Job description

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 & Business Architecture to lead our global go-to-market (GTM) strategy for Security in SME&C. This role will require a mix of channel strategy, partner ecosystem development, GTM orchestration, and tight alignment with engineering, field sales, and marketing teams. You will be uniquely positioned to drive scalable change, playing a leadership role in accelerating Microsoft’s SME&C Growth priorities. The successful candidate will have high executive visibility, ownership of strategic initiatives, and the opportunity to define how the next generation of Business Applications are brought to market for the Corporate, SMB and partner segments. You will collaborate with a broad set of cross-functional teams within Microsoft Customer and Partner Solutions Core (MCAPS), Product Marketing, Business Planning, Finance, and Engineering. 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 • Define and develop dedicated GTM plans for the Corporate, SMB and Partner segments • Engage and influence corporate and field stakeholders to drive alignment around the plan and align across GTM levers inclusive of: - Business model - Marketing strategy and collateral - Product roadmap - Partner strategy • Innovate and design motions and strategies to reach new and existing customers • Represent business and technical needs/feedback in key leadership forums with engineering and business leader • Ensure the right metrics and KPIs are in place to achieve the right outcomes for our customers, to measure progress over time and to implement course corrections as needed Qualifications Required 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 in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance. Preferred Qualifications: • Master's 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 Bachelor's 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. • 10+ years of experience across strategy, sales, and GTM roles. • 3+ years of experience in partner sales, partner development, or CSP GTM. • Passion and expertise to analyze and decompose complex systems to design and refine toward desired outcomes. • Domain knowledge / expertise in AI Workforce, AI Business Process and CSP. • Ability to understand strategic implications of change, train cross-functional teams, and lead efforts to overcome barriers and achieve results. 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: careers.microsoft.com 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.

Requirements

Must-haves

Define and develop dedicated GTM plans for the Corporate, SMB and Partner segments
Engage and influence corporate and field stakeholders to drive alignment around the plan and align across GTM levers inclusive of:
Business model
Marketing strategy and collateral
Product roadmap
Partner strategy
Innovate and design motions and strategies to reach new and existing customers
Represent business and technical needs/feedback in key leadership forums with engineering and business leader
Ensure the right metrics and KPIs are in place to achieve the right outcomes for our customers, to measure progress over time and to implement course corrections as needed
6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
10+ years of experience across strategy, sales, and GTM roles.
3+ years of experience in partner sales, partner development, or CSP GTM.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Nice-to-haves

OR equivalent experience.
Passion and expertise to analyze and decompose complex systems to design and refine toward desired outcomes.
Domain knowledge / expertise in AI Workforce, AI Business Process and CSP.
Ability to understand strategic implications of change, train cross-functional teams, and lead efforts to overcome barriers and achieve results.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

goai

Platform: eightfold
Effort: medium