Microsoft Corporation Small, Medium & Corporate Leader in Georgia, Georgia
The Small, Medium, Corporate (SMC) Lead role is the functional leader of the SMC segment and is responsible for building and leading a strong SMC sales and marketing team focused on driving the Corporate and Small & Medium businesses. The SMC segment is a tremendous growth engine for the company. For our Corporate customers, it’s about accelerating growth through digital transformation enabled by solid sales management delivered by Field and Inside Sales, leveraging the Partner ecosystem, marketing discipline and other engines. For our SMB customers, it’s about being dedicated to empowering every SMB worldwide to achieve more, by delivering compelling Microsoft Cloud solutions to millions of customers globally, through scalable routes to market growing revenue and market share while enabling a high level of customer and partner experience.
The SMC Lead provides strategic direction on how to address the needs of customers in the Corporate and SMB segments and how to best serve them. The SMC Lead must be focused on ensuring optimization of each of the sales and marketing engines to be able to tailor and drive our route to market in both segments.
The SMC Lead is not only accountable for the Corporate and SMB segments but also to drive alignment, influence and impact across the organization, and helping to nurture and grow senior leaders within the organization. The SMC Lead must be a thought leader in how to drive Microsoft’s Cloud solutions to help customers transform themselves. The extended SMC Leadership team will include Inside Sales, Global Demand Generation and One Commercial Partner.
The SMC Lead core accountabilities include:
Responsible for building a strong SMC Sales and Marketing team to drive the Corporate and SMB businesses
Provides strategic direction on how to address the needs of customers in Corporate and SMB
SMC Billed Revenue & Cloud Usage/Consumption
SMC New Cloud Customer Acquisition & Growth
SMC Customer Retention & Renewal to Cloud
Coach sellers and managers to orchestrate across team (AEs, OMs, STU, LSS, TCMs) in Corporate and engines in Corporate and SMB
The SMC Lead achieves impact mainly through:
Well developed and high performing team: Make the SMC team an inspiring organization where people are the most valuable asset; Build adynamic, agile team, passionate and unified around achieving goals; Develop a culture of excellence in execution; Create and support people managers and individual contributors (IC) development plans; Build organizational (SMC) brand value, to attract and retain talent.
Maximize the Customer Experience through strong customer relationships: Continue to work with Inside Sales and drive quality Red Carpet (onboarding) transitions, institute territory planning, adhere to the market segmentation policy; Supplement global data with local insights to optimize for customer life time value through acquisition, retention and growth strategies leveraging scalable routes to market.
Business strategy and plans to achieve SMC Segment goals: Lead the SMC segment in strategic sales planning that includes customer segmentation, coverage, territory planning and territory assignment, shared resource capacity planning, and quota setting; Drive proper resourcing sharing and alignment with other groups across Microsoft; Drive Customer Acquisition, Retention and Growth initiatives in all segments.
Disciplined and predictable business: Hold regular sales pipeline inspection and opportunity reviews with team members, checking for adherence to business processes and tools; Leverage sellers in Microsoft’s partners and integrate them into the co-engagement process with clear accountabilities. Introduce a test and learn culture to foster organizational learning through experimentation.
Optimal co-selling and cross group collaboration through strong internal relationships with relevant stakeholders: Work across Microsoft organizations to develop a fully integrated co-engagement process and partner plans; Establish clear accountabilities to foster strong collaboration between sellers and the specialist community.
Scale through partner and marketing: Cross group collaboration with One Commercial Partner and Global Demand Generation teams to scale sales and marketing effect significantly. Work across Microsoft to mobilize for reach amplification, with customer acquisition as a main priority.
Leadership and orchestration of resources to win through and with partners: Work together with the One Commercial Partner (OCP) organization to determine the health of co-selling process within the region, and address partner capacity and capability needs; Work with Inside Sales to drive sales discipline and specialization; Engage Product Marketing to drive the right value proposition to customers; Work in unison with Software Asset Management & Compliance engagement manager, Finance, etc to drive One Microsoft alignment, execution, and results through business partners and via extended v-teams.
The successful candidate is an experienced sales and marketing leader with deep SMC customer insights, a track record of business strategy, sales leadership and hands-on execution excellence. Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics:
12+ years' experience exceeding quota by leading sales teams along complex sales cycles within a Partner ecosystem and centralized marketing engine.
Demonstrable experience devising and managing sales and marketing programs to meet the needs of partners and customers.
Passion for driving results, using test and learn, and seeing projects through to completion.
Ability to orchestrate and influence execution and business outcomes.
Deeply understanding the diverse business needs of the SMC customers, both SMB and Corporate.
Master achieving business results through modern sales, marketing and licensing engines.
Influence Corp on innovative solutions to address customer needs to scale.
Positive attitude and high confidence managing through times of change & economic diversity.
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Holden, Krauthammer, etc.), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications space, business process consulting or automation, CRM, Employee Performance Management (systems and processes) and Social Selling experience.
Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration);
MBA or Master’s Degree required.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.