Director, Business Strategy

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

• 
  Shape and execute RFY global strategy that accelerates SMB growth through our distributor, reseller, Managed Service Provider (MSP), Cloud Solution Providers (CSP), and partner networks.
• Collaborate with cross-functional teams—including Global Channel Partner Sales (GCPS) and Field Operating Units (OUs)—to drive alignment, innovation, and execution excellence.
• Lead or support initiatives across AI adoption, cloud migration, security, and business applications that drive RFY.
• Leverage RFY data-driven insights to inform internal stakeholders, go-to-market motions, partner activation, and customer engagement strategies.

Responsibilities

• Reach Frequency Yield (RFY) End-to-End Ownership – Driving Reach, Frequency, Yield across Partners: This role takes full ownership of the RFY model execution in SMB through our channel. You will embed RFY, insights, targets and reporting into all relevant rhythm
• Work with each Area/Operating Unit (OU) to set clear RFY objectives for distributors. Ensure these objectives appear in partner joint business plans, Go To Market (GTM) plans and tracking mechanisms are available to measure performance.
• Lead a monthly RFY business review cadence with regional channel and SMB Leads. In these reviews, analyze RFY dashboards (Reach/Freq/Yield by distributor, by telecommunications (telco), work with the Operating Units to understand business insights, surface what’s working or not, and drive follow-up actions. Ensure RFY is included in established rhythms like Monthly Business Reviews (MBRs) and Analyst Relations (IARs) with the right level of insights and reporting views.
• Act as the “RFY Champion” in all forums – landing the concept that RFY is “how we execute through channel in SMB”. You will provide role-based guidance so that Partner Development Managers (PDMs), Product Marketing Managers (PMMs), Partner Solution Sales (PSS) and SMB Sales each know their part in improving RFY.
• Measure & Communicate Impact: You will track RFY metrics rigorously and connect them to business outcomes. This will influence further targeted execution with the regions to improve RFY and CSP growth. Drive monthly communication on RFY progress.
• Collaboration: Work closely with the landing and activation lead for RFY to ensure every role in the field is aware, knowledgeable and executing on RFY levers. Advise on field practices that have potential to scale WW.
• Inform RFY strategy for the following fiscal year and connect it with our key execution levers by and cross solution area
• Beyond RFY: explore and define growth opportunities and plans with our partner ecosystem for SMB in telco, Managed Service Provider (MSP), Small Service Provider (SSP) space in close collaboration with the Global Channel Partner Sales organization
• Other:
  • Embody our Culture and Values

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 in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
• Understanding of the channel partner ecosystem and business models (distribution, telecommunications (telcos), solution service providers, managed service providers, hosters, etc)

• 10+ years relevant sales experience with Information Technology products/services.
• 4+ years experience managing others.
• Ability to lead strategic initiatives, on a project like basis, including and informing field and core stakeholders, track and resolve problems, understand Rhythm of the Business (ROB) insights and produce data driven actions with the field and partners
• Ability to connect strategy with partners to broader growth initiatives like AI adoption, cloud migration, or security
• Ability to work cross cultures, cross organizations and navigate the ecosystem to drive strategic initiatives activation

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.

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 until October 20, 2025.

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.