Microsoft’s mission is to empower every person and every organization on the planet to achieve more and we have an unparalleled opportunity to bring this mission to life in the Modern Work business. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

Many Small and Midsize Businesses (SMB) are complex enough to require sophisticated technology solutions, purchase through a variety of channels, but don’t have direct engagement with a Microsoft field seller. The Director, Business Architect for Modern Work Small & Medium Business (SMB) will play a leadership role in accelerating Microsoft 365 and Copilot growth within midmarket businesses that are looking for solutions that can provide a competitive edge and innovation through AI, built on top of Microsoft 365 foundational productivity pillars.

To be successful, you must be able to build and orchestrate the midmarket Go-To-Market (GTM) strategy across all relevant sales channels, growing Microsoft 365 new customer acquisition, expansion and upsell motion. This will require the formulation of both long-term business strategies, and month-to-month execution plans aligned with Modern Work business priorities, delivering revenue and new customer growth across all sales channels. You will need to collaborate with a broad set of cross-functional teams within Microsoft Customer and Partner Solutions (MCAPS) and across other organizations including Product Marketing, Business Planning, Finance, and Business Development.

As part of the Commercial Solutions Areas (CSA) Go-To-Market team for Modern Work, the Director, Business Architect for Modern Work Small & Medium Business (SMB)’s primary responsibility is to drive our global Modern Work Go-To-Market (GTM) strategy for midmarket customers through partners and through our digital engines. This role will develop, land, and refine GTM models, innovating how we acquire, engage and grow customers, enabling SMB scale and digital engines with strategies, sales methodology, integrated sales and marketing campaigns and programs.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Define and develop the GTM strategy for Modern Work Upper Midmarket in SMC:

• Blueprint and capacity

• Sales model design, role orchestration and sales motions

• Incentives and compensation

• Engage and influence corporate and field stakeholders to drive alignment around the plan and align across GTM levers inclusive of:

• Business model

• Marketing strategy and collateral

• Product roadmap

• Partner strategy

• Innovate and design new sales motions and strategies to reach new and existing customers.

• Represent business and technical needs/feedback in key leadership forums with engineering and business leaders.

• Ensure the right metrics and Key Performance Indicators (KPIs) are in place to achieve the right outcomes for our customers, to measure progress over time and to implement course corrections as needed.

• Other

• Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)

Qualifications

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 Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Additional or Preferred Qualifications

• 10+ years of experience across strategy, sales, and Go-To-Market roles.

• 3+ years of experience across partner sales, partner development or Go-To-Market.

• The passion and expertise to analyze and decompose complex systems to design and refine towards a desired outcome.

• Domain knowledge / expertise in Modern Work.

• Ability to understand strategic implications of change, train cross-functional teams, and provide leadership to overcome barriers and achieve results through individual and broader team efforts.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $129,200 - $248,800 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $162,000 - $268,900 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role September 23, 2024.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .