Microsoft Director Business Architect Small Medium Corporate SMC 

United States 

34769001

Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ 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.
• 3+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
• 3+ years experience in Go-to-Market Strategy, Management Consulting, Sales, Technical Sales, Customer Success.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
  • OR Master's Degree in Business Administration or related field AND 5+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience
  • OR equivalent experience.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

Sales Strategy Leadership

• Develops and drives the Sales strategy to achieve worldwide goals in revenue, consumption and usage, through defining the SMC Corporate go-to-market (GTM) model across stages 4 to 5 in Microsoft’s Customer Engagement Methodology (MCEM).
• Defines the Usage and Consumption Strategy and Framework with measures of success, tracks progress and makes adjustments where needed to accelerate customer impact.
• Designs and measures program impact through Partner and acceleration across MCEM stages 4 to 5.
• Proactively identifies complex roadblocks to usage and consumption and addresses them. Opens and drives improvement initiatives across groups including partner co-sell, consumption acceleration, usage blockers.

Cross Functional Joint Planning

• Establishes and maintains key points of contact with internal teams (e.g., Finance, Marketing, Partner, Engineering, Field Sales). Manages and cultivates relationships with leaders of internal teams. Builds relationships with senior leadership executives (e.g., Directors, General Manager [GM] level, CVP). Acts as an advisor to senior leadership on sales model design, investment strategies and market awareness to inform strategic sales planning decisions. Demonstrates influence through partners across multiple partner types. Influences for impact by motivating others to buy into vision and execution. Drives alignment and influence towards common goal. Challenges status quo to drive business transformation.

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. Collaborates with key stakeholders across Microsoft (e.g. Sales, Enablement & Operations [SE&O], Commercial Solution Area GTM leaders, Marketing, Global Partner Sales [GPS] and Customer Success Unit [CSU], etc.) to update the processes, platforms and tools. Provides insights into the sales regions and adjusts plans when required to exceed business outcomes. Provide support for success measurements based on data. Communicates with field sales on business updates and plans within multiple regions. Share best practices with peers.

Sales Landing

• Acts as a subject matter expert and defines landing strategies across various Microsoft sales and planning activities (e.g. Digital Signals, Program design, Consumption and usage drivers etc.). Collaborates with Field and Corporate leaders to identify planning focus areas and cases for change. Integrates change management communicated by senior level stakeholders and ensures compliance. Leads, manages, and adjusts design to achieve desired business outcomes. Addresses high-level escalations from field and corporate stakeholders. Ensures continuous improvement by providing feedback to product team.

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, territory or sales orchestration gaps) around potential future growth opportunities and strategic issues for Microsoft sales processes.

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, expert calls) including researching existing business and identifying new spaces for Microsoft sales strategies and solution areas. Conducts analyses (e.g., financial modeling, sales acceleration insights, competitor trends, program yield, consumption and usage blockers) and leverages analyses of others to synthesize information. Creates initial framing for strategic sales questions with limited input and delivers structured output from analyses.

Other

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