Senior Director, Business Process Sales Leader

Job description

**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. As the **Senior Director, Business Process Sales Leader** you will own the end-to-end sales performance and strategy for your domain worldwide: setting the vision and priorities for all regions, then empowering and guiding regional CSA (Cloud Solution Architect) Leads to execute against them. You will drive AI Business Process revenue and D365/Copilot Studio consumption growth across every territory in scope, anchoring customer conversations in the Frontier Transformation narrative — *"Agentify your business processes"* — with executive-level leaders (CxO) and business decision makers, and sponsoring the highest-impact executive relationships that open doors for your field teams. You will lead the AI Biz Process Digital Solution Specialist community — coaching Individual Contributors (ICs) and Managers (M1s), setting execution and skilling standards, and running deal clinics and inspection rhythms that lift capability everywhere — while orchestrating a full vendor team of Digital Account Executives, Solution Engineers, Customer Success, and co-sell partners to build pipeline, progress opportunities through Microsoft Customer Engagement Methodology (MCEM) with rigorous Microsoft Sales Experience (MSX) discipline, and land measurable adoption. Leveraging data and insights from across markets, you will act as the conduit between field reality and corporate strategy, ensuring local wins scale worldwide and global programs land effectively in every area. This opportunity will allow you to operate at a strategic level, influencing a worldwide sales organization while developing deep business and technical acumen in AI Business Process; hone your leadership skills by managing through influence — coaching managers and sellers around the world; and become adept at orchestrating large-scale, AI-led sales initiatives that span multiple markets — all while building mastery of the Microsoft AI business applications portfolio (D365, Copilot Studio, and agents) and becoming a true "Customer Zero" practitioner of agentic AI in your own selling motion. The Microsoft Cloud is the most comprehensive and trusted cloud platform in the industry – spanning cutting-edge solutions in Security, Workplace AI, AI Business Process, and Azure. At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our high-growth, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform. 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** - **Worldwide AI Business Process Strategy & Revenue Ownership:** Define and drive the worldwide sales strategy, quota coverage, and revenue and consumption targets for AI Business Process across both Core — the Dynamics 365 install base, including Enterprise Resource Planning (ERP) and Finance & Supply Chain — and Frontier: Copilot Studio, agents, and Line of Business (LOB) or pre-built D365 agents. Set clear billed revenue and consumption goals for every region, coordinate with regional CSA and AI Biz Process specialist leads so each operating unit meets its targets, hold the field to 2–3x quota coverage with Qualified Pipeline Coverage (QPC) and Committed Pipeline Coverage (CPC) green for the current and next quarter, and analyze performance across markets to keep quarterly and full-year billing forecasts on track. - **Frontier Transformation & Executive Engagement:** Anchor every account conversation in the FY27 AI Business Process narrative, “Agentify your business processes,” framing the opportunity in business outcomes rather than features. Engage CxO, Business Development Manager (BD)M, and line-of-business leaders outside IT, sponsor the highest-impact executive relationships worldwide so territory sellers get through the door, own competitive escalations and win-backs, and drive Dynamics 365 and Copilot Studio upsell and net-new wins at renewal and mid-term. Be Customer Zero in agentic AI — use Copilot, Copilot Studio, and first-party agents daily in your own selling motion, and bring that lived proof into community conversations as evidence rather than theory. - **Microsoft Customer Engagement Methodology** (**MCEM) Execution Excellence —** Create, Commit, Complete: Set and enforce the worldwide standard for Microsoft Sales Experience (MSX) discipline across the full cycle: Create, where pipeline is generated from digital signals such as Account-Based Marketing (ABM), and Highly Engaged accounts against the Low Code, Sales, Service, and ERP solution plays; Commit, where Digital Solution Engineers and co-sell partners deliver technical validation and close plans reflect real milestones; and Complete, where Usage Intent milestones, FastTrack, CSU, and partner delivery turn wins into consumption. Hold the field to SLA response times, lead a consumption planning culture in which sellers forecast usage-intent milestones and engineers build structured consumption plans with defined use cases and estimates, and keep pipeline data clean, current, and correctly staged. - **AI Business Process Community Leadership & Skilling:** Lead the worldwide AI Biz Process Digital Solution Specialist community through coaching, deal inspection, and deal clinics, applying Model, Coach, Care principles and partnering with first-line managers to set uniform role expectations. Own the skilling bar — L200 technical and L400 consultative depth, current Skills Profiles, active quarterly development plans, and demonstrated Frontier narrative and agent demo capability for every specialist. Centralize best practices globally, host community sessions, capture win wires and field insights, and identify Advanced Cloud Expert **(**ACE) and community leads and the top talent for the next wave of the business. - **Partner Co-Sell at Scale:** Develop the worldwide co-sell strategy for AI Business Process with the Global Partner Solutions organization and embed a leverage-first mindset: a co-sell partner attached to every viable deal, validated partner plans on every opportunity, and Frontier-badged partners and Agent Factory engaged for pre-sales, solution design, and delivery. Drive partner-led delivery with FastTrack