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

Overview

Monetization Strategy & Licensing (MSL) sits at the center of Microsoft's commercial strategy. The organization brings together the teams that shape how Microsoft prices, packages, and monetizes commercial products, alongside the programs, partner motions, and operational frameworks that bring those models to market.

MSL's charter is to modernize the commercial engine for an AI- and cloud-led market. The organization connects economic strategy, go-to-market design, field and partner adoption, licensing programs, and regulatory considerations so that Microsoft can create durable customer value while operating with commercial clarity and discipline.

The Director, Small, Medium Enterprises & Channel (SME&C) Go-to-Market (GTM) Strategy leads the development of an integrated commercial strategy for small, medium, and enterprise customers and channel partners. The role brings together pricing and economics, new commerce, offers, customer experience, and Azure strategy to deliver a cohesive go-to-market approach.

This candidate will lead a small team of senior business planners and operate with significant independence across product, engineering, finance, sales, marketing, operations, and partner organizations. This leader will turn complex economic and commercial questions into clear choices, scalable program designs, and executable plans that improve customer and partner 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.In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

ResponsibilitiesSubscription Economics

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.

Commerce Strategy

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.

Offers and Customer Experience

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.

Azure Economics

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.

Integrated Go-to-Market Strategy

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.

Leadership Responsibilities

• 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.

Other

• Embody our Culture and Values

QualificationsRequired/minimum 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.

Additional or preferred qualifications

• 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+ year(s) 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.

Business Planning M5 - The typical base pay range for this role across the U.S. is USD $130,900 - $251,900 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 $165,600 - $272,300 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

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, read more about requesting accommodations.