Small and Medium Business Licensing Go to Market Strategy Lead

Job description

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 **Small and Medium Business (** **SMB** **)** **Licensing** **Go-To-Market** **(** **GTM** **)** **S** **trategy Lead** **,** you will drive the Small and Medium Business (SMB) segment commercial licensing Go-To-Market (GTM) strategy, landing and change management through clear sales guidance deliverables that cover licensing support resourcing, key policy and process changes, and license modernization as measured by revenue attainment across pricing levels.

You will provide licensing readiness to our SMB sales community and vendor digital sales engines to help achieve revenue and customer satisfaction goals.

You will work with the licensing global business planning team, the global channel partner solutions team and the solution area strategy teams to shape the licensing programs, offerings and execution process that unlock more SMB business growth.

This opportunity will allow you to develop a deep business acumen, become adept at driving complex stakeholder alignment and develop process and programs that help unblock barriers to growth.

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**

+ **Problem Solving and Insights** : Synthesizes findings into insights to develop SMB licensing strategy recommendations and execution guidance.

Seeks to provide thought leadership and proposed solutions to address issues (e.g., sales trend identification, licensing program and process gaps, sales capacity and capability gaps) to unlock potential future growth opportunities.

Assists with creating frameworks and works with key stakeholders in the field sales and digital sales team to see what is and is not working to develop the right sales processes or guidance.

+ **Sales Analysis** **:** Collects information from various reporting and stakeholder feedback (e.g., product reports, previous sales revenue, stakeholder feedback, calls); conducts analyses (e.g., financial modeling, licensing renewal levels and licensing shifts and mix, sales resource capacity) to validate proposed ideas and inform Field Sales and Partner sales strategies.

Assists in creating initial framing established by project lead for strategic questions and applies structure to analysis.

+ **Sales Strategy Project/Program Leadership** **:** Develops, manages, and executes licensing strategy project(s) as a project/program lead through defining execution plans, setting targets, deliverablesand timing expectations, providing structure and guidance for others; proactively identifies and address roadblocks.

Manages projects independently and/or in collaboration with appropriate stakeholders.

+ **Cross Functional Joint Planning** **:** Establishes and maintains key points of contact with internal teams (e.g., Business Planning, Solution Sales Strategy, Finance, Marketing, Engineering, Field Sales).

Manages and cultivates relationships with leaders of internal teams.

Provides insights with business leaders on licensing and related sales processes proficiency, leveraging and broadening deep sales/product knowledge to inform strategic sales planning decision.

+ **Sales Readiness** **:** Collaborates with business, platform, and tools owners to provide the sales readiness to accelerate SMB revenue.

Addresses any tools, platform, or business escalations when needed.

Develops and delivers licensing readiness and shares top practices with Commercial Executives, licensing associates and other SMB sales teams.
+ **Other:** Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture)

**Qualifications**

**Required** **Qualifications:**

+ Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ 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.
+ 3+ years experience in in Near Term Strategy (1-2 years out), Management Consulting, or Finance.

**Preferred Qualifications (PQs)**

+ Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 6+ years of marketing, strategy, sales, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience
+ OR equivalent experience,
+ OR Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience.
+ Previous experience as a Commercial Executive and/or working with Commercial Executives and Business desk.
+ Deep understanding of Microsoft licensing programs.

Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 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 $137,600 - $222,600 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

Microsoft will accept applications for the role until October 31, 2025.

Microsoft is an equal opportunity employer.

Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

Other General