Director, Business Strategy

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.  

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.  

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.   

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. 

As a Director, Business Strategy in the Global SMB team you will have the oportunity to own and lead a critical initiative named Reach Frequency Yield (RFY), across partners and internal teams. As part of this initiative, you will have the opportunity to : 

• Shape and execute RFY global strategy that accelerates SMB growth through our distributor, reseller, Managed Service Provider (MSP), Cloud Solution Providers (CSP), and partner networks. 

• Collaborate with cross-functional teams—including Global Channel Partner Sales (GCPS) and Field Operating Units (OUs)—to drive alignment, innovation, and execution excellence. 

• Lead or support initiatives across AI adoption, cloud migration, security, and business applications that drive RFY. 

• Leverage RFY data-driven insights to inform internal stakeholders, go-to-market motions, partner activation, and customer engagement strategies. 

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

• Reach Frequency Yield (RFY) End-to-End Ownership – Driving Reach, Frequency, Yield across Partners: This role takes full ownership of the RFY model execution in SMB through our channel. You will embed RFY, insights, targets and reporting into all relevant rhythm
• Work with each Area/Operating Unit (OU) to set clear RFY objectives for distributors. Ensure these objectives appear in partner joint business plans, Go To Market (GTM) plans and tracking mechanisms are available to measure performance.
• Lead a monthly RFY business review cadence with regional channel and SMB Leads. In these reviews, analyze RFY dashboards (Reach/F