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Job Details
Posted date: Aug 12, 2026
Category: Sales Strategy Enablement
Location: Multiple Locations, Multiple Locations
Estimated salary: $229,700
Range: $155,800 - $303,600
Employment type: Full-Time
Work location type: 0 days / week in-office – remote
Role: People Manager
Description
OverviewC&CS embraces diversity, and teamwork is essential. We enjoy great challenges, cross-organizational collaboration, and seeing our field community and customers succeed. We have a start-up mindset and are deeply passionate about our customers and our architectural standards. Our team philosophy is open and frank conversations, and everyone is empowered to make the best decisions they can. We also have a lot of fun!
We are living through a defining inflection point in the history of enterprise technology. Artificial intelligence is no longer a future capability — it is the competitive operating system of the modern enterprise. This inflection point also creates competitive threats and opportunities that may not have previously existed.
Within the Majors segment, the opportunity and threat is very real. This segment is where industries are won and lost and tomorrow’s leaders are looking for and defining the competitive edge.
As the Manager, Majors Acceleration Azure on the Majors Acceleration Team (MAT) leadership team, you will lead a team of Azure segment Subject Matter Experts (SMEs) to define, scope, and execute the structured pilots that produce the largest, most repeatable Azure Consumed Revenue (ACR) lift across Upper Majors and Majors Growth — and graduate validated plays to the Solution Areas to scale. This is a people-management role reporting to the GM of the Majors Acceleration Team within C&CS.
In FY27, MAT is evolving from all-up business management to pilot-driven growth strategy. You will own the Azure pillar’s hypothesis backlog and pilot portfolio, running each play through a common lifecycle — Define → Scope → Execute → Measure → Decide — with explicit entry and exit criteria, test/control measurement where feasible, and a clear path to scale once validated. This is a rare opportunity to build and lead the team that creates the unique Azure motions specific to the segment that the rest of the field will use, and to enable them to scale across thousands of accounts.
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
Lead, coach, and develop a team of Azure SMEs and pilot owners — setting direction, prioritizing the pillar’s pilot portfolio, and representing Azure on the MAT leadership team.
Pilot the consumption, AI workload attach, and modernization motions that produce the largest, most repeatable lift in Upper Majors and Majors Growth, and move validated plays to scale.
Design AI workload attach pilots that drive Azure AI consumption — Fabric IQ and Foundry IQ — inside Copilot and agent customer journeys, converting Copilot users into agentic users.
Run acceleration plays that compress consumption timelines.
Drive agentic modernization plays — where the Azure footprint is small but Total Addressable Market (TAM) is large, targeting on-premises estates.
Scale Majors Growth through process, tooling, and automation to drive efficiency.
Work across Solution Areas, field teams and across all functions from presales thru adoption.
People Leadership & Team Building You lead from the front — hiring, coaching, and growing a team of segment SMEs. You set clear direction in ambiguity, create the conditions for disciplined experimentation, and hold a high bar on both outcomes and how the team operates.
Strategic Thinking & Business Architecture You can zoom in and out: connecting Microsoft’s Azure strategy to the realities of field execution across thousands of enterprise accounts. You build frameworks that scale, not just point solutions — and you’re comfortable operating at the forefront of a fast-moving product and go-to-market landscape.
AI & Agentic Technology Fluency You understand how Microsoft’s Azure AI and agentic stack works — from Azure AI Foundry and Copilot Studio to the IQ layer. You can credibly engage both technical and business stakeholders, translating platform capability into consumption and enterprise business value without losing either audience.
Enterprise Go-to-Market Experience You have experience designing and executing GTM and consumption strategies in large enterprise commercial environments. You understand how a large matrixed organization functions.
Data-Driven Decision Making You are analytically rigorous — comfortable building test/control measurement frameworks, interpreting telemetry, and deriving strategic insights from imperfect data. You use evidence to decide whether a pilot scales, iterates, or sunsets.
Executive Communication & Influence You write and present with clarity and conviction. You can distill complex strategic concepts into crisp executive narratives — for LT briefings, C-level customer conversations, and cross-functional alignment forums — and you influence without authority across teams that don’t report to you.
Qualifications
Required/minimum qualificationsBachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 6+ years experience in enterprise business strategy, go-to-market strategy, product or program management, or cloud consumption roles or a related fieldOR equivalent experience.6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.4+ years people management experience.Additional or preferred qualificationsMaster's Degree in Business Administration or related field AND 6+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experienceOR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 8+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience with an emphasis on large scope projects partnering with senior leadershipOR equivalent experienceFamiliarity with Azure consumption motionsFamiliarity with Microsoft’s Frontier Transformation constructs across the AI Business Solutions and Cloud and AI platform.Experience in the Microsoft Majors or Enterprise segment — understanding of the scale, coverage model, and customer engagement dynamics of the commercial enterprise territory.Background in agentic AI, modernization, or migration platforms — with practical knowledge of workload attach, adoption, and consumption patterns in enterprise settings.Experience standing up structured pilots or test-and-learn programs that graduated into repeatable, scaled field motions.
Sales Strategy Enablement M6 - The typical base pay range for this role across the U.S. is USD $155,800 - $277,200 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 $202,400 - $303,600 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.