Overview
In 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 Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. 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.
The SMB Cloud Solution Area (CSA) Business Lead oversees the sales strategy for SMB CSA, coordinating cross-engine plans and execution with relevant teams. They lead a v-team to establish a cohesive execution plan for key SMB CSA sales plays, manage business performance using data insights, and lead the rhythm of business. Additionally, they support top strategic customer deals and advocate for SMB customers by sharing market insights and engaging with the local SMB community.
To be successful, you must have deep understanding of the Asia market, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market. You will lead a v-team of key business partners from the partner, products and services, marketing, and operations teams, driving alignment on the SMB Solution Area strategy and sales execution for Business Applications 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
The SMB CSA (Cloud Solution Area) Business Lead directs the SMB CSA sales strategy and drives cross-engine plan and execution on the CSA SMB Solution play Cohort by fiscal quarter with relevant engines & stakeholders for their aligned market.
- Cross engine go-to-market and customer propensity execution:Lead ‘One SMB’ v-team to establish and execute an SMB revenue accountability through an aligned execution plan by fiscal quarter leveraging solution plays and target scenario by relevant engines.
- Business performance management: Leverage data driven insights to drive CSA performance & execution excellence, contribute local insights to CSA rhythm of business (ROB) and interlock area stakeholders to accelerate business growth or set in place the proper course correction plans.
- Top deal management: help unblock top strategic customer deals.
- SMB narrative/VOC: Be the SMB customer advocate in market, share the voice of customer/market insights, external customer event, SMB local market community engagement.
Qualifications
Key Experiences:
- A self-starter with a track record of consistently meeting or exceeding sales targets
- Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
- Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately
- Strong interpersonal skill, excellent oral, written, and verbal communication skills
- Desire to work in a competitive environment where growth potential is driven by one’s abilities and attitude
- Solid Time Management Skills with an ability to work independently with a high level of integrity
- Leading, partnering and orchestrating with virtual teams of experts
- Skill to breakdown complex information with the ability to thrive in an ambiguous, fast based environment
Required/Minimum Qualifications:
- Bachelor’s degree in Business administration, Sales, Marketing, Economics, Engineering, or related field AND 6+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience. OR equivalent experience.
Professional:
- Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
- Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
- Enterprise and/or Channel Sales. 4+ years’ experience selling business to business IT solutions and meeting revenue targets.
- Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
- Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
Technical:
- Experience in Business Application platform
- Have completed one or more training and/or certification for Business Application.
- Willing to attain certification for Business and Application.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Microsoft is an equal opportunity employer. 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.
