Senior Director, Sales Strategy & Go-To-Market for Data Modernization

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their

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careers places they simply couldn’t anywhere else. This is a world of more possibilities, more innovation, more openness, and limitless thinking – a cloud-enabled world.Our mission is to empower every person and every organization on the planet to achieve more. We have a unique capability to harmonize the needs of both individuals and organizations. We care deeply about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

Do you always strive to learn? Are you insatiably curious and do you lean into uncertainty, take risks, and learn quickly from your mistakes? Do you share and build on other’s ideas, because we are better together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to do more and achieve more through our technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft? Then come to Microsoft – Together we make a difference.

Data and AI is one of the most strategic & fastest growing businesses worldwide at Microsoft. Given our mission to build THE hyper growth business for the company, there’s never been a more exciting & compelling time to be a part of the Data & AI team!

We’re looking for an exceptional sales execution driver, and cross-team collaborator to accelerate and grow the global sales of our Data Modernization businesses. This **Senior Director, Sales Strategy & Go-To-Market for Data Modernization** is responsible for the sales strategy pursued by the field and for its flawless execution. She/he will serve as customer advocate, acting as executive sponsor of key projects and bringing back customer insights to marketing and engineering leaders.  This role has primary accountability for meeting or exceeding our global sales and consumption revenue and scorecard targets, while building a healthy, sustainable, hyper-growth business for all Modern Data services. Microsoft Data Modernization businesses include innovative and market leading cloud services such as: Azure SQL, SQL Server MI, CosmosDB, Azure OpenSource Database, services including PostgreSQL, MySQL and MariaDB, as well as our on-premises SQL Server business and 3P Database services on Azure.

As the **Senior Director, Sales Strategy & Go-To-Market for Data Modernization** , you will lead a direct team of Sales strategists, program owners and go-to-market leaders, and will provide thought leadership, guidance and manage sales execution of the entire business globally.

You will partner with multiple organizations to develop and drive execution of sales plays, including: our Data and AI GBB organization and Time Zone leaders, Data&AI field sales leader, Engineering, Marketing and Customer Success leaders, Partners (Systems Integrators and ISVs), Small & Medium Business, Digital sales team, and Services.

 

**Responsibilities**

Primary accountabilities for this role include:

**Drive the sales strategy and execution to grow Microsoft’s Data Modernization businesses:**

+ Oversee the Data Modernization business end to end. Accountable for the worldwide targets for sales & consumption growth.

+ Define execution KPIs, identify trends, growth blockers, issues and opportunities across the Data Modernization Businesses. Lead x-group teams to create quality plans to address the blockers and opportunities, and ensures a flawless execution of these plans.

+ Lead direct team to implement and execute programs and sales plays with customer centricity and focused on both direct seller adoption and scaling through partners.

+ Coach the worldwide field sales leaders and managers for effective execution of each sales play and program.

+ Role model sales leadership behaviors through executive customer engagements, deal coaching workshops, and 1-1 engagement with field sales managers. Demonstrate thought leadership to the field and customers.

+ Partner with marketing teams and partners on demand generation strategies and campaigns for a healthy pipeline.

+ Active collaboration with the One Commercial Partner team to manage a healthy and motivated partner ecosystem for this solution space both for driving business development and project implementation capabilities.

**Drive action on customer, field and competitive insights that lead to growth of the Data Modernization business:**

+ Anticipate issues and lead the changes needed across programs, products and GTMs to improve pipeline, Microsoft’s win rates and to accelerate the implementation of customers’ projects.

+ Identify, capture, and communicate customer, partner, and field feedback and insights to senior leadership with actionable plans.

 

**Qualifications**

**Required/Minimum Qualifications**

+ Bachelor’s Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field

+ OR equivalent experience.

+ 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance

+ 4+ years of people management experience.

 

**Additional or Preferred Qualifications**

+ Bachelor’s Degree in Business, Finance, Economics, Computer Science, or related field AND 8+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience with an emphasis on large scope projects partnering with senior leadership

+ o OR Master’s Degree in Business Administration or related field AND 6+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience

+ o OR equivalent experience.

 

People, Business and Sales Leadership

+ People Leadership: Inspirational leader with proven ability to and lead sales and technical-sales teams.

+ Enterprise Sales Leadership Experience: 10+ years of direct sales and/or GTM leadership

+ Business leadership: 5+ years of experience managing Sales Operations or P&L

+ Sales Strategy development: Experience planning and implementing sales strategies or other business strategies for data platform solutions.

+ Cross-cultural awareness: Adaptability to lead teams across multiple countries and cultures required. Prior global or regional experience

+ Domain expertise: Subject matter expertise on Data businesses.

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