The Role
Leads worldwide commercial strategy and planning across sales, technical sales, services, and partner organizations. Defines role strategies, sales coverage, capacity, incentives, compensation, skilling, and go-to-market models. Uses business insights and customer, field, partner, and market data to identify growth opportunities, align senior stakeholders, manage initiatives, and drive execution across Microsoft.
Summary Generated by Built In
Overview
Responsibilities
Qualifications
Required Qualifications
Microsoft Customer and Partner Solutions Core (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.
The WW Commercial Planning, Landing & Excellence team advances Microsoft’s growth and revenue ambitions through strategic planning, capability and community development, and AI-powered innovation.
We are looking for 3 Directors to drive the following outcomes:
Role Strategy - Sales & Technical Sales
These roles will drive the strategy and evolution of Microsoft’s critical field roles. One will focus on Sales roles across ATU S&O and CSA (e.g. AE, SSP, BSO, ATUM/STUM, ATU/STU/S&O leaders, etc) and the other on Tech Sales roles (e.g. ATS, SE, NTO/NSO, etc.), with end-to-end ownership across role design, AI-enabled evolution, taxonomy, sales guidance, compensation, skilling, and related programs.
Services Small Medium Enterprises and Channel (SME&C) and Partner Strategy
This role will define and lead the SME&C and Partner strategy for Services Sales, spanning sales coverage, capacity, investment, incentives, and sales models to drive future growth. The role will leverage customer, partner, field, and market insights to refine subsegments, including Digital Native, and identify opportunities to improve pipeline, lead flow, and execution.
Independently of the specific focus, you will lead high-impact growth initiatives, shape global sales models, go-to-market plans, and align leaders across organizations to drive successful execution. You will champion customer-focused innovation, develop deep customer insights that inform the evolution of enterprise segments, and foster an inclusive culture grounded in Microsoft’s values.
Candidates who live within 50 miles of Microsoft's Redmond campus will be required to work in the office 3 days per week.
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
The following responsibilities are applicable to all three roles:
- Drive deep business insights on role performance and coverage, clearly identifying challenges and opportunities to improve performance.
- Define and manage the strategy for the identified roles.
- Align and influence senior stakeholders across divisions toward a shared vision and motivate action.
- Lead and adjust plans with field and corporate partners to achieve goals
- Create problem-solving frameworks and share best practices.
- Challenge norms, simplify complexity, and identify high-impact priorities.
- Manage multiple projects and teams, defining objectives, deliverables, resources, and timelines while proactively resolving issues.
- Identify and propose new transformation initiatives based on unmet needs.
- Embody Microsoft’s culture and values.
Each of the following responsibilities are unique to each role:
Role Strategy - Sales
- Build the people foundation the Microsoft teams run on — owning how multiple sales, sales management, and sales leadership roles are defined, led, and rewarded, so talent, role-based skilling, compensation, and scale (staff augmentation and automation) stay aligned and every role has clarity, focus, and room to grow.
Role Strategy - Tech Sales
- Shape the strategy and evolution of ATS, SE, and NTO/NSO roles, driving role design, AI evolution, taxonomy, sales guidance, compensation, and skilling.
Services SME&C and Partner Strategy
- Shape the SME&C and Partner Services Sales strategy with a focus on new and evolving offerings including modern Support, Unified for Partners, and Enhanced Solutions. For SME&C and Partner services own sales coverage, capacity, investment, incentives, and sales models as well as connect offering owners, sellers, and partners to translate field needs into product evolution, launch readiness, enablement, playbooks, and sales-motion integration.
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.
- Experience in business architecture, strategy consulting, or corporate strategy roles supporting large-scale commercial organizations.
- Ability to drive strategic planning, business insights, and organizational decision-making through data-driven analysis and executive influence.
- Experience partnering across Sales, Services, Technical, or Partner organizations to develop and execute growth strategies.
- Demonstrated ability to influence at all levels of the organization, including executive stakeholders, to achieve business outcomes and resolve complex organizational challenges.
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, or equivalent experience
- At least 5 years of experience in business consulting, sales, sales operations, IT, account management, business development, marketing, IT field sales, or a related field
- At least 6 years of experience in near-term strategy, management consulting, sales, or finance
- Master's degree in Business Administration or a related field with at least 5 years of relevant experience, or bachelor's degree with at least 7 years of relevant experience, or equivalent experience
- Experience in marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, or partner organizations
- Experience in business architecture, strategy consulting, or corporate strategy supporting large-scale commercial organizations
- Ability to drive strategic planning, business insights, and organizational decision-making through data-driven analysis and executive influence
- Experience partnering across Sales, Services, Technical, or Partner organizations to develop and execute growth strategies
- Demonstrated ability to influence executive stakeholders and resolve complex organizational challenges
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.
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The Company
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.
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