Overview
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 the** Senior Director, Small Medium Business (SMB) Sales **for the Americas, you will be accountable to the SMB segment business goals and be the SMB customer advocate across the organization for AI Business Solutions (ABS). You are expected to define long-term growth plans, resource investment and expectations for business planning across regional operating unit, driving SMB segment growth aligned to GTM priorities, to provide strategic direction and drive alignment, influence, and impact across the organization, while helping nurture and grow leaders within the organization. This requires continuous innovation and evolution of our sales strategy, while remaining centered on the customer.
To be successful, you must have a deep understanding of the local markets, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market, specifically the partner channel ecosystem. You will lead a sales organization as a manager of managers, and work with key business partners from the partner, products and services, marketing, finance, and operations teams, driving alignment on the SMB strategy through the development of a holistic business plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation.
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
Lead AI Workforce Transformation through Copilot at Scale
- Own the regional strategy and execution to drive Copilot as the primary AI workforce experience for SMB customers, accelerating adoption across M365 Copilot, Copilot Chat, and Copilot Studio through attach, expansion, and active usage.
- Drive premium mix and seat expansion by leading “Secure AI Productivity” and “Copilot & Agents at Work” solution plays—ensuring consistent execution across acquisition, upsell, and cross-sell motions.
- Establish an AI-first selling motion across all sales engines (VDS, Partner, Digital) that prioritizes Copilot attach to high-propensity customers and measurable outcomes (MAU, attach rate, ARR growth).
- Champion the “Better Together” narrative (M365 + Copilot + Business Applications) to position Microsoft as the default AI productivity platform for SMBs.
Drive AI Business Process Growth with Dynamics 365 (Business Central & ERP Transformation)
Own end-to-end execution of AI Business Process solution plays, with accountability for Business Central growth, ERP transformation, and Copilot Studio adoption across SMB segments.
Accelerate cloud ERP migration and modernization by targeting:
- M365 installed base → Business Central cross-sell
- On-prem Dynamics customers → cloud migration
- Upper SMB → Finance & Supply Chain transformation
Lead execution of repeatable, partner-led Business Central offers and campaigns to improve win rates and shorten sales cycles in SMB.
Drive market share gains in ERP by prioritizing top direct partners and scaling industry-specific AI-enabled business applications.
Own AIBS Growth Outcomes: Revenue, Customer Adds, and AI KPIs
Deliver against FY26 AIBS growth aspirations by owning regional performance across:
- Revenue & ARR growth (FRA)
- Net Paid Seat Adds (NPSA) & Gross Customer Adds (GCA)
- Copilot attach, MAU, and premium mix
- Business Central & Copilot Studio customer adds
Drive balanced growth motions:
- Acquire new AI customers (NPSA)
- Expand existing base via upsell/cross-sell
- Defend and grow renewal revenue through AI value realization
Leverage data-driven targeting (CloudAscent, cohorts) to prioritize high-propensity customers and maximize ROI of GTM execution.
Orchestrate End-to-End MCEM Execution Across AI Solution Plays
- Ensure MCEM excellence across AI Workforce and AI Business Process motions, aligning all sales engines around standardized customer journeys (Acquire → Adopt → Expand → Optimize).
- Drive cohort-based execution at scale, ensuring field, partner, and digital teams consistently land solution plays using CLAS insights and BOM guidance.
- Lead integrated pipeline management and top deal orchestration, ensuring predictable progression across key stages and accelerating time-to-close.
- Establish strong feedback loops from execution (field + partners) to continuously refine GTM strategy and cohort effectiveness.
Scale Partner Ecosystem for AI & Dynamics 365 Growth
Build and activate a high-capacity partner ecosystem (CSP, distributors, MSPs) to scale AI Business Solutions, with a focus on:
- Business Central and ERP transformation practices
- Copilot and AI solution selling capabilities
- Industry-specific solutions and services
Drive partner skilling, certification, and co-sell readiness to ensure partners can lead AI-led customer transformations end-to-end.
Lead joint GTM execution with top partners, including campaigns, scale events, and cohort-driven outreach to maximize reach, frequency, and yield.
Ensure partner ROI on Microsoft investments (Co-op, ECIF, incentives) and accountability for pipeline contribution and deal closure.
Build an AI-Ready, High-Performance Sales Organization
Develop and lead a high-performing, diverse AIBS team with deep expertise in AI, Copilot, and Dynamics 365, aligned to SMB customer needs.
Drive AI-first skilling and capability building, ensuring sellers can lead business transformation conversations (not product selling).
Foster a culture of:
- Customer obsession and value realization
- Cross-org collaboration (VDS, PSS, SE&O, Digital)
- Data-driven execution and accountability
Coach leaders and teams to embed consultative selling anchored in AI transformation scenarios across SMB segments.
Drive Continuous Optimization, Governance, and Market Leadership
Lead rigorous business governance (ROB, MBR, pipeline reviews) to track execution against AI-driven KPIs and course-correct quickly.
Maintain deep market and customer insight awareness, including:
- AI adoption trends in SMB
- Competitive dynamics in ERP and productivity AI
- Partner ecosystem performance
Ensure continuity and scalability of programs, campaigns, and solution plays, adapting strategy based on performance signals and customer feedback.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
- 4+ years experience managing others.
Additional or preferred qualifications
- Master's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 13+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR Bachelor's Degree in Business Administration, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or related field AND 16+ years experience in sales, marketing/advertising, managing high performance sales and technical-sales teams, and/or leadership roles in multi-tiered large organizations OR equivalent experience.
- 7+ years experience leading teams and/or managers in a Sales organization.
- 7+ years direct/formal people management experience.
SMB Sales M6 - The typical base pay range for this role across the U.S. is USD $158,400 - $243,000 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 $202,000 - $267,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
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.**