Director, Enterprise To-Customer Go-To-Market Worldwide Windows Commercial

Within MCAPS Core the Windows & Devices Sales (WDS) team unites the creation and delivery of Windows and device solutions to drive customer satisfaction globally. We work closely with a diverse ecosystem of partners and customers to ensure innovative solutions reach every market and segment.

The Director Enterprise To-Customer Go-To-Market Worldwide Windows Commercial owns how Windows shows up in enterprise advisory and AI-transformation conversations connecting the advisor motion the Pro compete narrative GSI upstream influence and category GTM into one coherent enterprise story. The role defines the customer strategy narrative and plays thatposition ofWindows as an AI platform not a device.

Sitting at the intersection of category strategy the Windows Solution Sales (advisor) motion the partner ecosystem and field execution the role translates Windows and AI platform strategy into practical customer scenarios sales conversations and advisor-ready plays aligned to MCAPS solution plays. It works upstream with GSIs and partners to ensure Windows is specified in enterprise architectures and draws a clear line between where WDS engages directly and where it enables theadvisororg.

This is a pivotal role as Windows evolves as an AIplatformand enterprise buying becomes more advisory- and ecosystem-led. It requires enterprise GTM depth compete instinct narrative craft partner and GSI fluency and the ability to align across the advisor org category deal system and PDI.

Microsofts mission is to empower every person and every organization on the planet to achieve more. Asemployeeswe 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.

Narrative & Plays

• Define the Pro compete narrative for enterprise advisors Windows as an AI platform not a device.
• Translate the Windows Pro narrative and business strategy into enterprise customer value and scenarios.
• Convert strategy into advisor-ready plays aligned to MCAPS solution plays and the Windows Solution Sales motion.
• Design and guide execution models for key enterprise to-customer initiatives.

Advisor GSI & Partner Orchestration

• Partner with the Marketing readiness team to land advisor readiness and enablement for the plays.
• Co-develop the GSI engagement model with the PDI / partner team ensuring Windows is specified in enterprise architecture.
• Build reference architecture patterns for use in advisory and GSI work.
• Define when and how WDS engages directly vs. enables avoiding overlap with the advisor org.
• Align with the advisor org (Diana / John) on which conversations we show up in and how.

Customer Journey Prioritization & Insight

• Maintain clarity on the enterprise customer journey and MCEM conversation alignment and prioritization across MCAPS.
• Prioritizing opportunities and route lead signals into the Deal Clinic.
• Capture customer-level insights and feed them into planning and performance.
• Orchestrate development of enterprise to-customer enablement tools training content and investment guidance to empower field and partner execution.

Other

• Embody our cultureand values.

Required/minimum qualifications

• Bachelors Degree in Business Administration Marketing Finance Engineering or related field AND 5 years experience in GTM strategy enterprise sales product / solution marketing category management or related commercial roles
  • OR equivalent experience.
• 6 years experience in in Near Term Strategy (2 years out) Management Consulting Sales or Finance.

Additional or preferred qualifications

• Masters Degree in Business Administration or related field AND 5 years of GTM strategy enterprise sales product / solution marketing category management or related commercial roles
  • OR Bachelors Degree in Business Finance Economics Computer Science or related field AND 7 years of marketing strategy sales sales leadership program management project management business planning consulting finance economics and/or partner organization experience
  • OR equivalent experience.
• Proven ability to translate platform or product strategy into executable enterprise GTM plays across sales partner and field teams.
• Solid grasp of enterprise customer buying advisory / solution-selling motions and multi-stakeholder decision processes.
• Experience defining competitive narrative and positioning in a dynamic market.
• Executive communication able to simplify complexity into decision-ready narratives and influence senior stakeholders.
• Track record of operating in highly matrixed organizations and aligning cross-functional stakeholders behind shared priorities.
• Background in enterprise architecture GSI engagement or upstream platform specification.

#WDS

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $130900 - $251900 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 $165600 - $272300 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
position will be open for a minimum of 5 days with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process read more about requesting accommodations.

Required Experience:

IC