Sales Motion Strategy Lead

In SME&C (Small Medium Enterprise and Channel) we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments the SME&C organization is committed to delivering the global digital scale engine for our business. You will have an opportunity to work cross-collaboratively while living our shared SME&C culture priorities: diverse and inclusive well-being sustainability giving and learning.

We are looking for a sales leader to join our SMB (Small Medium Business) Global Vendor Digital Sales (VDS) team in an individual contributor capacity to lead the strategy enablement and governance of one of our core SME&C VDS sales motions. You will be responsible for the sales strategy of your motion and its execution through the VDS field team leveraging an outsourced digital sales model. We are hiring two leads against this description one for the Scale motion and one for the Renew (Enterprise Agreement) motion and you will be matched to the motion where your experience has the greatest impact.

The Sales Motion Strategy Lead owns the strategy design and end-to-end orchestration of one of Vendor Digital Sales (VDS) core growth motions across the SMB Upper-Medium segment. Our motion portfolio spans high-volume digitally-scaled acquisition and growth through to account-based renewal attach and seat expansion.

This is a senior individual-contributor role that operates at strategic altitude bringing recommendations rather than data. The lead sets the motions operating model and governance and leads through influence across VDS Core the sales-motion PMs Partner vendors business-support operations and the regional Sales Execution OUs (Americas EMEA Asia) to convert strategy into consistent measurable field execution and performance.

Two Motions:

Core priorities:

• Own the FY27 motions operating model end-to-end from solution-area strategy and customer selection through campaign design conversion attach and seat growth.
• Innovate and drive above-market growth in the Upper-Medium segment across priority CSAs Copilot NPSA through attach and seat growth plus Cloud FRA Security and Azure.
• Define a quantified path to target and the where-to-play-and-win plan behind it rather than reporting on the gap after the fact.
• Make the motion repeatable AI-accelerated and partner-aligned so every OU executes consistently with governance that runs without friction while still allowing for innovation in region.

Microsofts 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.

Motion strategy and design

Own the design continuous evolution and landing of the VDS operating model for the SMB Upper-Medium segment. Set the where-to-play-and-win strategy across priority solution areas (AIBP AIWF CAIP Security) leveraging CLAS the Global Campaign Framework EA and CSP End of Support Open Value CSP anniversaries expiration-quarter and adoption signals and CSA/cross-cloud propensity.

Execution and performance

Drive performance to target across Cloud FRA Copilot NPSA and seat growth Security Azure and TAS by owning the motions core ROB with peer PMs. Bring sales insights readiness and activation. Identify and close execution gaps bringing quantitative (performance) and qualitative (next action per cohort) clarity to leadership.

Partner-Aligned Execution (PAE)

Embed Partner-Aligned Execution into the motion campaign-led aligned-partner (MPL-pinned SSP) selection Riley to VDS handoff vendor-delivery renewal and TAS coverage and one joint ROB against the outcome contract so partner-supported business and above-threshold co-sell are captured and accelerated and Partner Inbound Cosell lands.

AI and digital scale

Partner with VDS AI Transformation leads to embed Seller Assist and autonomous or agentic AI (Riley) into the motion ship agentic workflows (Copilot Cowork Scout) into production that lift reach attach and seller productivity and work with Cross Sales Motion Orchestration to apply the Nymeria propensity framework to targeting and lead distribution. Quantify the impact in time saved and pipeline or seat lift.

Cross-team orchestration

Orchestrate across Digital Customer Outreach Sales Enablement CSA programs business-support operations and VDS Sales Motions PMs to align signal design enablement inclusion and exclusion and operating rhythms. Synthesize findings into insights and independently solve complex problems.

Executive communication and influence

Own the motions narrative for finance and Operating Unit leadership reviews leading with the so what naming the decision and driving it with executive presence and align VDS leads vendors and cross-org partners at the GM and CVP level on one quantified view of the book across the Americas EMEA and Asia.

Rhythm of business governance and reporting

Own targets reporting governance and the monthly ROB including intake reconciliation and inclusion and exclusion closing decisions within cycle and re-engineering the intake and governance model with business-support operations and cross-org buy-in. Represent the motion in VDS and OU leadership reviews with a clear data-grounded narrative.

• Embody our Cultureand Values

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.

Additional or preferred qualifications

Masters Degree in Business Administration or related field AND 5 years of marketing strategy sales sales leadership program management project management business planning consulting banking finance economics and/or partner organization experience 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.

• Experience with Vendor Digital Sales or an equivalent outsourced or vendor-delivered sales model.
• Depth in one or more VDS growth motions lead- and signal-based scale acquisition and migration or Enterprise Agreement renewal and attach at scale including seat growth and Copilot attach.
• Solution-area fluency across AI business process AI workforce cloud and AI platform and security able to set a differentiated strategy for each.
• Familiarity with CLAS Nymeria MSX and agentic sales tooling (for example Riley).
• Experience with GCPS co-sell motions and MPL or SSP partner ecosystems.
• Operating-governance track record owned a monthly business rhythm and reshaped an intake reconciliation or governance process.
• Executive presence and influence without authority presents approval-ready strategy to senior leadership lands decisions under push-back and drives change across teams the role does not own.
• Experience operating across global OUs time zones and the MCAPS operating model.

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