Director, Sales Strategy & Enablement

Global Small, Medium Business (SMB) helps small and medium businesses maximize Microsoft cloud solutions through a digital-led approach. The Sales Strategy and Enablement role accelerates customer acquisition and growth by partnering with Marketing, eCommerce, and the Global Small and Medium Business (GSMB) Autonomous Agents Experiences team to deliver high-quality customer experiences, drive demand generation, and promote collaboration grounded in diversity, wellbeing, and sustainability.

We drive operational and go-to-market excellence for Azure SMB sales teams, with a focus on growth, innovation, AI, and improved demand-generation processes. Through sales performance analysis and stakeholder collaboration, we optimize how we reach customers at scale and deliver customer acquisition and revenue outcomes.

As a Director Sales Strategy & Enablement, you will build strong, collaborative partnerships with Marketing, Engineering, and the GSMB Autonomous Agents Experiences team to accelerate customer acquisition and growth. You will define the go-to-market approach, align stakeholders to revenue goals, shape demand-generation initiatives, assess business health, and influence teams to address challenges and advance digital transformation.

This role sits within GSMB and owns the sales strategy enablement that grows Azure Direct consumption in customers with no direct seller coverage – net new customers and existing ones. You are the connective tissue between engines that must move as one: Marketing, eCommerce and GSMB Autonomous Agents Experiences which must generate qualified demand through relational marketing, digital engines, Agentic outreach and in-product capabilities that convert that demand into engagement and consumption. You will help define a coherent end-to-end Azure Direct growth strategy, align stakeholder teams to execute it, and drive coordinated orchestration at scale to deliver targeted growth through marketing, digital, and automated motions.

Operating as a senior individual contributor and subject-matter expert, you bring deep knowledge of omnichannel marketing, the Azure business model and consumption drivers, fluency in the Rhythm of Business and performance management, and the ability to translate ambitious consumption targets into orchestrated, repeatable plays. You influence without reporting line authority across organizational boundaries, hone your leadership skills, and become adept at building executive partnerships that inspire trust.  You are accountable for delivering business outcomes — not just coordinating activity.

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

Azure Direct Growth Strategy & Program Leadership

• Strategy ownership: Define and own the end-to-end Azure Direct growth strategy for no-seller-coverage customers, including clear plans, goals, deliverables, and timelines for each stakeholder organization.
• Execution alignment: Translate Azure consumption targets into a coherent, scalable roadmap that stakeholders can execute together, influencing teams to operate as one organization against a shared goal.
• Roadblock resolution: Proactively identify cross-team blockers, drive them to resolution, and measure effectiveness on a recurring basis.
• Leadership governance: Lead a Steering Committee of senior leaders, including Senior Directors and GMs, to report progress, realign priorities, and keep strategy and execution in sync through a clear cadence and metrics.

Demand Generation Alignment (Marketing)

• Partner with Marketing to ensure relationship marketing and campaigns generate qualified Azure Direct demand targeted to the right customer stage and growth trajectory.
• Align marketing investment, messaging, and lead definitions to Azure consumption outcomes; close the loop between marketing-sourced demand and realized consumption.

In-Product & Agentic Activation

• Partner with GSMB Autonomous Agents Experiences and eCommerce to activate agentic and in-product experiences that increase customer engagement and accelerate Azure consumption at scale.
• Influence the evolution of internal AI-driven engagement capabilities — defining the use cases, signals, and customer journeys that drive measurable consumption lift.
• Champion automated, digital-first motions that extend reach into segments where no direct seller exists.

Insights, Readiness & Performance Management

• Partner with our Analytics and Finance teams to get the reporting required to develop actionable insights and measure performance (e.g., cohort analyses, growth paths, A/B tests, etc).
• Report the key metrics that show Azure Direct health — demand quality, activation rates, engagement, consumption, and growth — and surface insights to senior stakeholders.
• Use propensity and product-usage signals to prioritize customers, refine plays, and reallocate effort toward the highest-return opportunities.
• Drive continuous improvement by regular alignment with stakeholders.

Success in this role is measured by Azure Direct consumption growth in no-seller-coverage segments, evidenced by:

• Consumption & revenue:  Azure consumed revenue and growth rate versus target.
• Qualified demand:  volume and conversion of marketing-sourced qualified leads into active consumption.
• Scale efficiency:  consumption growth delivered through digital / automated motions relative to investment (return on engagement effort).
• Operational rigor:  a healthy, predictable Rhythm of Business — accurate forecasting, on-cadence performance reviews, and closed-loop strategy-to-execution alignment.

Qualifications

Required/minimum qualifications

• Bachelors 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.

Preferred Qualifications

• 2+ years of recent experience working on Marketing & Sales best practices to drive customer acquisition and growth at scale.
• Demonstrated understanding of the Azure business model and cloud consumption drivers (consumption-based revenue, customer lifecycle, propensity-to-consume dynamics).
• Proven ability to design and execute go-to-market or growth strategies at scale, with measurable business outcomes.
• Experience operating a Rhythm of Business and performance-management cadence — setting targets, instrumenting metrics, and driving accountability.
• Demonstrated ability to influence and align cross-functional stakeholders around a shared strategy, driving results in complex environments without direct authority.
• Experience with digital, scaled, or no-seller-coverage sales motions (digital sales, customer success at scale, lifecycle / growth marketing).
• Familiarity with AI-driven or agentic customer-engagement platforms and in-product experiences.
• Background partnering closely with Marketing (relationship / demand marketing) and product / engineering teams.
• Working knowledge of the SMB segment.
• Data fluency — comfortable using consumption, propensity, and engagement signals to drive decisions.
• Management Consulting experience and Masters degree (MBA or related) a plus.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 per year.