Director Business Architect for Small, Medium, Corporate (SMC) Business

In Small Medium Corporate (SMC) Strategy, we have set out to empower our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC organization, you will define a strategy to support our SMC sellers and Partners to enable a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also be able to work cross-collaboratively while living our shared culture: Diversity and Inclusivity, Well-being, Sustainability, and Learning.

As a Director Business Architect for Small, Medium Corporate (SMC) business, serving our largest customers within SMC, you will be accountable to develop and deliver the Sales strategy through designing our SMC Corporate sales model, including our blueprint investments and role orchestration, leveraging global and regional coverage model and seller productivity insights. You'll develop and deliver the Demand Generation and Value Realization strategies across Microsoft’s Sales Methodology. Microsoft is hiring for multiple Director Business Architects for Small, Medium Corpirate (SMC) business. Leveraging data driven insights and partnering closely with all our Solution Areas, you’ll define the digital signals strategy and investments, the cross-solution programs and investments, success measures and identify blockers or growth opportunities to future accelerate customer impact.

SMC Strategy is part of the Worldwide Commercial Solution Areas team and partners closely across all our Solution Areas to design for customer success and impact. This role will also require solid partnership with our Global Partner Sales team, our Global SMC Regional Sales team, Customer Success Unit and Finance. You will be a visible advocate for the field leadership and will be counted on to represent the voice of customers, our partners and our sellers across our corporate function leaders.

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.

In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

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

• Embody our culture and values
  
  

Qualifications

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.
  

Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $103,800 - $200,300 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 $133,700 - $219,200 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

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 and processes offers for these roles on an ongoing basis.

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.