Director, Enterprise To-Customer Go-To-Market - Worldwide Windows Commercial
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What you'll do
- Define the Pro compete narrative for enterprise advisors — Windows as an AI platform, not a device.
- Translate the Windows Pro narrative and business strategy into enterprise customer value and scenarios.
- Convert strategy into advisor-ready plays aligned to MCAPS solution plays and the Windows Solution Sales motion.
- Design and guide execution models for key enterprise to-customer initiatives.
- Partner with the Marketing readiness team to land advisor readiness and enablement for the plays.
- Co-develop the GSI engagement model with the PDI / partner team, ensuring Windows is specified in enterprise architecture.
- Build reference architecture patterns for use in advisory and GSI work.
- Define when and how WDS engages directly vs. enables — avoiding overlap with the advisor org.
- Align with the advisor org (Diana / John) on which conversations we show up in — and how.
- Maintain clarity on the enterprise customer journey and MCEM conversation alignment and prioritization across MCAPS.
- Prioritizing opportunities and route lead signals into the Deal Clinic.
- Capture customer-level insights and feed them into planning and performance.
What they're looking for
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in GTM strategy, enterprise sales, product / solution marketing, category management, or related commercial roles OR equivalent experience.
- 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
Nice to have
- Master's Degree in Business Administration or related field AND 5+ years of GTM strategy, enterprise sales, product / solution marketing, category management, or related commercial roles OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
- Proven ability to translate platform or product strategy into executable enterprise GTM plays across sales, partner, and field teams.
- Solid grasp of enterprise customer buying, advisory / solution-selling motions, and multi-stakeholder decision processes.
- Experience defining competitive narrative and positioning in a dynamic market.
- Executive communication — able to simplify complexity into decision-ready narratives and influence senior stakeholders.
- Track record of operating in highly matrixed organizations and aligning cross-functional stakeholders behind shared priorities.
- Background in enterprise architecture, GSI engagement, or upstream platform specification.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
Within MCAPS Core, the Windows & Devices Sales (WDS) team unites the creation and delivery of Windows and device solutions to drive customer satisfaction globally. We work closely with a diverse ecosystem of partners and customers to ensure innovative solutions reach every market and segment.
The Director, Enterprise To-Customer Go-To-Market — Worldwide Windows Commercial owns how Windows shows up in enterprise advisory and AI-transformation conversations — connecting the advisor motion, the Pro compete narrative, GSI upstream influence, and category GTM into one coherent enterprise story. The role defines the customer strategy, narrative, and plays that position of Windows as an AI platform, not a device.
Sitting at the intersection of category strategy, the Windows Solution Sales (advisor) motion, the partner ecosystem, and field execution, the role translates Windows and AI platform strategy into practical customer scenarios, sales conversations, and advisor-ready plays aligned to MCAPS solution plays. It works upstream with GSIs and partners to ensure Windows is specified in enterprise architectures, and draws a clear line between where WDS engages directly and where it enables the advisor org.
This is a pivotal role as Windows evolves as an AI platform, and enterprise buying becomes more advisory- and ecosystem-led. It requires enterprise GTM depth, compete instinct, narrative craft, partner and GSI fluency, and the ability to align across the advisor org, category, deal system, and PDI.
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
Narrative & Plays
- Define the Pro compete narrative for enterprise advisors — Windows as an AI platform, not a device.
- Translate the Windows Pro narrative and business strategy into enterprise customer value and scenarios.
- Convert strategy into advisor-ready plays aligned to MCAPS solution plays and the Windows Solution Sales motion.
- Design and guide execution models for key enterprise to-customer initiatives.
Advisor, GSI & Partner Orchestration
- Partner with the Marketing readiness team to land advisor readiness and enablement for the plays.
- Co-develop the GSI engagement model with the PDI / partner team, ensuring Windows is specified in enterprise architecture.
- Build reference architecture patterns for use in advisory and GSI work.
- Define when and how WDS engages directly vs. enables — avoiding overlap with the advisor org.
- Align with the advisor org (Diana / John) on which conversations we show up in — and how.
Customer Journey, Prioritization & Insight
- Maintain clarity on the enterprise customer journey and MCEM conversation alignment and prioritization across MCAPS.
- Prioritizing opportunities and route lead signals into the Deal Clinic.
- Capture customer-level insights and feed them into planning and performance.
- Orchestrate development of enterprise to-customer enablement tools, training content, and investment guidance to empower field and partner execution.
Other
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in GTM strategy, enterprise sales, product / solution marketing, category management, or related commercial roles
- OR equivalent experience.
- 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
- Master's Degree in Business Administration or related field AND 5+ years of GTM strategy, enterprise sales, product / solution marketing, category management, or related commercial roles
- OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
- OR equivalent experience.
- Proven ability to translate platform or product strategy into executable enterprise GTM plays across sales, partner, and field teams.
- Solid grasp of enterprise customer buying, advisory / solution-selling motions, and multi-stakeholder decision processes.
- Experience defining competitive narrative and positioning in a dynamic market.
- Executive communication — able to simplify complexity into decision-ready narratives and influence senior stakeholders.
- Track record of operating in highly matrixed organizations and aligning cross-functional stakeholders behind shared priorities.
- Background in enterprise architecture, GSI engagement, or upstream platform specification.
#WDS
Sales Strategy Enablement IC5 - 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:
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.
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