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.

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in.

The role of the SMB Commercial Solution Area (“CSA”) business lead is to direct and establish the SMB CSA sales strategy, drive a cross-engine plan, and own the execution of the solution plays across a geographic area. Impact is across cohorts of customers with a focus on partner execution on a fiscal quarter-to-quarter basis. The role interlocks with engines and stakeholders across the Global Partner Solutions (“GPS”), Sales Enablement and Operations (“SE&O”), and Telesales (“Vendor Tele”) organisations.

As part of the regional team, you will support the Azure business within the SMB segment in SMC by driving an end-to-end strategy to develop and grow both new-to-Cloud and new-to-Microsoft customers, and existing users of Azure via our partner ecosystem. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Small and Medium Business (SMB) segment within SMC is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. This role is accountable to the growth of the Azure Net Customer Adds and Gross Customer Adds metrics across an area, while supporting a consistent strategy across stages. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local market, how to drive outcomes through v-Teams and consensus, and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, and sales operations teams, driving Azure in SMB through the building, development, and execution of engines and programs to help customers with their first steps on the journey to Cloud.

Responsibilities

Sales Leadership, Planning, and Collaboration

• Accountable for delivering on revenue quotas as the business owner for Azure by recommending the ideal mix of go-to-market (GTM) approaches, defining sales engine targets, developing small and medium business (SMB) strategies, managing sales engines and partner performance, and influencing investment decisions for SMB programs.

• Leads “One SMB” v-Team to establish and execute an SMB CSA execution plan by fiscal quarter, utilizing the key SMB CSA Solution Plays and targeting scenarios to drive a GTM across engines and sales stages.

• Business Performance Management: Leveraging data driven insights to drive CSA performance and execution excellence against targets. Driving interlock with diverse areas stakeholders, accelerating business growth or correcting as needed. This includes building additional investments ask to drive execution and impact revenue growth, customer acquisition, and expanding market share.

• Top Deal Acceleration: utilize the power of “One Microsoft” to unblock and accelerate top strategic customer situations

• Defines & builds execution strategies, plan priorities, and key performance indicators (KPIs) for sales engines and partners closely with small and medium business (SMB) stakeholders to align on and improve execution plans. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.

• Directs and guides a v-team (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, holding others accountable, identifying gaps in plan execution, and taking corrective action as needed.

• Applies expertise in partner ecosystem(s) by customer segments, gains stakeholder buy-in for plan execution, and sets expectations that drive alignment on business plans and drives programmatic execution .

• Deeply understands and utilises local market insights, leveraging small and medium business (SMB) assets, local market expertise, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer and local market digital maturity by segments to identify opportunities and customer plays that drive healthy customer acquisition, via the optimal mix of partners and programs. Proactively benchmarks data from local markets against global data and applies expertise in local markets to gain insights that drive opportunity development. May share insights with internal stakeholders to petition for additional resources and/or investments.

SMB Management

• Utilising the Standard Deviation and Innovation Acceleration framework, drives programmatic growth of the SMB Segment for Azure.

• Develops and supports small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) across markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual teams and internal and external (partner) contacts, and manage investments. Works with virtual team stakeholders to identify needs for additional capacity or capabilities across local markets, leads efforts to build upon and obtain required investments, and/or identifies partners to achieve revenue, consumption, customer acquisition, and business transformation targets. Manages SMB segment growth and defines strategies for the expansion of cloud-based solutions offerings across local markets.

• Shares thought leadership and best practices related to digital transformation internally and externally.

• Leads the evaluation of small and medium business (SMB) customer base across markets with virtual team stakeholders to understand growth opportunities in their local markets, which customers are likely to invest in modernizing their business, which go-to-market offerings to activate, and to ensure partner recapture of expiring legacy end-customers to move their business to the cloud.

• Refines global long-term strategies for securing new customers, identifying optimal solutions, and driving cloud solution provider (CSP) and other engines (e.g., telesales) expansion across local SMB market.

• Challenges external channel partners and internal stakeholders to accelerate digital transformation in a collaborative manner to secure new cloud customers, and shares insights and best practices for driving cloud customer acquisition, and partner with the wider Azure Success motion to drive upsell and growth of acquired customers.

• Supports, via coaching and swarming, the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working with Channel Sales organisation and the external Channel.

• Shares insights from analyses of projected versus actual return on investment (ROI) for multiple customer and/or partner programs within local markets with internal teams (e.g., Marketing, Global Partner Solutions) to influence decision making related to programs' investment budgets and advocate for additional investments as needed to capitalize on high-potential opportunities and execute on strategies.

• Proactively engages and supports cross-functional stakeholders' and leadership teams' needs across internal sales and marketing organizations to ensure small and medium business (SMB) segments and Solution Areas are represented in senior-level business discussions and planning.

Other

• Has an intermediate technical understand of Microsoft products and Cloud technologies, especially Microsoft Azure.

• Embody our culture and values

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

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services

• OR equivalent experience.

• 10+ years relevant sales experience with Information Technology products/services.

• 5+ years experience delivering outcomes through indirect means – such as a channel ecosystem.

• 4+ years experience managing others.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .