Director - Vendor Digital Sales (VDS)

In Small and Medium Enterprise & Channels (SME&C) 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. The SME&C organization is one of the fastest growing customer segments for Microsoft - this is where you come in.  You will drive a sales motion that supports a dedicated set of customers, at scale, in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SME&C Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.    The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.    In the SME&C Global SMB Team, the Director- Vendor Digital Sales (VDS ) is at the leading edge of our digital transformation and leads a vendor sales organization focused on growing, migrating and acquiring new SMB customers.   The Vendor Digital Sales engine is a tremendous growth engine for the company, driven by net new revenue growth in cloud. Vendor Digital Sales’ impressive return on cost of sales makes it a preferred investible engine for the company.

Lead execution of the global Vendor Digital Sales (VDS) strategy for the AMS SMB market across Top Growth Accounts (TGA motions. This role is accountable for the sub's VDS revenue (FRA) and IAR KPIs — owning business planning, forecasting, partner-aligned execution and cross-functional orchestration across SMB, GS&O, GCPS and CLO, while championing the Frontier Transformation narrative and scaling Agentic AI to drive productivity and customer outcomes.   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.

VDS Engine Execution & Governance: Execution of VDS global strategy Top Growth Accounts within the  Subsidiary (SU). Work with the Core VDS team on vendor seller readiness for Go-To-Market ( GTM) Frontier Conversation,  Customer Solution Area (CSA) solution plays, and scaling Agentic AI to drive productivity. Champion the Frontier Transformation narrative, deliver SU Revenue Accountability and adopt agentic capabilities.  SU Field Revenue Accountability ( FRA), Execution & Forecast: Landing and execution of the global VDS strategy. Own the business plan end-to-end to drive VDS cloud FRA, input to forecast, and Center of Excellence (CoE)/bridge actions for in-quarter CoE/Corrective Action Plan (CAP) in partnership with Customer Lifecycle Organization (CLO), plus quota retirement for the SU.  Sales Engine Planning: Business owner orchestrating a unified VDS execution plan across the SU SMB team, Global Sales & Operations (GS&O) and Global Channel Partner Solutions (GCPS).  Customer Insights & Target List: Use Nymeria, Campaign Planning Tool v2 (CPTv2) and Top Growth Accounts ( TGA) account signals to select and convert DCO Strategy/ customer engagement into customer upsell, cross-sell and expansion across TGA motions.  Partner Engagement: Drive partner-aligned execution based on the global strategy, close Top Deals with Partner Solution Sales ( PSS), and pass leads to partners for co-sell execution.  Campaign Planning: Execute digital customer outreach VDS