Director, Sales Strategy & Enablement

Global Small, Medium Business (SMB) helps small and medium businesses maximize Microsoft cloud solutions through a digital-led approach. The Sales Strategy and Enablement role accelerates customer acquisition and growth by partnering with Marketing, eCommerce, and the Global Small and Medium Business (GSMB) Autonomous Agents Experiences team to deliver high-quality customer experiences, drive demand generation, and promote collaboration grounded in diversity, wellbeing, and sustainability.

We drive operational and go-to-market excellence for Azure SMB sales teams, with a focus on growth, innovation, AI, and improved demand-generation processes. Through sales performance analysis and stakeholder collaboration, we optimize how we reach customers at scale and deliver customer acquisition and revenue outcomes.

As a Director Sales Strategy & Enablement, you will build strong, collaborative partnerships with Marketing, Engineering, and the GSMB Autonomous Agents Experiences team to accelerate customer acquisition and growth. You will define the go-to-market approach, align stakeholders to revenue goals, shape demand-generation initiatives, assess business health, and influence teams to address challenges and advance digital transformation.

This role sits within GSMB and owns the sales strategy enablement that grows Azure Direct consumption in customers with no direct seller coverage – net new customers and existing ones. You are the connective tissue between engines that must move as one: Marketing, eCommerce and GSMB Autonomous Agents Experiences which must generate qualified demand through relational marketing, digital engines, Agentic outreach and in-product capabilities that convert that demand into engagement and consumption. You will help define a coherent end-to-end Azure Direct growth strategy, align stakeholder teams to execute it, and drive coordinated orchestration at scale to deliver targeted growth through marketing, digital, and automated motions.

Operating as a senior individual contributor and subject-matter expert, you bring deep knowledge of omnichannel marketing, the Azure business model and consumption drivers, fluency in the Rhythm of Business and performance management, and the ability to translate ambitious consumption targets into orchestrated, repeatable plays. You influence without reporting line authority across organizational boundaries, hone your leadership skills, and become adept at building executive partnerships that inspire trust.  You are accountable for delivering business outcomes — not just coordinating activity.

Azure Direct Growth Strategy & Program Leadership

• Strategy ownership: Define and own the end-to-end Azure Direct growth strategy for no-seller-coverage customers, including clear plans, goals, deliverables, and timelines for each stakeholder organization.
• Execution alignment: Translate Azure consumption targets into a coherent, scalable roadmap that stakeholders can execute together, influencing teams to operate as one organization against a shared goal.
• Roadblock resolution: Proactively identify cross-team blockers, drive them to resolution, and measure effectiveness on a recurring basis.
• Leadership governance: Lead a Steering Committee of senior leaders, including Senior Directors and GMs, to report progress, realign priorities, and keep strategy and execution in sync through a clear cadence and metrics.

Demand Generation Alignment (Marketing)

• Partner with Marketing to ensure relationship marketing and campaigns generate qualified Azure Direct demand targeted to the right customer stage and growth trajectory.
• Align marketing investment, messaging, and lead definitions to Azure consumption outcomes; close the loop between marketing-sourced demand and realized consumption.

In-Product & Agentic Activation

• Partner with GSMB Autonomous Agents Experiences and eCommerce to activate agentic and in-product experiences that increase customer engagement and accelerate Azure consumption at scale.
• Influence the evolution of internal AI-driven engagement capabilities — defining the use cases, signals, and customer journeys that drive measurable cons