Director, Business Programs: Propensity & Lead Flow at Microsoft

, , United States -

Full Time

Start Date

Immediate

Expiry Date

09 Mar, 26

Salary

251900.0

Posted On

09 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Strategic Thinking, Operational Execution, Collaboration, Communication, Influencing, Data-Driven Mindset, Partner Management, Business Development, Sales Enablement, Program Management, Project Management, Change Management, Market Analysis, Customer Engagement, Lead Flow Optimization, Compliance, Governance

Industry

Software Development

Description

Overview With a vision to "Build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more," Global Channel Partner Sales (GCPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale! The Global Partner GTM, Programs, & Operations (GPO) organization within GCPS brings together the go-to-market strategy, programs, and platforms to accelerate growth and improve partner experience across all partner segments. Director, Business Programs: Propensity & Lead Flow We are seeking a strategic and execution-focused Director, Business Programs: Propensity & Lead Flow to drive the future of partner targeting and top-of-funnel excellence across Enterprise and SME&C (Small, Medium, Enterprise & Channel). . This role leads the design, strategy, and execution of a unified propensity vision for partners across SMB (Small and Medium Business), Corporate, and Enterprise segments, ensuring partners can target the right customers with the right signals. A key focus is ensuring that high-quality signals generate high-quality pipeline along the MCEM journey, ultimately driving stronger conversion and win-rate outcomes. 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 Design Propensity Strategy Across All Segments The Director, Business Programs: Propensity & Lead Flow will lead the global strategy, design, and execution of a unified partner propensity experience across SMB, Corporate, and Enterprise to create a consistent and scalable approach. Ensure this framework enables partners to identify high-potential customers, prioritize engagement, and build MCEM-aligned, high-quality pipeline that improves downstream conversion and close rates. Provide clear guidance on how partners in each segment use propensity to target, qualify, and activate demand in a consistent, measurable way. Lead Flow Optimization & Modernization Modernize and strengthen top-of-funnel lead flow by removing gaps in how partner opportunities are captured, reported, and converted today. Lead cross-functional collaboration with Marketing, Engineering, and Partner Center teams to define requirements, improve systems, and operationalize a scalable model for high-quality lead input and co-sell conversion. Ensure top-of-funnel signals and partner leads are routed with precision, improving both pipeline quality and win-rate performance. Deliver a Best-in-Class Partner Experience Provide partners with a seamless, integrated experience across propensity and lead flow that enhances the value of MAICPP and strengthens Microsoft’s competitive differentiation. Establish ongoing feedback loops with partners and internal stakeholders to continuously refine how signals and lead flow translate into sales-qualified, high-probability opportunities. Ensure Security, Compliance & Governance Embed Microsoft’s security, privacy, and compliance standards into every aspect of propensity and lead flow design and execution. Identify and address operational and system gaps across engineering, marketing, and solution strategy to ensure full compliance and maintain trust with partners and customers. Program Excellence & Operational Execution Drive global adoption of unified propensity models and lead flow processes across GPS roles, partners, and agencies, supported by strong change management and compliant landing plans. Develop and execute communication strategies for internal and external audiences that reinforce clarity, security, and operational readiness. Deliver insights and business intelligence by analyzing program, market, and sales data to identify gaps and optimize how signals convert into high-quality pipeline and improved win rates. Evaluation, Measurement & Continuous Improvement Define and track KPIs/OKRs aligned to SME&C and Enterprise priorities—including RFY, customer adds, pipeline quality, ROI, and co-sell contribution—to measure impact across the funnel. Integrate performance insights into Partner Center, creating transparency into how propensity signals drive pipeline quality, MCEM progression, and closed-won outcomes. Maximize ROI and budget effectiveness by managing investments rigorously and optimizing spend based on performance, qualified pipeline creation, and win-rate improvement. Key Deliverables & Measures of Success A unified, segment-inclusive propensity strategy for SMB, Corporate, and Enterprise partners. Scalable, compliant, and modernized lead flow processes integrated into Partner Center. Strong adoption across partners, agencies, and internal field & engineering teams. Measurable gains in: Partner-driven RFY and customer adds Pipeline quality, velocity, and MCEM-stage progression Conversion and win-rate improvements driven by higher-quality signals Lead conversion into co-sell opportunities Reliable insights and reporting via Partner Center. Increased efficiency and ROI on marketing and demand generation investments. Embody our Culture and Values 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. Additional or 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. 7+ years in a customer and/or partner facing role, optimally dealing with a variety of audiences – customers, partners (ISV, SI, start-ups, MSPs), strategy, marketing, or business development 5+ years working directly with partner ecosystem, the ability to provide valuable business and technical guidance to them and to secure their commitment to use business solutions Proven experience in partner management, business development, or global sales enablement. Strong strategic thinking and operational execution skills. Excellent collaboration, communication, and influencing abilities across global teams. Data-driven mindset with experience leveraging insights for decision-making. Ability to thrive in a dynamic, complex, and cross-functional environment. Passionate, results-driven, and organized approach; with an attention to detail: A self-starter who can create and deliver scalable plans from concept to delivery, including the ability to prioritize and manage multiple projects, effectively driving to measurable results. The ability to work cross-team in ambiguous and changing environments, along with excellent listening and partnering skills. Must be comfortable working in a highly matrixed environment, and leading program v-teams or workstreams aligned to shared goals and measures. Engagement expertise: Storytelling skills and passion for delighting partners, advocating on their behalf, creating great partner experiences, and understanding the linkage between these experiences and business success Brings demonstrated experience proposing, creating, and managing executive-level proposals and presentations Executive Relations: The ability to interact confidently with senior leaders in a highly-matrixed organization to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle pushback from a high-level audience, and maintain an executive demeanour while engaging in challenging or sometimes high-pressure situations 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.

Responsibilities

The Director will lead the design and execution of a unified partner propensity experience across various segments, ensuring partners can effectively target high-potential customers. Additionally, the role involves modernizing lead flow processes and enhancing partner experiences through collaboration with cross-functional teams.