Small and Medium Business Modern Work Sales Lead

Job Responsibility: The Small, Medium, and Corporate (SMC) organization helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners. One of the fastest growing customer segments in the industry, SMC helps customers realize value from the Microsoft Cloud across customer solution areas like Modern Work, Security, Modern Work and Security, Infrastructure, Data and AI, and Application Innovation. We are looking for a Small and Medium Business Modern Work Sales Lead to join the team! 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.

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 alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.

Responsibilities

The Canada Small and Medium Business Modern Work Sales Lead is accountable for delivering on revenue quotas and driving growth across Biz Apps Solution Areas}, leading the orchestration and execution of SMB growth plans, and managing SMB investments in the Canada area

Sales Leadership, Planning, and Collaboration

• Leads fiscal year business planning for small and medium business (SMB) for one or more Solution Areas, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans. Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize return on investment (ROI) and spend. May request additional investments as needed to drive plan execution and impact revenue growth, customer acquisition, and expanding market share.
• Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies knowledge of local markets to develop business strategies and determine optimal routes to market for achieving revenue targets. Builds execution plans for sales engines, defines plan priorities and key performance indicators (KPIs), and provides coaching and guidance on plan details for small and medium business (SMB) stakeholders. Customizes and adopts solution sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.
• Facilitates collaboration across a v-team (e.g., Global Partner Solutions team, partner and Go To Market (GTM) team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Develops expertise in the local partner ecosystem across customer segments to help identify opportunities to improve sales revenue. Sets expectations that support alignment on business plans within markets and/or Solution Areas. Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution, and taking corrective action as needed.
• Shares 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 revenue growth and customer adds, 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.

SMB Management

• Manages small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) within local markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual team (e.g., v-team) and internal and external (surestep) resources. Works with virtual team stakeholders to identify needs for additional capacity or capabilities, coordinates efforts to build upon them as needed, and identifies potential partners to achieve revenue and consumption targets and drive business transformation. Manages SMB segment growth and the expansion of cloud-based solutions offerings within local markets.
• Executes on the evaluation of small and medium business (SMB) customer base with virtual team stakeholders to understand drivers of customers' need to modernize. Activates go-to-market offerings, and ensures channel partner recapture of expiring legacy end-customers to move their business to the cloud. Refines global strategies for securing new cloud customers, identifies optimal existing or new solutions, and drives cloud solution provider (CSP) and other engines (e.g., vendor tele) expansion within the local SMB market. Shares insights and recommendations for leveraging programs to drive cloud customer acquisition.
• Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working with Channel Sales Managers, and balancing these engagements with the management of a small and medium business (SMB) segment. May engage with Channel Sales Managers (CS-SMB) together with channel partners to share insights about competitors in local markets and collect feedback on capabilities to close on deals and acquire new customers.
• Evaluates customer and/or partner program performance across a local market to predict the likelihood of sustained or increased returns. Applies performance insights to influence investment decisions and optimize returns, identifies improvements to scale customer and/or partner programs across markets, and implements corrective action as needed to overcome obstacles. Establishes a rhythm of business to share this information with internal and external stakeholders. Gathers voice of customer and voice of partner insights to inform program evolution.
• Meets with internal and/or external stakeholders as needed to gain buy-in and alignment on plans. Attends meetings with partners, distributors, and other business stakeholders to discuss plans, progress, and next steps to drive revenue and performance within channels, markets, and/or solution area(s). Leverages established engagement models to maintain alignment and positive rapport across stakeholders.
• Works with internal stakeholders and external data available to ensure continuity in the execution of customer or partner programs, and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement. Serves as a point of contact for escalation of customer or partner issues and monitors local market feedback to suggest changes to customer or partner programs and engagements that improve satisfaction in doing business with Microsoft. Understands customer and partner satisfaction scores and insights and supports action plans to address areas of opportunities.

Qualifications

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

o OR equivalent experience.

Additional or Preferred 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.
• 5+ years relevant sales experience with Information Technology products/services.

SMB Sales IC4 - The typical base pay range for this role across Canada is CAD $102,300 - CAD $168,300 per year. Find additional pay information here: Microsoft will accept applications for the role until July 10, 2024. 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.