Director, Small, Medium Business (SMB) Go-To-Market (GTM) at Microsoft

Boston, Massachusetts, United States -

Full Time

Start Date

Immediate

Expiry Date

05 Mar, 26

Salary

251900.0

Posted On

05 Dec, 25

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Sales Strategy, Cross-Functional Planning, Problem Solving, Sales Analysis, Customer Engagement, Business Development, Marketing, Financial Modeling, Data Analysis, Collaboration, Project Management, Customer Insights, Digital Sales, Market Analysis, Strategic Planning, Leadership

Industry

Software Development

Description

Overview At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. Dedicated to one of the fastest growing customer segments, the Small, Medium Business (SMB) team’s goal is to scale and accelerate bringing the value of the Microsoft Cloud to every SMB organization on the planet. The SMB go-to-market (GTM) Strategy team leads the SMB go-to-market strategy planning and sales model design across solution areas. The SMB GTM Strategy team is looking for a Director of Small, Medium Business (SMB) Go-To-Market (GTM) strategy for the Direct business and will lead on the development of sales and go-to-market models, innovating how we acquire, engage and grow customers that purchase directly from Microsoft or via the marketplace site. Acting as a business architect for SMB Direct, you will shape the sales model and GTM strategy, including investment prioritization and resourcing levels, that will help us scale more efficiently and effectively to drive growth across relevant sales channels. You will need to have a long-term business strategy in mind as well as deliver in-year adjustments to the integrated sales and marketing execution plan aligned with the SMB priorities. You will work with a cross-functional team including business architects in each solution area team, SMB community leads, SMB customer insights team, Global Channel Partner Solutions (GCPS) core teams, Customer Experience and Success (CE&S), Marketing and Finance to ensure a consistent and optimal sales model with a special focus on the digital initiated and digital closed motion for the Direct business. As the cross-solution area champion, you will deliver sales model design changes and investment proposals to increase customer adds in SMB. This opportunity will allow you to be a visible advocate for SMC 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. 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 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 the SMB Direct business and marketplace. Cross-functional joint planning: Be the key point of contact between the Solution Area GTM business architects and program owners in the Customer Success Account (CSA) organization and its partners in Marketing, GCPS, Digital Sales, Marketing and Finance. Drive alignment with key stakeholders for a comprehensive and consistent partner ecosystem and lower mid-market and small business plan and influence the solution area specific sales model design, investment prioritization, GTM programs and solution plays. Problem solving and insights: Regularly assess the effectiveness of GTM strategy, sales engines and models to drive sales model and GTM plan adjustment based on performance data, voice of the field and partners, and changes in business objectives or market conditions. Develop recommendations and provide thought leadership (e.g., sales trend identification, solution area gaps, sales engines or orchestration gaps) that address field leader escalations or address blockers to future growth opportunities impacting the SMB Direct business and Market place. Sales Analysis & Insights: Conduct analyses and leverage analyses of others (e.g., financial modeling, consumption forecasting, competitor trends, seller productivity) to synthesize information. Create initial framing for strategic sales issues with limited input and deliver structured output from analyses. Drive target alignment and define key success metrics in collaboration with solution area strategy, partner teams and operations or tools experts that provide reporting that support Rhythm of Business (ROB) key topics. 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. Additional or preferred qualifications Ability to distill widely variant feedback and recommend actionable feedback to respective teams. Passion and expertise to analyze and decompose complex systems to design and refine towards a desired outcome. Experience managing multiple projects in a fast-paced environment, prioritizing and collaborating effectively Ability to work across engineering, marketing, and field teams to programmatically address top sales, marketing and technical opportunities to influence senior decision makers 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

Lead the development of sales and go-to-market models for the SMB Direct business, focusing on customer acquisition and growth. Collaborate with cross-functional teams to ensure a consistent sales model and optimize performance based on market conditions.