GCPS), Digital Sales, Marketing, and Finance. Drive alignment with key stakeholders for a comprehensive and consistent mid-market plan and influence the solution area specific sales model design, investment prioritization, GTM programs and solution plays. 

•  Sales Landing: Serve as the mid-market domain specialist and define landing strategies across various Microsoft sales and planning workstreams. Collaborate with SMB Community sales leaders to identify planning focus areas, cases for change and lead, manage, and adjust design to achieve desired business outcomes.  

•  Problem solving and insights: Regularly assess the effectiveness of GTM strategy, sales engines and models to drive sales model and GTM plan adjustment based on performance data, voice of the field and partners, and changes in business objectives or market conditions. Develop recommendations and provide thought leadership (e.g., sales trend identification, solution area gaps, sales engines or orchestration gaps) that address field leader escalations or address blockers to future growth opportunities in mid-market.     

• Sales Market Research and Analysis: Guide others in the collection and interpretation of market-based research (e.g., sales revenue, customer surveys, stakeholder feedback) specifically in identifying mid-market growth opportunities. Conduct analyses and leverage analyses of others (e.g., financial modeling, consumption forecasting, competitor trends, seller productivity) to synthesize information. Create initial framing for strategic sales issues with limited input and deliver structured output from analyses.  

•  Sales Insights, Readiness, and Activation: Drive target alignment and define key success metrics in collaboration with solution area strategy, partner teams and operations or tools specialists that provide reporting that support rhythym of the business (ROB key topics.   Work with the SMB Communities team to share business plan updates and execution guidance, including industry-leading practices.  
•  Embody our Culture and Values 

Qualifications

Required/minimum 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.

Additional or 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.

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.