Microsoft

Director - Vendor Digital Sales (VDS)

Microsoft • $133K — $222K *
Atlanta, GA 30349In-Person
Enterprise Technology
8 - 10 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree in relevant field plus 8+ years of sales or marketing experience in IT.
  • Familiarity with SMB, digital sales, and vendor-led sales models.
  • Knowledge of Microsoft cloud solutions and Agentic AI technology.
  • Proven experience in managing strategic accounts and complex, high-value opportunities.
  • 8+ years of sales experience with a focus on go-to-market strategies for technology products.
  • Demonstrated ability in business planning, forecasting, and pipeline management.
  • Strong skills in cross-functional alignment and strategic initiative execution.

Responsibilities

  • Execute the global VDS strategy for Top Growth Accounts in the subsidiary.
  • Own the end-to-end business plan to drive revenue and forecast accuracy.
  • Orchestrate a unified execution plan across SMB sales, GS&O, and GCPS teams.
  • Utilize analytics tools to identify customer insights and drive engagement strategies.
  • Lead partner engagement and align execution with the global strategy to close deals.
  • Manage campaign planning for targeted digital outreach efforts.
  • Facilitate pipeline review sessions to unblock deals and drive customer-focused outcomes.

Benefits

  • Comprehensive health and wellness benefits including medical, dental, and vision coverage.
  • Generous paid time off and holiday policies.
  • Retirement plan options with a company contribution.
  • Employee development programs and educational assistance.
  • Flexible work arrangements to support work-life balance.
Full Job Description
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.

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.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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