Director, Small Medium Business - Go-To-Market

TheSmall, Midmarket and Channel(SME&C)organizationseekstoempower 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 toscale andacceleratebringing thevalueof the Microsoft Cloudto every SMBorganizationon the planet.The SMBgo-to-market (GTM)StrategyteamleadstheSMBgo-to-market strategyand sales model designacross 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).

Asthebusinessarchitectfor theupper mediumspace in theSMBsegment, you willshapethesales modeland GTM strategy,includinginvestment prioritization andresourcinglevels,that willhelp us scale more efficiently and effectivelytodrive growthacross relevant sales channels.

You will need to have a long-term business strategy in mind as well asdeliverin-yearadjustmentstotheintegrated sales and marketingexecutionplanaligned with theSMB priorities.You will work witha cross-functional team includingbusiness architectsineach solution area team, SMBcommunityleads,SMB customer insights team,Vendor Digital Sales leaders (VDS),GlobalChannelPartner Solutions (GCPS)core teams,Global Sales and Operations (GS&O), Marketingand Financeto ensure a consistentand optimalsalesmodelwitha specialfocus on the digitalsales-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. Asemployees,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.

• 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 ofGTMstrategy, salesenginesandmodelstodrivesales model and GTMplanadjustmentbased on performance data,voice of the fieldand partners, and changes in businessobjectivesor market conditions.Develop recommendations and provide thought leadership (e.g., sales trend identification, solution area gaps, salesenginesororchestration gaps)that address field leader escalations or addressblockers tofuture growth opportunitiesinmid-market.

• Sales Market Research and Analysis:Guideothers inthe collection and interpretation ofmarket-based research (e.g., sales revenue,customersurveys, stakeholder feedback)specifically inidentifyingmid-market growth opportunities. Conduct analyses andleverageanalyses of others(e.g., financial modeling, consumption forecasting, competitor trends, seller productivity)to synthesize information. Create initial framing for strategic salesissues with limited input anddeliverstructured 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 ourCultureandValues