Director, Sales Strategy Enablement

Microsoft • Redmond, WA

5d

About The Position

At Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, Artificial Intelligence (AI)-powered global sales team—one that is deeply driven by customer success. By uniting our Small Medium Business (SMB), 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, performance-focused, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
If you thrive in a 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. This role is part of Global SMB segment, working primarily with digital natives, enterprises, and small businesses that maintain a direct relationship with Microsoft. Success is measured by net-new revenue contribution; workload adoption and expansion across the assigned portfolio.
The Director, Sales Strategy & Enablement will lead performance, key performance indicators (KPIs), and operational rigor for our global outsourced digital sales motion while shaping and stewarding industry-leading practice frameworks across the organization. This role acts as a strategic sales leader for our vendor‑run teams (Accenture), driving operational excellence, business insights, and consistent execution. The position also requires agility, with the potential to take on future global initiatives such as emerging sales motions in fiscal year 2027 (FY27). We are looking for someone who combines strategic thinking, vendor‑team leadership, cross‑functional alignment, and the ability to synthesize complex information into actionable plans.
Key skills necessary for the role include:
Communicating with Impact: Effectively articulating with internal and external business stakeholders in a clear and concise manner, proactively ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements.
Developing Meaningful Relationships: Cultivating and nurturing connections with internal stakeholders, customers, and partners. Actively engaging with stakeholders, understanding their needs, and aligning diverse, cross-functional teams to pursue the company's goals.
Guiding Teams to Deliver Successful Outcomes: Managing projects and ensuring hquality deliverables through strategic planning, execution, resource alignment, and quality control practices.
Maximizing Business Opportunities: Utilizing an understanding of business needs and opportunities across market, industry, and competition with customer and field insights to manage and prioritize business growth opportunities. Conducting research to recognize needs, qualify opportunities, and make informed business decisions that enhance business processes.
Synthesizing Complexity to Drive Action: Synthesizing complex data into actionable insights, identifying patterns and themes, and fostering problem-solving that align with strategic business objectives.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• Cross Functional Joint Planning: Establishes and maintains key points of contact with internal teams (e.g., Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with leaders of internal teams. Builds relationships with senior leadership executives (e.g., Directors, General Manager [GM] level, Corporate Vice President [CVP]). Acts as an advisor to senior leadership on a particular area of expertise and market awareness to inform strategic sales planning decisions. Demonstrates influences through partners across multiple divisions. Influences for impact by motivating others to buy into vision and execution. Drives alignment and influence towards common goal, Maintains awareness about business transformation and growth across Horizon 2 and Horizon 3 initiatives. Challenges status quo to drive business transformation.
• Problem Solving and Insights: Synthesizes findings into insights across sales projects, including implications that inform sales go-to-market objectives, leveraging executive presence to influence decisions and proactively identifying expansive ideas for field and partner sales strategy. Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft sales processes. Creates frameworks and methodologies to drive problem solving and insights. Shares knowledge with peers.
• Sales Insights, Readiness, and Activation: Collaborates with business, platform, and tools super-users to provide updates and report key metrics needed to assist sales and partner teams to drive the sales business forward. Addresses any tools, platform, or business escalations when needed. Oversees the tools catalogue and the Microsoft Data Dictionary. Collaborates with key stakeholders across Microsoft (e.g., Marketing & Operations [M&O], Go to Market [GTM], Worldwide Commercial Business [WCB]) to update the platforms and tools. Provides insights into the Sales market, acts as a business conduit to broader internal and external stakeholders and adjusts plans when required to exceed business outcomes. Provides support success measurements based on data from tools and platforms. Communicates with field sales on business updates and plans within multiple regions. Shares knoweldge with peers.
• Sales Landing: Acts as a knoweldgeable professional and defines landing strategies across various Microsoft sales and planning activities (e.g., Consulting Sales Strategy, Sales Model, Pre-Sales Model, Account and Territory Planning, etc.). Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change. Integrates change management communicated by senior level stakeholders, and ensures compliance. Leads, manages, and adjusts plans and plays to achieve desired business outcomes. Addresses escalations from field and corporate stakeholders. Ensures continuous improvement by providing feedback to product team.
• Sales Market Research and Analysis: Coaches and guides others in collecting and interpreting market-based research (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, etc.) including researching existing business and identifying new spaces for Microsoft sales strategies and solution areas. Conducts analyses (e.g., financial modeling, product consumption forecasting, competitor trends) and leverages analyses of others to synthesize information. Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses.
• Sales Strategy Project/Program Leadership: Develops, drives, and executes multiple Sales Strategy projects/programs and teams across organizational boundaries as a project lead through defining plans, goals, deliverables, feedback, resource balancing, and timing expectations. Proactively identifies complex roadblocks and addresses them. Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups. Identifies, evaluates, and proposes new project work/deals based on unmet needs.
• Other: Embody our Culture and Values

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level