New 
Director, Business Strategy
 Microsoft | |
 United States, Washington, Redmond | |
 Oct 16, 2025 | |
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OverviewAt 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 a Director, Business Strategy in the Global SMB team you will have the oportunity to own and lead a critical initiative named Reach Frequency Yield (RFY), across partners and internal teams. As part of this initiative, you will have the opportunity to : Shape and execute RFY global strategy that accelerates SMB growth through our distributor, reseller, Managed Service Provider (MSP), Cloud Solution Providers (CSP), and partner networks. Collaborate with cross-functional teams-including Global Channel Partner Sales (GCPS) and Field Operating Units (OUs)-to drive alignment, innovation, and execution excellence. Lead or support initiatives across AI adoption, cloud migration, security, and business applications that drive RFY. Leverage RFY data-driven insights to inform internal stakeholders, go-to-market motions, partner activation, and customer engagement strategies. 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.
ResponsibilitiesReach Frequency Yield (RFY) End-to-End Ownership - Driving Reach, Frequency, Yield across Partners: This role takes full ownership of the RFY model execution in SMB through our channel. You will embed RFY, insights, targets and reporting into all relevant rhythmWork with each Area/Operating Unit (OU) to set clear RFY objectives for distributors. Ensure these objectives appear in partner joint business plans, Go To Market (GTM) plans and tracking mechanisms are available to measure performance.Lead a monthly RFY business review cadence with regional channel and SMB Leads. In these reviews, analyze RFY dashboards (Reach/Freq/Yield by distributor, by telecommunications (telco), work with the Operating Units to understand business insights, surface what's working or not, and drive follow-up actions. Ensure RFY is included in established rhythms like Monthly Business Reviews (MBRs) and Analyst Relations (IARs) with the right level of insights and reporting views.Act as the "RFY Champion" in all forums - landing the concept that RFY is "how we execute through channel in SMB". You will provide role-based guidance so that Partner Development Managers (PDMs), Product Marketing Managers (PMMs), Partner Solution Sales (PSS) and SMB Sales each know their part in improving RFY. Measure & Communicate Impact: You will track RFY metrics rigorously and connect them to business outcomes. This will influence further targeted execution with the regions to improve RFY and CSP growth. Drive monthly communication on RFY progress. Collaboration: Work closely with the landing and activation lead for RFY to ensure every role in the field is aware, knowledgeable and executing on RFY levers. Advise on field practices that have potential to scale WW. Inform RFY strategy for the following fiscal year and connect it with our key execution levers by and cross solution area Beyond RFY: explore and define growth opportunities and plans with our partner ecosystem for SMB in telco, Managed Service Provider (MSP), Small Service Provider (SSP) space in close collaboration with the Global Channel Partner Sales organization Other:Embody our Culture and Values | |