Director, Business Strategy - Americas Market & Compete
Microsoft
Director, Business Strategy – Americas Market & Compete
Multiple Locations, United States
Save
Overview
The Americas Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy into a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact on a scale.
As a Director, Business Strategy – Americas Market & Compete within the SE&O Strategy team, you will be at the forefront of identifying and leveraging key market trends to influence our Americas business strategy, priorities, and go-to-market execution with a focus on Security. Your role will involve highlighting strategies to capture market share from a compete perspective across various segments, industries, and operating units. As a trusted advisor, you will dynamically present market and competitive insights to senior leadership within Microsoft Americas, driving strategic discussions and decisions. Partnering with Commercial Solution Area (CSA), Finance, and Industry teams, you will conduct Security focused custom research and analyses to uncover growth opportunities and inform our sales strategies. This high-impact role is perfect for a strategic thinker with a passion for market dynamics and a drive to influence high-level decision-making.
By applying to this U.S. based position, relocation is not provided for the role.
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.
Qualifications
Required/Minimum 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), 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.
- 5+ years of enterprise experience with any of the following: create and orchestrate strategic go-to-market plans; build, develop, and execute sales enablement strategy; drive marketing and partner programs; product marketing; market and competitive analysis and positioning; develop insights from market research; or related.
- 3+ years of enterprise experience in Microsoft Security or other security technologies including any but not limited to the following: Threat protection, SIEM and Incident Response; Extended Detection and Response (XDR); Security Orchestration, Automation, and Response (SOAR); Security Operation Center Management; Identity and Access Management; Cloud Security; Data Security
Additional or Preferred Qualifications
- Ability to work collaboratively and interface with internal stakeholders, build productive working relationships and accommodate work styles and perspectives of diverse individuals, take feedback and adapt to constantly changing environments, in addition to proactively sharing ideas that advance the business.
- Concise communication, presentation, and storytelling experience, with the ability to tailor the content and the delivery to different audiences and formats.
- Proven experience with influencing senior executive leaders and being a trusted advisor on strategy development and stakeholder management.
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 for the role until December 22, 2024.
Responsibilities
Sales Strategy Project/Program Leadership
- Develops, drives, and executes Market & Compete Sales Strategy projects/programs and teams across organizational boundaries as a project lead through defining plans, goals, deliverables, feedback, resource balancing, and timing expectations. Proactively identifies complex roadblocks and addresses them. Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups. Identifies, evaluates, and proposes new project work/deals based on unmet needs.
Cross Functional Joint Planning
- Establishes and maintains key points of contact with internal teams (e.g., Finance, Marketing, Product, Field Sales). Manages and cultivates relationships with leaders of internal teams. Builds relationships with senior leadership executives (e.g., General Manager, Vice President). Acts as an advisor to senior leadership on a particular area of expertise and market awareness to inform strategic sales planning decisions. Demonstrates influences through partners across multiple divisions. Influences for impact by motivating others to buy into vision and execution. Drives alignment and influence towards common goal, Maintains awareness about business transformation and growth across Horizon 2 and Horizon 3 initiatives. 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 to update the platforms and tools. Provides insights into the Sales market, acts as a business conduit to broader internal and external stakeholders and adjusts plans when required to exceed business outcomes. Provides support success measurements based on data from tools and platforms. Communicates with field sales on business updates and plans within multiple regions. Shares best practices with peers.
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) around potential future growth opportunities and strategic issues for Microsoft sales processes. Creates frameworks and methodologies to drive problem solving and insights. Shares best practices with peers.
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, product consumption forecasting, competitor trends) 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