At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. As Director, Global SMB Strategy & Growth for Cloud & AI Platforms (CAIP), you will play a critical role in bringing this mission to life for one of our largest and fastest-growing customer segments. You will lead the strategy, execution, and field enablement efforts that help Small and Medium Business (SMB) customers grow, innovate, and succeed in the era of AI.
This is a high-impact role at the center of Microsoft’s SMB growth agenda. You will be responsible for shaping near-, mid-, and long-term growth strategies, translating priorities into scalable execution, and ensuring our field teams and partner ecosystem are equipped to succeed. This role brings together strategic vision, operational excellence, and field enablement to accelerate growth, deepen customer impact, and continuously improve how we go to market.
You will work in close partnership with Global Channel Partner Solutions (GCPS), Global Sales and Operations (GS&O), Global Small and Medium Business (GSMB), Marketing, Finance, and Cloud Solution Architecture (CSA) teams. You will translate strategy into clear execution plans, deliver them at scale, and govern progress with discipline to drive measurable business outcomes.
About the Team:
The Small, Medium Enterprise & Channel (SME&C) organization is more than a sales organization—it is a culture built on innovation, inclusion, and opportunity. You will join a global, high-performing, and customer-obsessed team where collaboration, continuous learning, and accountability drive both individual growth and business impact.
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
- Lead the Cloud & AI Platforms (CAIP) Envision-to-Build operating model end-to-end across strategy, planning, landing, governance, and optimization, ensuring clear alignment from ambition to execution and from customer insight to business results.
- Own product positioning in partnership with Product Marketing, Business Planning, GSMB, CSA, and GS&O by defining product truth, business economics, differentiated value propositions, competitive positioning, and consistent messaging across customer and partner channels.
- Translate strategy into scalable execution by defining priorities, operating models, governance, metrics, and execution mechanisms that create clarity, accountability, and cross-functional alignment. Hold operating unit (OU) teams accountable for achieving targets while identifying and scaling innovative sales approaches that improve performance.
- Drive CAIP partner co-sell execution plans globally, working closely with GCPS and OU teams. Leverage field insight on competitive blockers and partner capacity to improve execution and inform global strategy and plans that improve execution.
- Build a continuous learning engine that converts performance insights, field feedback, and market signals into actionable recommendations that improve execution and inform future strategy.
- Represent the perspective of CAIP CSAs within the global strategy, shaping near-term priorities and long-term direction based on field, customer, and partner signals.
- Serve as the voice into go-to-market strategy, partnering with GS&O, GCPS, and CSA leadership to drive aligned planning and landing.
- Lead global execution orchestration for SMB through the CAIP CSA lens by establishing the operating rhythm, community, practice sharing, aligning leaders, and driving consistent execution.
- Connect field insight to global strategy by synthesizing OU signals and translating them into decisions that strengthen planning and execution.
- Champion innovation and customer advocacy by serving as a senior spokesperson for Global SMB, representing the voice of the SMB customer, and evangelizing Microsoft’s SMB value proposition internally and externally with customers and partners. Bring an entrepreneurial mindset marked by adaptability, curiosity, and a bias for action.
- Champion culture and inclusion by fostering a growth mindset, high standards, and an environment where every team member can thrive and do their best work.
- Strategic execution: Ability to define and execute focused, high-impact strategies by setting clear priorities, aligning resources, and driving cross-functional collaboration to deliver revenue and market share outcomes.
- Operational excellence and leadership: Ability to build and lead a lean, high-performing organization that supports complex business and go-to-market models while managing performance with discipline and consistency.
- Product and technical passion: Strong passion for technology and solid understanding of Microsoft’s solution portfolio, customer use cases, and competitive landscape.
- Field enablement and readiness: Deep understanding of Microsoft’s sales motions and proven ability to lead readiness and enablement efforts that equip field teams with the tools, knowledge, and confidence to execute successfully.
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 in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
- Experience in SMB or digital-native customer segments.
- Deep understanding of Microsoft's CAIP set of products and offerings for SMB
- Business acumen and ability to translate strategy into execution.
- Effective communication, collaboration, and 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.
Skills Required
- Bachelor's degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, IT, account management, business development, marketing, or related field (or equivalent experience).
- 6+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
- Experience in SMB or digital-native customer segments.
- Deep understanding of Microsoft's Cloud & AI Platforms (CAIP) products and offerings for SMB.
- Business acumen and ability to translate strategy into execution.
- Effective communication, collaboration, and executive presence.
Microsoft Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Microsoft and has not been reviewed or approved by Microsoft.
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Fair & Transparent Compensation — Pay is presented as broadly competitive overall, with clear role/level/location variation and an emphasis on using posted ranges and band information for apples-to-apples comparisons.
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Retirement Support — Retirement benefits are described as a standout, highlighted by a strong 401(k) match structure and immediate vesting, plus additional plan features for tax-advantaged saving.
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Parental & Family Support — Family-oriented benefits are portrayed as a meaningful strength, with substantial paid parental leave and added supports like back-up care and adoption/surrogacy assistance.
Microsoft Insights
What We Do
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world.