attach to land consumption and adoption, monitor partner-influenced pipeline and wins across all areas, and feed competitive blockers and partner capacity gaps back to worldwide partner teams to shape program design. - **Business Representation, GTM Alignment & Rhythm of Business:** Orchestrate the SME&C Integrated Account Reviews and Monthly Business Reviews for AI Business Process at a worldwide level, and represent the specialist community in leadership Rhythm of Connection, forecast calls, and Monthly Business Reviews (MBRs) with Impact and Return on Investment (ROI) Key Performance Indicator (KPIs) that justify investment and demonstrate business value. Serve as the voice of the field to Worldwide GTM and Sales Enablement & Operations (SE&O) — aggregating regional signal into a global view, escalating systemic blockers to engineering, and shaping campaigns, offers, and incentives so they land in every market — then drive adoption of those programs through regional leads, championing modern sales tools and a culture of coaching, customer obsession, and compliant selling. **Key Business Partners** You will work across a broad v-team: AI Biz Process specialist managers and individual contributors, AI Business Process Digital Solution Engineers, Digital Account Executives, Commercial Executives, AI Workforce Digital Specialists and Copilot Digital Solution Engineers, cross-solution specialists, Customer Success Account Managers, Cloud Solution Architects and Digital CSU teams on Unified accounts, FastTrack managers and FastTrack Ready partners, Partner Solution Sales and Partner Solution Architects, co-sell partners across Independent Software Vendors (ISVs), Systems Integrators (SIs) and CSPs, SME&C operating unit and worldwide AI Business Process Specialized Team Unit (STU) leads, and Sales Enablement and AI Business Solutions (ABS) Go-To-Market ( GTM) activation teams. **Measures of Success** - **Revenue and Consumption Growth:** Consistently achieve revenue, consumption, and business performance objectives across the assigned territory, while maintaining accurate forecasting and strong execution throughout the fiscal year. - **Consumption Acceleration:** Drive adoption and expansion of AI Business Process solutions by increasing customer usage, identifying new opportunities, and advancing customer value realization. - **Pipeline and Sales Execution Excellence:** Maintain a healthy pipeline, strong forecasting discipline, timely customer engagement, and effective territory management to support sustainable business growth. - **Community Capability Development:** Foster a high-performing sales community through continuous learning, coaching, and skill development, achieving strong completion rates in both **L200 technical proficiency** and **L400 consultative selling depth**. Ensure specialists maintain readiness to articulate business value, customer outcomes, and AI-driven transformation scenarios with confidence. - **Partner-Led Scale:** Leverage strategic partnerships and co-sell motions to expand market reach, accelerate pipeline creation, and drive customer success. - **Executive Engagement and Business Leadership:** Lead strategic customer conversations, represent business insights to leadership, communicate impact and business value, and proactively address organizational challenges. - **AI Adoption and Continuous Improvement:** Demonstrate effective use of AI-powered tools and best practices, champion innovation within the team, and share learnings that improve sales effectiveness and customer outcomes. **Qualifications** ### Required/minimum qualifications - Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 7+ years of technology-related sales or account management experience OR 9+ years of technology-related sales or account management experience. Additional or Preferred Qualifications (PQs) - **6+ years of experience** in solution, services, or technology sales with a demonstrated track record of driving business growth and customer success. - **Growth Mindset:** Thrives in dynamic environments by approaching challenges with resilience, adaptability, continuous learning, and a solutions-oriented mindset. - **Disciplined Operator** – Maintains excellence in pipeline management, forecasting and driving integrated territory and budget achievement planning. - Technical breadth: Enterprise customer level experience with cloud, hybrid infrastructures, productivity and security technologies, and industry standards recommended. Experience in competitive platforms and certifications preferred. - Proficient experience with complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, etc.) and sales methodologies - Competes to win new market share. - **5+ years of experience** selling or leading the sale of business applications, ERP, Customer Relationship Management (CRM), low-code platforms, AI solutions, or agent-based technologies, including Dynamics 365, Power Platform, Copilot Studio, or comparable solutions, to C-suite executives and line-of-business leaders. - **Influential Sales Leadership:** Experience leading, coaching, and enabling distributed sales communities across multiple geographies, driving consistency and execution through influence and collaboration. - **AI-First Seller:** Demonstrated use of Microsoft Copilot and AI agents in day-to-day sales activities, including territory planning, account strategy, pipeline management, forecasting, and customer engagement. Able to confidently showcase AI-driven business scenarios to executive audiences. - **Executive Stakeholder Engagement:** Experience partnering with worldwide or corporate go-to-market teams, translating field insights into strategic recommendations, and presenting business impact, performance metrics, and ROI outcomes to senior leadership. Digital Solution Area Specialists IC6 - The typical base pay range for this role across the U.S. is USD $76.15 - $116.83 per hour. 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 $98.03 - $127.45 per hour. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: 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.**](https://careers.microsoft.com/v2/global/en/accessibility.html)