Director, Sales Strategy and Planning

Role Overview 

The Director, Sales Strategy & Planning, leads a global function responsible for aligning sales strategy, account planning, market intelligence, and commercial planning processes to drive profitable growth. This role serves as the bridge between Field Sales, Revenue Operations, Business Unit Operations, Finance, and Market Intelligence to ensure sales plans are grounded in customer opportunity, market dynamics, and enterprise objectives. 

Operating within a highly matrixed environment, the Director provides strategic leadership for annual and quarterly planning processes, key account planning, customer intelligence, planning operating mechanisms, and leveraging Artificial Intelligence. This role transforms market signals and customer insights into actionable strategies that improve sales effectiveness, strengthen account growth, and support enterprise planning decisions. 

This roles requires onsite presence in San Jose 5 days a week.

Core Purpose 

• Lead the sales strategy and planning function, creating a fact-based view of customer growth opportunities and market demand. 

• Drive annual and long-range sales planning processes aligned with Business Unit goals. 

• Institutionalize strategic account planning capabilities for Micron's most important customers. 

• Translate customer, competitor, and market intelligence into actionable guidance for sales leaders and account teams. 

• Lead AI transformation of commercial and sales capabilities.

Organizational Scope 

• Leads team responsible for sales planning, account planning, customer intelligence, and commercial account strategy. 

• Partners closely with Field Sales Leadership, Revenue Operations, Business Unit Operations, Market Intelligence, and Finance. 

• Global remit supporting strategic customer growth, market expansion, and planning alignment across regions and business units. 

Key Responsibilities 

1. Sales Planning Leadership 

• Lead the annual sales planning process, establishing demand baselines, growth assumptions, account strategies, and sales investment priorities. 

• Lead customer level unconstrained demand analysis. 

• Consolidate account analytics, market intelligence, competitive insights, and customer demand signals into planning recommendations. 

• Ensure the Sales perspective reconciles with Business Unit plans, operating forecasts, and strategic objectives. 

2. Strategic Account Planning 

• Partner with Account Executives and Sales Leadership to develop comprehensive account plans for strategic and key accounts. 

• Standardize account planning methodologies, templates, governance, and review processes globally. 

• Lead account planning reviews and support executive-level customer business reviews and QBRs. 

• Promote consistent execution of account planning best practices across the field organization. 

• Support territory and account coverage assessments. 

3. Customer & Market Intelligence 

• Maintain a consolidated view of customer, competitive, and market intelligence in partnership with Market Intelligence and Business Units. 

• Monitor demand trends, technology adoption patterns, competitive positioning, customer roadmaps, and market developments. 

• Identify growth opportunities, market risks, and customer transitions impacting commercial performance. 

• Translate intelligence into actionable recommendations for account teams, sales leadership, and planning stakeholders. 

• Support enterprise strategy discussions with customer-grounded market insights. 

4. Planning Operating Model & Governance 

• Own the planning operating cadence, governance forums, planning templates, and review mechanisms. 

• Establish scalable, repeatable processes that support planning consistency across the organization. 

• Partner with Revenue Operations to ensure alignment between planning assumptions, pipeline visibility, and forecasting processes. 

• Drive continuous improvement of planning methodologies, tools, and analytical capabilities. 

• Implement metrics that measure planning effectiveness and decision quality. 

5. Executive Influence & Cross-Functional Leadership 

• Act as a trusted advisor to Sales Leadership, Business Units, Finance, and executive stakeholders. 

• Develop executive-ready business assessments and strategic planning recommendations. 

• Translate complex market and commercial dynamics into clear business recommendations. 

Qualifications 

Experience 

• 10+ years of experience in Sales Strategy, Commercial Planning, Business Strategy, Management Consulting, or related fields. 

• Experience within semiconductors, technology, or similarly complex B2B industries. 

• Proven track record leading enterprise planning processes and influencing senior executives. 

• Experience developing strategic account planning programs and commercial growth initiatives. 

Preferred Background 

• Operating experience in technology, semiconductor, industrial, or complex B2B environments with a corporate strategy, management consulting, or investment banking background. 

Skills 

• Deep expertise in sales planning, account planning, forecasting, and commercial strategy. 

• Strong analytical capabilities with experience interpreting market data, pipeline health, customer intelligence, and financial performance. 

• Exceptional executive communication and facilitation skills. 

• Demonstrated ability to build consensus across matrixed organizations. 

• Ability to transform data and market signals into actionable business decisions. 

Education 

• Bachelor's degree in Business, Finance, Engineering, or related field. 

• MBA or advanced degree strongly preferred.