Sales Motion Strategy Lead
Core
Design, evolve, and execute the VDS operating model and 'where-to-play' strategy for the SMB Upper-Medium segment, driving performance in Cloud FRA, Copilot NPSA, seat growth, and security.
Role type
Senior strategy lead (sales motion design & execution)
Builds
VDS operating model, campaign-led partner-aligned execution motions, and AI-driven agentic sales workflows (Copilot, Cowork, Scout).
Domain
Cloud services, AI business process, AI workforce, security, and vendor digital sales.
Deliverable
production ML models | product features | dashboards & analysis | client delivery
Required skills
VDS operating model design, 'where-to-play' strategy, partner-aligned execution (PAE), agentic AI workflow integration, executive influence without authority, global operating governance, solution-area fluency (AI, cloud, security), campaign framework leverage, data-driven performance analysis.
Preferred skills
Experience with Vendor Digital Sales (outsourced/vendor-delivered models), familiarity with CLAS/Nymeria/MSX/agentic tooling, GCPS/co-sell motions, MPL/SSP partner ecosystems, monthly business rhythm ownership.
Technologies
Riley, Copilot, Cowork, Scout, Nymeria, CLAS, GCPS, MCAPS.
Responsibilities
Own the design and continuous evolution of the VDS operating model for SMB Upper-Medium; set strategy across priority solution areas (AIBP, AIWF, CAIP, Security); drive performance targets for Cloud FRA, Copilot NPSA, seat growth, and security; embed Partner-Aligned Execution (PAE) to accelerate co-sell; partner with AI Transformation leads to ship agentic workflows; quantify impact on time saved and pipeline lift; present approval-ready strategy to senior leadership.
Seniority
Senior, hands-on IC with strategic scope
