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Director, Small, Medium Enterprises & Channel (SME&C) Go-to-Market (GTM) Strategy

Microsoft· Business Planning
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Redmond, WA, Mountain View, CA, New York, NY, Atlanta, GA$130.9k - $251.9kFull-timePosted 1w ago

About the role

Director leading integrated commercial strategy for SME & Channel, combining pricing/economics, offers, customer experience, and Azure strategy to drive go-to-market plans. Leads a small team of senior business planners with cross-functional impact across product, engineering, finance, sales, marketing, operations, and partner organizations.

Responsibilities

  • Develop commercial strategies for subscription-based offerings, including packaging, pricing, discounting, customer segmentation, and migration.
  • Assess the impact on customers, partners, and business performance balancing growth, customer value, simplicity, and long-term sustainability.
  • Translate Microsoft’s broader commerce direction into clear priorities for the segment.
  • Identify opportunities to simplify customer and partner experiences and lead cross-functional efforts from strategy development through launch and adoption.
  • Develop a disciplined offers strategy that balances customer value, ease of execution, partner economics, and business performance.
  • Improve how customers and partners discover and purchase offers, ensuring that programs are measurable, scalable, and aligned with broader commercial strategy.
  • Develop commercial frameworks that support Azure adoption, consumption, and migration, including partner-led growth.
  • Collaborate with finance, product, sales, and partner teams to evaluate opportunities, navigate trade-offs, and recommend actions grounded in customer needs and business impact.
  • Bring these areas together into a cohesive strategy and prioritized roadmap. Develop clear recommendations for senior leaders, establish shared success measures, and ensure that pricing, offers, commerce capabilities, sales execution, and partner strategies work together effectively.
  • Model, Coach and Care. Lead with manager capabilities to recruit, develop, and retain exceptional talent in line with Microsoft leadership and manager principles.
  • Represent the organization's work with senior leaders and build alignment around clear choices, trade-offs, and execution priorities.
  • Partner across product, engineering, finance, field, marketing, operations, Legal, and partner teams to develop strategies that can be implemented at scale.
  • Build an inclusive, high-performing team culture with clear accountability, analytical standards, and active attention to talent development and succession.

Qualifications

  • Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 6+ years commercial strategy, business planning, pricing, go-to-market, product strategy, or a related experience.
  • OR equivalent experience.
  • Bachelor's Degree in Engineering/Computer Science, Economics, Business, or related field AND 12+ years commercial strategy, business planning, pricing, go-to-market, product strategy, or a related experience.
  • OR Master's Degree in Business Administration (MBA), or related field AND 8+ years commercial strategy, business planning, pricing, go-to-market, product strategy, or a related experience.
  • OR equivalent experience.
  • 3+ years people management and/or informal/indirect team leadership experience.
  • Experience developing economic and business-model strategies for cloud, subscription, consumption, or other complex commercial offerings.
  • Experience translating data, customer insights, and financial scenarios into clear executive recommendations.
  • Experience designing or improving customer and partner journeys, commercial programs, offers, or go-to-market motions at scale.

Skills

Required:Commercial strategyLeadership and people management
Last updated Oct 16, 2026. Interested? Apply on the company site.

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