Director, Sales Strategy Enablement
- Redmond, United States
Posted 4 days ago
About the role
Overview
MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.
Microsoft's Global Strategy & Operations (GSO) team turns strategy into execution for the Core commercial organization. The pace and complexity of the business demand disciplined operating rhythms that keep senior leaders aligned on the most important priorities, surface insights and blockers early, and drive measurable progress against commitments month over month.
This role leads the Global Business Operations team within Global Strategy & Operations, part of MCAPS-Core and the Customer & Commercial Success organization. GSO manages the execution of several critical commercial operating rhythms, including the Commercial Business Overview (CBO), IAR, Monthly and Quarterly Business Reviews (MBR/QBR), Cohorts, Commercial Syncs, and other MCAPS Core cadences. The leader and team serve as a connective interface across regional SE&O leadership, the Commercial Solution Areas (CSA), Finance, Core Landing, and Field Sales Leadership.
This is a high-impact people-leadership role responsible for building, leading, and developing the team that owns the end-to-end execution of some of Microsoft's most visible commercial operating rhythms. Where the individual contributors on the team run the day-to-day mechanics of each rhythm, this leader sets the vision and operating standards for the team and owns the closed-loop operating model end to end—from intaking field asks, to prioritizing blockers and challenges up through Cohorts and the SLT, to the major company announcements and milestones that drive customer Frontier Transformation. This leader is ultimately accountable for the quality, timeliness, and business impact of everything the team delivers, orchestrating cross-MCAPS alignment and executing with excellence each executive rhythm through a rigorous, end-to-end execution process, from building the execution plan through to final delivery.
This leader must be agile, thrive in a fast-paced environment, and comfortably represent the team while interfacing directly with senior CVP stakeholders and their teams. They set direction and priorities, remove blockers, coach the individual contributors on the team, and build a resilient, high-performing operation that scales with the business. The role requires an exceptionally high level of attention to detail, strategic thinking, a drive for operational excellence across every process, and the ability to bring structure to ambiguity while developing those same capabilities in others.
This role leads a team of strategic operations individual contributors and is accountable for their growth, engagement, and delivery, while driving follow-through and decision-making across teams and organizational boundaries outside their own group.
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.
Responsibilities
- Set enterprise-wide direction for program strategy, performance, and change: Define success metrics, guide business reviews and analytics, drive change management and organizational adoption, and ensure programs align with Microsoft’s strategic priorities and deliver measurable business value.
- Lead organizational execution, communications, and stakeholder influence: Establish communication and landing strategies, drive rhythm of business, secure executive sponsorship, enable cross-functional readiness, and ensure teams effectively communicate program impact through data-driven storytelling.
- Drive operational excellence and portfolio governance at scale: Oversee complex program portfolios, establish governance and success criteria, optimize processes, manage resources and capacity, and ensure efficient, customer-focused execution across organizations.
- Provide strategic thought leadership for innovation and business outcomes: Shape program design, risk management, compliance, and long-term business strategy; guide teams in solving complex problems, identifying new opportunities, simplifying large-scale challenges, and aligning investments with priorities such as AI, security, efficiency, and quality.
- People Management: Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
People Leadership & Team Development
- Build, lead, and develop a high-performing team of strategic operations professionals, setting clear direction, priorities, and standards for the work.
- Hire, onboard, and grow talent; coach individual contributors on executive operations, stakeholder management, and business acumen.
- Model, coach, and care in line with Microsoft's manager expectations—creating clarity, generating energy, and delivering success through the team.
- Set the quality bar for the team's deliverables and hold the team accountable for the timeliness, accuracy, and business impact of every rhythm.
- Foster an inclusive, resilient, and engaged team culture that thrives in a fast-paced, high-visibility environment.
Rhythm of Business - Own and evolve the Core organization's executive operating model, keeping leadership focus aligned to the highest-impact business priorities.
- Be first and best with AI usage to automate business processes across each rhythm, driving operational efficiency and productivity.
- Direct the governance that translates strategic objectives into measurable execution and clear accountability across the organization.
- Partner with senior leaders to surface emerging opportunities, business risks, and cross-organizational dependencies early through the operating cadence.
- Connect the dots across the executive rhythms to ensure critical decisions and asks are getting surfaced from Field through to SLT.
- Disseminate actions and communications from the executive rhythms out to the Field in partnership with the CCS Landing team.
- Establish and scale frameworks that strengthen transparency, decision-making, and cross-functional alignment across business priorities.
- Ensure executive discussions convert into outcomes through clear ownership, commitments, and organizational follow-through.
- Guide the team in synthesizing insight from across the organization into trends, opportunities, barriers, and the strategic actions that need senior leadership engagement.
- Partner with business leaders to frame complex challenges into clear decisions, recommendations, and executive-ready discussions.
- Connect business priorities, performance outcomes, and leadership actions across Core, CSA, and field organizations.
- Enable confident leadership decisions through compelling business narratives, data-driven insight, and a clear articulation of business impact.
- Serve as the Manager interface between Core Strategy & Operations, Field, Solution Area, and SE&O leadership, keeping priorities, initiatives, and business objectives aligned globally.
Operating Model & Continuous Improvement
- Set the standards, tools, and mechanisms that make the organization's business rhythms repeatable, scalable, and efficient.
- Identify where cadence, tooling, or process can be simplified or automated to reduce overhead and raise the quality of decisions, and lead the team to implement those improvements.
- Role-model and drive team adoption of new capabilities, including AI, to raise the bar on how strategic operations are run.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ 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
- 4+ years people management experience.
Additional or preferred qualifications
- Master's Degree in Business Administration or related field AND 6+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience
- OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 8+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience with an emphasis on large scope projects partnering with senior leadership
- OR equivalent experience.
Sales Strategy Enablement M6 - The typical base pay range for this role across the U.S. is USD $155,800 - $277,200 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 $202,400 - $303,600 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
This 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.