Collaborate with brilliant minds who challenge, inspire, and elevate each other to new heights. As a Director of Sales Strategy Enablement – Small Medium Business, you will focus on the Global Small Medium Business Strategy and Growth team, with a particular emphasis on the upper medium segment. You help shape how we reach, serve, and grow customers by turning complex market signals into clear strategies that drive impact across our global commercial businesses.
You will dive deep into go‑to‑market strategies for the upper medium segment within Small Medium Business, using customer, market, and performance insights to refine how we prioritize opportunities and execute across all commercial solution areas. You will partner closely with stakeholders across segments, sales, marketing, and finance to connect strategy to execution and ensure that customer insights are translated into actions that land effectively in the field. Your work will help define and continuously improve segment strategy globally, ensuring it is grounded in real customer needs and business outcomes. If you are energized by solving complex problems, influencing senior stakeholders, and shaping how a business grows at scale, this is an opportunity to drive meaningful, visible impact.
At Microsoft, our mission to empower every person and every organization on the planet to achieve more guides how we partner with customers to deliver trusted, impactful solutions. With a growth‑mindset culture, we innovate responsibly and measure success by shared progress, people, teams, and customers. Join us to do meaningful work that changes the world and helps shape what’s next for everyone.
Responsibilities
Strategy and Insights: Analyze sales initiatives to identify growth opportunities, competitive dynamics, and solution gaps, translating insights into go-to-market objectives for the SMB upper medium segment.
Cross-Functional Planning: Lead planning across Finance, Marketing, Engineering, and Field Sales, aligning senior stakeholders on global segment strategy and transformation priorities.
Market Research: Guide research on revenue, markets, customers, and competitors to uncover sales and solution opportunities.
Program Leadership: Lead cross-organizational sales strategy programs, defining plans, deliverables, and timelines while removing execution barriers.
Performance Enablement: Define actionable insights and metrics that help sales and partner teams execute segment plans across regions and solution areas.
Segment Leadership: Own upper medium strategy and execution, turning business priorities into practical plans and cross-functional commitments.
Sales Model and Go-to-Market: Evolve the upper medium sales model and go-to-market approach.
Growth and Investment: Build the segment growth plan and investment asks
Feedback and Performance Management: Maintain continuous feedback and monthly performance tracking to identify risks, opportunities, and improvements.
AI Innovation: Embed AI in the upper medium strategy to improve planning, customer engagement, sales execution, and performance.
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.
- 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.
- Deep understanding of the Microsoft set of products and offerings for SMB, preferably from functioning in a SMB field sales capacity.
- Proficient 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 a related field, plus 5+ years of experience in business consulting, sales, sales operations, IT, account management, business development, marketing, IT field sales, or a related field; equivalent experience accepted.
- 6+ years of experience in near-term strategy, management consulting, sales, or finance.
- Master's degree in Business Administration or a related field, plus 5+ years of experience in marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organizations; alternatively, a bachelor's degree in Business, Finance, Economics, Computer Science, or a related field plus 7+ years of relevant experience; equivalent experience accepted.
- Deep understanding of Microsoft's products and offerings for small and medium businesses, preferably from an SMB field sales role.
- Strong 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.
