Sales Motion Strategy Lead

Full Job Description

Motion strategy and design Own the design, continuous evolution, and landing of the VDS operating model for the SMB Upper-Medium segment. Set the where-to-play-and-win strategy across priority solution areas (AIBP, AIWF, CAIP, Security), leveraging CLAS, the Global Campaign Framework, EA and CSP, End of Support, Open Value, CSP anniversaries, expiration-quarter and adoption signals, and CSA/cross-cloud propensity. Execution and performance Drive performance to target across Cloud FRA, Copilot NPSA and seat growth, Security, Azure, and TAS by owning the motion's core ROB with peer PMs. Bring sales insights, readiness, and activation. Identify and close execution gaps, bringing quantitative (performance) and qualitative (next action per cohort) clarity to leadership. Partner-Aligned Execution (PAE) Embed Partner-Aligned Execution into the motion — campaign-led, aligned-partner (MPL-pinned SSP) selection, Riley to VDS handoff, vendor-delivery renewal and TAS coverage, and one joint ROB against the outcome contract — so partner-supported business and above-threshold co-sell are captured and accelerated, and Partner Inbound Cosell lands. AI and digital scale Partner with VDS AI Transformation leads to embed Seller Assist and autonomous or agentic AI (Riley) into the motion, ship agentic workflows (Copilot, Cowork, Scout) into production that lift reach, attach, and seller productivity, and work with Cross Sales Motion Orchestration to apply the Nymeria propensity framework to targeting and lead distribution. Quantify the impact in time saved and pipeline or seat lift. Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience. 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance. Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and/or partner organization experience OR equivalent experience. Experience with Vendor Digital Sales or an equivalent outsourced or vendor-delivered sales model. Depth in one or more VDS growth motions — lead- and signal-based scale acquisition and migration, or Enterprise Agreement renewal and attach at scale including seat growth and Copilot attach. Solution-area fluency across AI business process, AI workforce, cloud and AI platform, and security — able to set a differentiated strategy for each. Familiarity with CLAS, Nymeria, MSX, and agentic sales tooling (for example, Riley). Experience with GCPS, co-sell motions, and MPL or SSP partner ecosystems. Operating-governance track record — owned a monthly business rhythm and reshaped an intake, reconciliation, or governance process. Executive presence and influence without authority — presents approval-ready strategy to senior leadership, lands decisions under push-back, and drives change across teams the role does not own. Experience operating across global OUs, time zones, and the MCAPS operating model.

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