Director - Vendor Digital Sales (VDS)

Overview

In Small and Medium Enterprise & Channels (SME&C) we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. The SME&C organization is one of the fastest growing customer segments for Microsoft - this is where you come in. You will drive a sales motion that supports a dedicated set of customers, at scale, in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SME&C Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.  

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.  

In the SME&C Global SMB Team, the Director-Vendor Digital Sales (VDS) is at the leading edge of our digital transformation and leads a vendor sales organization focused on growing, migrating and acquiring new SMB customers.  The Vendor Digital Sales engine is a tremendous growth engine for the company, driven by net new revenue growth in cloud. Vendor Digital Sales’ impressive return on cost of sales makes it a preferred investible engine for the company.  

Overview 
Lead execution of the global Vendor Digital Sales (VDS) strategy for the AMS SMB market across Top Growth Accounts (TGA motions. This role is accountable for the sub's VDS revenue (FRA) and IAR KPIs — owning business planning, forecasting, partner-aligned execution and cross-functional orchestration across SMB, GS&O, GCPS and CLO, while championing the Frontier Transformation narrative and scaling Agentic AI to drive productivity and customer outcomes. 

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

• VDS Engine Execution & Governance: Execution of VDS global strategy Top Growth Accounts within the Subsidiary (SU). Work with the Core VDS team on vendor seller readiness for Go-To-Market (GTM) Frontier Conversation, Customer Solution Area (CSA) solution plays, and scaling Agentic AI to drive productivity. Champion the Frontier Transformation narrative, deliver SU Revenue Accountability and adopt agentic capabilities. 

• SU Field Revenue Accountability (FRA), Execution & Forecast: Landing and execution of the global VDS strategy. Own the business plan end-to-end to drive VDS cloud FRA, input to forecast, and Center of Excellence (CoE)/bridge actions for in-quarter CoE/Corrective Action Plan (CAP) in partnership with Customer Lifecycle Organization (CLO), plus quota retirement for the SU. 

• Sales Engine Planning: Business owner orchestrating a unified VDS execution plan across the SU SMB team, Global Sales & Operations (GS&O) and Global Channel Partner Solutions (GCPS). 

• Customer Insights & Target List: Use Nymeria, Campaign Planning Tool v2 (CPTv2) and Top Growth Accounts (TGA) account signals to select and convert DCO Strategy/ customer engagement into customer upsell, cross-sell and expansion across TGA motions. 

• Partner Engagement: Drive partner-aligned execution based on the global strategy, close Top Deals with Partner Solution Sales (PSS), and pass leads to partners for co-sell execution. 

• Campaign Planning: Execute digital customer outreach VDS campaigns aligned to Nymeria campaign execution. 

• Top Deal Management: Establish a pipeline review Rhythm of Business (RoB) between SMB Lead, PSS and VDS. Provide subject-matter-expert leadership in pipeline reviews and strategic customer meetings to unblock deals, remove blockers, accelerate close and foster customer-focused outcomes. 

• Data-Driven Decision Making & Performance Monitoring: Leverage analytics to assess performance, identify gaps and implement corrective actions, while regularly tracking and reporting key metrics. 

• Compliance: Ensure adherence to compliance standards, particularly when working with vendors. 

• Strong Alignment & Partnership: Ensure strong alignment and partnership across key stakeholders — the SU SMB team, GCPS, GS&O, CSA GTM and CLO — fostering clear communication for cohesive execution. 

• Market Advocacy & Relevance: Represent Microsoft as a market leader at internal, partner and customer events; sense market shifts and translate actionable signals back into execution updates to keep the plan relevant. 

• Customer Advocacy & Proactive Problem Solving: Represent the voice of SMB customers, resolving customer and partner blockers through efficient collaboration with local and Core teams and following through on escalation processes. 

• AI Evangelism & Thought Leadership: Promote SMB Frontier Transformation solutions at internal, partner and customer events to drive awareness and adoption, contributing to the broader market narrative. 

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services
  • OR equivalent experience.

Additional or preferred qualifications

• Experience in SMB, digital sales or vendor-led (VDS) sales models. 

• Knowledge of Microsoft cloud, Agentic AI and the technology industry. 

• Experience driving partner and co-sell execution (PSS/partner ecosystem). 

• Experience managing strategic accounts and complex, high-value opportunities. 

• 8+ years of sales experience. 

• 5+ years of go-to-market experience. 

• Demonstrated experience in business planning, forecasting and pipeline/top-deal management. 

• Demonstrated ability to drive cross-functional alignment and execute strategic initiatives across diverse stakeholder groups

• Demonstrated ability to leverage strategic thinking, effective communication, and data-driven insights to drive business outcomes.

SMB Sales IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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.