Director, Sales Strategy Enablement

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 leadership executives (e.g., Directors, General Manager [GM] level, CVP). Acts as an advisor to 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 top practices with peers. 

Sales Insights, Readiness, and Activation 

Collaborates with business, platform, and tools experts 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. 

Sales Landing 

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 stakeholders, and ensures compliance. Leads, manages, and adjusts plans and plays to achieve desired business outcomes. Addresses high-level 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,) including researching existing business and identifying new spaces for Microsoft sales strategies and solution areas. Conducts analyses (e.g., financial modeling, product consumption forecasting, market 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. 

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. 

• 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance. 

Additional or preferred qualifications 

• 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.