Director, Small, Medium Enterprises & Channel (SME&C) Go-to-Market (GTM) Strategy
About The Position
Monetization Strategy & Licensing (MSL) shapes Microsoft’s commercial strategy, including how commercial products are priced, packaged, and monetized, as well as the programs, partner motions, and operational frameworks that bring them to market. Its 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, SME&C 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 role turns complex economic and commercial questions into clear decisions, scalable program designs, and executable plans that improve customer and partner outcomes.
Requirements
- Bachelor’s degree in Engineering/Computer Science, Economics, Business, or a related field and 6+ 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 and 12+ years of relevant experience; or an MBA or related master’s degree and 8+ years of relevant experience; or equivalent experience.
- 3+ 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 impacts on customers, partners, and business performance while balancing growth, customer value, simplicity, and long-term sustainability.
- Translate Microsoft’s broader commerce direction into segment priorities, identify opportunities to simplify customer and partner experiences, and lead cross-functional efforts from strategy development through launch and adoption.
- Develop an offers strategy that balances customer value, ease of execution, partner economics, and business performance; improve how customers and partners discover and purchase offers and ensure programs are measurable, scalable, and aligned with 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 based on customer needs and business impact.
- Integrate the strategy areas into a cohesive strategy and prioritized roadmap; provide clear recommendations to senior leaders, establish shared success measures, and coordinate pricing, offers, commerce capabilities, sales execution, and partner strategies.
- Lead, recruit, develop, and retain talent in line with Microsoft leadership and manager principles.
- Represent the organization’s work with senior leaders and build alignment around 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 attention to talent development and succession.
- Embody Microsoft’s culture and values.
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What This Job Offers
Job Type
Full-time
Career Level
Director
