Senior Director, Telecom & Media Strategy and Value

Microsoft•,

5d•$130,900 - $303,600

About The Position

Microsoft Frontier Co brings together strategy, industry expertise, engineering, and customer engagement to help organizations translate AI possibilities into durable business outcomes. The Telecom and Media Engineering Studio develops industry perspectives and repeatable solution patterns, and delivers customer engagements that connect Microsoft’s strategy, products, and technical capabilities to telecom and media leaders’ priorities. The Senior Director, Telecom & Media Strategy and Value develops and maintains an evidence-based view of industry strategy, continuously testing Microsoft’s strategic hypotheses against market evidence, industry economics, competitive behavior, and customer engagements. The role identifies durable industry shifts and how AI is changing operating models, then translates insights into opportunities, offers, solutions, and commercial models for Microsoft and its customers. It owns the integrity, calibration, and translation of the industry strategy. The role also shapes customer engagements and contracting for Forward Deployed Engineering (FDE) motions. Working across industry advisors, engineering, strategic sales, finance, legal, and commercial teams, it structures engagements around strategic intent, measurable business benefits, and outcome-based commercial delivery. It helps make engagements increasingly repeatable and aligned with offers, solutions, and outcome frameworks.

Requirements

Bachelor’s degree in Business, Operations, Finance, or a related field and 8+ years of experience in program management, process management, or process improvement, or equivalent experience.
Deep knowledge of the Telecom and Media industry, including industry economics, operating models, competitive dynamics, technology trends, and evolving customer priorities.
Ability to develop and articulate industry strategy by translating market signals, economic trends, competitive behavior, and customer evidence into actionable recommendations.
Demonstrated success shaping complex customer engagements, including defining business problems, desired outcomes, value frameworks, and measurable success criteria.
Strong understanding of AI-driven business transformation and its potential effects on operating models, cost structures, revenue opportunities, customer experiences, and competitive differentiation.
Track record of translating strategy into commercial and execution models, including scopes, milestones, governance, value measurement, and outcome-based constructs.
Expertise in business value and outcome measurement, including establishing baselines, benchmarks, leading and lagging indicators, and measurable benefits.
Ability to synthesize complex or conflicting information into decision-ready recommendations for executives, customers, engineering teams, and commercial stakeholders.
Strong cross-functional leadership and influencing skills, including working across sales, engineering, finance, legal, commercial, product, and industry teams without direct authority.
Ability to challenge assumptions constructively, identify strategy or value-proposition gaps, and use evidence to refine strategic direction and investment decisions.
Executive-level communication and facilitation skills, including leading strategic discussions, customer engagements, and working sessions that clarify tradeoffs and drive decisions.
Ability to operate effectively in ambiguous, rapidly evolving environments while balancing long-term strategic thinking with customer engagement and execution needs.
Business judgment and analytical rigor to distinguish durable market shifts from short-term signals and translate insights into scalable opportunities.
Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.

Nice To Haves

Master’s degree in Business, Operations, Finance, or a related field and 12+ years of experience in program management, process management, or process improvement, or equivalent experience.
Bachelor’s degree in Business, Operations, Finance, or a related field and 15+ years of experience in program management, process management, or process improvement, or equivalent experience.

Responsibilities

Build and maintain an evidence-based perspective on telecom and media strategy, identifying where operationalized AI can deliver significant value and helping prioritize offers that capture value for Microsoft and customers.
Frame strategic hypotheses about how AI may affect industry operating economics and differentiation, including revenue growth and operating efficiency across core and back-office functions.
Create a continuous calibration function, defining signals, sources, metrics, benchmarks, and review cadence to test strategic hypotheses and surface confirming or conflicting evidence.
Track and synthesize AI-driven changes in cost structures, revenue models, competitive positioning, capital allocation, technology adoption, partner dynamics, and customer buying behavior.
Develop benchmarks and scorecards that measure the studio’s strategic perspective through economic baselines, competitive comparisons, adoption signals, indicators, and realized customer outcomes.
Use client stories, discovery findings, engagement data, and implementation experience to validate and refine industry hypotheses.
Partner with industry advisors, account teams, product teams, and FDE teams to turn customer signals into reusable insights, strategic patterns, and technology accelerators.
Connect Microsoft strategy and product capabilities to customer conversations, and feed customer evidence back into studio strategy, product feedback, solution patterns, and portfolio decisions.
Shape priority customer engagements before contracting so that the business problem, strategic hypothesis, intended outcome, delivery model, and value measures are coherent.
Work with sales, finance, legal, commercial, engineering, and delivery stakeholders to translate engagement strategy into scopes, milestones, governance, commercial constructs, acceptance criteria, and business-outcome measures.
Advance the transition toward outcome-based contracts with specific, measurable, attributable, and time-bound business benefits, addressing dependencies, baselines, customer responsibilities, risk allocation, and attribution limits.
Develop reusable contracting patterns, value frameworks, and measurement approaches that can scale across Telecom and Media while accommodating individual customer contexts.
Provide independent challenge during engagement design and commercial review, identifying misalignment with strategy, weak value measures or assumptions, and incentives that do not support customer outcomes.
Synthesize complex and conflicting evidence into clear, decision-ready narratives for senior leaders, customers, engineering teams, and commercial stakeholders.
Lead strategic reviews and working sessions that clarify assumptions, distinguish facts from hypotheses, surface tradeoffs, and drive decisions and follow-through across organizational boundaries.
Share best practices, build stakeholder and customer buy-in, and establish a business rhythm connecting strategy, engagement execution, commercial decisions, and learning.