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 motion's 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: Scale motion Renew (EA) motion The high-volume, digitally-scaled, lead- and signal-based motion that drives customer acquisition, migration, and growth across the SMB Upper-Medium segment. The account-based motion within Top Growth Accounts that drives EA renewal, Copilot attach, and seat growth across roughly 13k EAs in SMB through an outsourced delivery model and cross-org partners. Measured on Cloud FRA, Copilot NPSA, Security, and Azure, with campaign design, customer selection, and conversion as the levers. Measured on EA renewal revenue, Copilot attach and seat growth, and TAS, with solution-area strategy and operating governance as the levers. Core priorities: Own the FY27 motion's 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.   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.

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