Sr Director- Digital Acquisition Strategy and Programs


Location: Redmond, Washington

Job Type: Full time


Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.

The Digital Acquisition team is looking for a Sr. Director-Digital Acquisition Strategy & Programs. This role will report to the Digital Acquisition CVP and partner with the Leadership Team to enable the success and growth for the team. As the Digital Acquisition Programs Leader, you are leading a team of business strategy managers. The team is responsible for the overall Digital Acquisition strategy as well as the design and execution of strategic programs and investments that support our customers’ digital transformation activities.


People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Sales Program Leadership

  • Develops, drives, and executes multiple Sales programs and teams across organizational boundaries as primary project lead through defining plans, goals, deliverables, feedback, resource balancing, and timing expectations.
  • Proactively identifies complex roadblocks and addresses them. Initiates and drives multiple projects and topic areas including project plans, recommendations, impact, and syndication across groups.
  • Leads cross-company initiatives as a lead member of virtual teams, demonstrating impact across numerous divisions. Identifies, evaluates, and proposes new project work/deals based on unmet needs.
  • Advises others to lead projects.
  • Act as primary representative for Digital Acquisition in strategy and planning workstreams and communities across MCAPs.

Cross Functional Joint Planning

  • Manages key points of contact with internal teams (e.g., Finance, Marketing, Solution Areas, Field Sales).
  • Manages and cultivates relationships with external stakeholders and senior internal leaders. Acts as a senior advisor to senior leadership as a domain expert within Microsoft, leveraging deep technical/product/sales and business knowledge, market awareness, and subject matter expertise to inform strategic sales planning decisions.
  • Demonstrates influences through partners across multiple divisions.
  • Provides career sponsorship to junior colleagues outside of Programs function and is sought out by others for guidance and education. Ensures opportunities for junior team members to develop business partner relationships. Identifies compelling projects and positions the team to carry them out.

Sales Insights, Readiness, and Activation

  • Communicates insights and influences key stakeholders on current and future sales planning initiatives. Acts as high-level business conduit to senior-level internal and external stakeholders. Oversees the outputs from business, tools, and platform experts to assist in changing the sales planning operations and processes. Defines scorecards to measure progress. Communicates with field sales on business updates and plans across all geographic regions and territories and manages others to ensure Sales Planning strategies are cascaded down. Shares best practices with peers.

Sales Landing & Change Management

  • Leads the change management planning, landing and measurement of sales transformation efforts. Manages and ensures compliance to the field landing strategy and priorities to ensure smooth landing, strong field execution, cohesive narrative, and sellers' capability building. Ensures high-level escalations from field and corporate stakeholders are addressed. Influences the direction of the business through yearly business execution plans. Manages the account and territory planning strategy. Oversees others to ensure these sales landing visions are cascaded down across the organization and are achieving desired business outcomes. Ensures continuous improvement by collecting feedback and providing feedback to various stakeholder teams (GDC, Sales Excellence, Sales Strategy, M&O, Partner team, etc). Shares best practices with peers across MCAPS.

Problem Solving and Insights

  • Synthesizes broad findings into insights across all divisions, including implications that inform sales go-to-market decisions on complex issues, leveraging executive presence to influence decisions and proactively driving solutions to high-impact strategic sales questions and unaddressed opportunities. Identifies and scopes expansive ideas for field and partner sales strategy, often missed by others.
  • Leverages insights to develop recommendations and provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft. Sells value of new efforts to business partners and/or senior leadership. Guides team through development of frameworks and methodologies to drive problem solving and insights. Guides senior leadership team with identifying and synthesizing sales research insights. Maintains end-to-end view beyond just own solution area. Develops strategies that work over long-term (i.e., how fiscal year executions align with long-term strategy). Maintains responsibility for Horizon 1, 2, and/or 3 initiatives. Shares best practices with peers. Strives for environment of continuous improvement, with active feedback loop with field and corporate stakeholders and active plan tracking with a focus on key improvements.

Sales Market Research and Analysis

  • Guides others in conducting innovative market-based research by leveraging and interpreting information (e.g., product reports, previous sales revenue, geographic sales data, stakeholder feedback, expert calls) around high-impact strategic sales questions, including researching within existing businesses and identifying new spaces for Microsoft sales strategies. Involves executive stakeholders as appropriate. Leverages analyses of others to synthesize information and challenges research of others. Owns framing for broad research projects, ratifying with executives. Assists junior colleagues with framing as needed.



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 people management experience hiring, developing, and retaining high performance team.

Preferred Qualifications

  • 10+ years’ experience in business operations, planning and program management or sales or Finance experience.
  • 5+ years’ people management experience, hiring, developing, and retaining high performance team.
  • Experience building highly collaborative relationships across organization boundaries.
  • Proven ability to think strategically and creatively, while maintaining great attention to detail.
  • Effectively communicate at all levels, demonstrating impact and influence across various roles and organizations.
  • Experience of managing a complex portfolio of projects, on time, on budget, and with high quality
  • Good working knowledge of the Digital Acquisition business, and Major/SMC/SMB customer segments or equivalent experience
  • Proven competencies in organizational agility and change management.  
  • Ability to work in ambiguous and changing environments.
  • Ability to guide and facilitate leadership to effective decision making.

#SMC #digitalsales

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.


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