Director, Small, Medium Enterprises & Channel (SME&C) Go-to-Market (GTM) Strategy

Microsoft•Redmond, WA

About The Position

Monetization Strategy & Licensing (MSL) sits at the center of Microsoft’s commercial strategy. It brings together teams shaping how Microsoft prices, packages, and monetizes commercial products, as well as the programs, partner motions, and operational frameworks that bring those models to market. MSL’s charter is to modernize the commercial engine for an AI- and cloud-led market by connecting economic strategy, go-to-market design, field and partner adoption, licensing programs, and regulatory considerations. The Director, Small, Medium Enterprises & Channel (SME&C) Go-to-Market (GTM) Strategy leads development of an integrated commercial strategy for small, medium, and enterprise customers and channel partners. The role combines pricing and economics, new commerce, offers, customer experience, and Azure strategy into a cohesive go-to-market approach. The Director leads a small team of senior business planners and works with significant independence across product, engineering, finance, sales, marketing, operations, and partner organizations. The leader turns complex economic and commercial questions into clear choices, scalable program designs, and executable plans that improve customer and partner outcomes. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. Employees are expected to bring a growth mindset, innovate to empower others, and collaborate to realize shared goals. Microsoft emphasizes respect, integrity, accountability, and an inclusive work environment. The role develops commercial strategies for subscription-based offerings, translates broader commerce direction into segment priorities, creates disciplined offers strategies, and develops commercial frameworks that support Azure adoption, consumption, and migration. It integrates these areas into a prioritized roadmap with clear recommendations and shared measures of success. The Director also represents the work with senior leaders, builds cross-functional alignment, and leads an inclusive, high-performing team with clear accountability and a focus on talent development and succession.

Requirements

Bachelor’s degree in Engineering, Computer Science, Economics, Business, or a related field, plus 6 or more years of commercial strategy, business planning, pricing, go-to-market, product strategy, or related experience; or equivalent experience.
Experience developing economic and business-model strategies for cloud, subscription, consumption, or other complex commercial offerings.
Experience translating data, customer insights, and financial scenarios into clear executive recommendations.
Experience designing or improving customer and partner journeys, commercial programs, offers, or go-to-market motions at scale.

Nice To Haves

Bachelor’s degree in Engineering, Computer Science, Economics, Business, or a related field, plus 12 or more years of commercial strategy, business planning, pricing, go-to-market, product strategy, or related experience; or equivalent experience.
Master’s degree in Business Administration (MBA) or a related field, plus 8 or more years of commercial strategy, business planning, pricing, go-to-market, product strategy, or related experience; or equivalent experience.
3 or more years of people management and/or informal or indirect team leadership experience.

Responsibilities

Develop commercial strategies for subscription-based offerings, including packaging, pricing, discounting, customer segmentation, and migration.
Assess the effects of commercial strategies on customers, partners, and business performance, balancing growth, customer value, simplicity, and long-term sustainability.
Translate Microsoft’s broader commerce direction into clear priorities for the segment.
Identify opportunities to simplify customer and partner experiences and lead cross-functional efforts from strategy development through launch and adoption.
Develop an offers strategy balancing customer value, ease of execution, partner economics, and business performance.
Improve how customers and partners discover and purchase offers, ensuring programs are measurable, scalable, and aligned with broader commercial strategy.
Develop commercial frameworks supporting Azure adoption, consumption, and migration, including partner-led growth.
Collaborate with finance, product, sales, and partner teams to evaluate opportunities, navigate trade-offs, and recommend actions grounded in customer needs and business impact.
Integrate the relevant strategy areas into a cohesive strategy and prioritized roadmap.
Develop clear recommendations for senior leaders, establish shared success measures, and ensure pricing, offers, commerce capabilities, sales execution, and partner strategies work together effectively.
Model, coach, and care; recruit, develop, and retain exceptional talent in line with Microsoft leadership and manager principles.
Represent the organization's work with senior leaders and build alignment around clear choices, trade-offs, and execution priorities.
Partner across product, engineering, finance, field, marketing, operations, Legal, and partner teams to develop strategies that can be implemented at scale.
Build an inclusive, high-performing team culture with clear accountability, analytical standards, and active attention to talent development and succession.
Embody Microsoft’s culture and values.