Microsoft · 1 month ago
Director, Small, Medium Business (SMB) Go-To-Market (GTM)
United States, North Carolina, Charlotte
Full-time
Hybrid
Lead/Staff, Director/Executive
$131K/yr - $252K/yr
5+ years expMicrosoft is leading a high-growth, AI-powered global sales team focused on Small Medium Enterprises. The Director of Small, Medium Business (SMB) Go-To-Market (GTM) will develop sales models and strategies to enhance customer engagement and drive growth across relevant sales channels.
Agentic AIApplication Performance ManagementArtificial Intelligence (AI)Business DevelopmentDevOpsInformation ServicesInformation TechnologyManagement Information SystemsNetwork SecuritySoftware
Responsibilities
Sales Strategy leadership: Given the long-term business growth ambition, sales coverage and productivity, customer tranche analysis and sales engine yield by region, develop the sales model design changes and investment prioritization including role design, blueprint, and incentives across the Microsoft Customer Engagement Methodology (MCEM) as relevant to the SMB Direct business and marketplace
Cross-functional joint planning: Be the key point of contact between the Solution Area GTM business architects and program owners in the Customer Success Account (CSA) organization and its partners in Marketing, GCPS, Digital Sales, Marketing and Finance. Drive alignment with key stakeholders for a comprehensive and consistent partner ecosystem and lower mid-market and small business plan and influence the solution area specific sales model design, investment prioritization, GTM programs and solution plays
Problem solving and insights: Regularly assess the effectiveness of GTM strategy, sales engines and models to drive sales model and GTM plan adjustment based on performance data, voice of the field and partners, and changes in business objectives or market conditions. Develop recommendations and provide thought leadership (e.g., sales trend identification, solution area gaps, sales engines or orchestration gaps) that address field leader escalations or address blockers to future growth opportunities impacting the SMB Direct business and Market place
Sales Analysis & Insights: Conduct analyses and leverage analyses of others (e.g., financial modeling, consumption forecasting, competitor trends, seller productivity) to synthesize information. Create initial framing for strategic sales issues with limited input and deliver structured output from analyses. Drive target alignment and define key success metrics in collaboration with solution area strategy, partner teams and operations or tools experts that provide reporting that support Rhythm of Business (ROB) key topics
Embody our Culture and Values
Qualification
Required
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
Preferred
Ability to distill widely variant feedback and recommend actionable feedback to respective teams
Passion and expertise to analyze and decompose complex systems to design and refine towards a desired outcome
Experience managing multiple projects in a fast-paced environment, prioritizing and collaborating effectively
Ability to work across engineering, marketing, and field teams to programmatically address top sales, marketing and technical opportunities to influence senior decision makers
Company
Microsoft
Microsoft is a software corporation that develops, manufactures, licenses, supports, and sells a range of software products and services.
10001+ employees
H1B Sponsorship
Microsoft has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (9192)
2024 (9343)
2023 (7677)
2022 (11403)
2021 (7210)
2020 (7852)
Funding
Current Stage
Public CompanyTotal Funding
$1MKey Investors
Technology Venture Investors
2022-12-09Post Ipo Equity
1986-03-13IPO
1981-09-01Series Unknown· $1M
Leadership Team
Satya Nadella
Chairman and CEO
Vukani Mngxati
Chief Executive Officer - Microsft South Africa
Recent News
2026-01-16
Morningstar.com
2026-01-16
Company data provided by crunchbase