OverviewThe Small and Medium Business (SMB) segment within SME&C 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.
As the
SMB Regional Business leader, you will be accountable to the SMB segment business goals and be the SMB customer advocate across the organization. You are expected to provide strategic direction and drive alignment, influence, and impact across the organization, while helping nurture and grow leaders within the organization. You are also expected to guide the team in better structuring deals that drive annuity and cloud growth. This requires continuous innovation and evolution of our sales strategy, while remaining centered on the customer.
To be successful, you must have a deep understanding of the local markets, customer acquisition engines, licensing program and discount empowerment requirements, and upsell/cross-sell motions across services/products and the respective routes to market, specifically the partner channel ecosystem. You will lead a sales organization and work with key business partners from the partner, products and services, marketing, finance, and operations teams, driving alignment on the SMB strategy through the development of a holistic business plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation.
Responsibilities- You will drive initiatives and capabilities needed to deliver success within scope of accountability and works to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft as well as develop a high-performing team by hiring diverse talent, prioritizing development and leading by example.
- Proactively cultivates trusting and influential relationships with leaders/stakeholders creating cross-organizational clarity and supplement global data with local insights to optimize customer lifetime value through acquisition, retention and growth strategies leveraging scalable routes to market.
- Manage SMB segment revenue growth and net new customer adds on cloud-based solutions offerings within local markets and prioritize go-to-market offerings and develop strategies for securing cloud customers through cloud solution provider (CSP) expansion within the local SMB market. Conduct sales performance and outlook reviews across key engines, solution area (CSA) and top deal pipe planning.
- Reviews and leads the presentation of deals that will process, including any standard or custom amendments and documentation and proactively provides feedback to teams. Secures and leverages internal resources for teams to assist with customer queries regarding contract terms. Refines and validates legal amendments reflecting operational and other requirements granted in specific customer situations. Serves as an executive sponsor and leads negotiations on deal escalations.
- Where appropriate, supports realization of deals that are complex, represent significant market share and/or penetrate competitor's market share by working directly with and through local partners.
- Ensure continuity in the execution of customer or partner programs and maintain an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement.
QualificationsRequired/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.
- 2+ years experience managing others.
Additional or preferred qualifications - 8+ years in sales negotiation ,
- 3+ years direct/formal, indirect/informal, and/or project team people management experience
- 5+ years of experience leading sales teams and/or people managers within Sales or Channel Sales organizations.
SMB Sales M5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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.
