In our Small, Medium, Corporate (SMC) and Digital Sales (DS) organization, 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 + DS organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. In SMC+DS, 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.

The SMC+DS helps organizations accelerate their adoption of Microsoft’s technologies through an agile and digital first engagement model, and scaling through our robust Channel and Partner ecosystem. From innovative startups to hundred-year-old household names, SMB+DS has the breadth and depth for innovation in every scenario across the world.

In this role, you will be part of the regional EMEA team, where you will drive the Azure business within the SMB segment in SMC. You will do so 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 and direct channels.

The role of the SMB Business Lead for Azure is to direct and establish the SMB sales strategy, drive a cross-engine plan, and own the execution of the solution plays across a geographic area. 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.

You will also have an opportunity to work cross-collaboratively while living our shared SMC+DS 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+DS organization and the value we deliver to our customers, partners, and one another, every day

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..

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 Azure SMB execution plan by fiscal quarter, utilizing the key Sales and Solution Plays and targeting scenarios to drive a GTM across engines and sales stages.

• Business Performance Management: Leveraging data driven insights to drive Azure 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 utilizes 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 scenarios to drive growth.

Other

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

• Embody our culture and values

Qualifications

Required/Minimum Qualifications

• Extensive relevant sales experience with Information Technology products/services.

• Extensive relevant experience delivering outcomes through direct and indirect means – such as a channel ecosystem.

• Proven experience driving virtual teams

• Completed training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or Designing and Implementing Microsoft Azure Networking Solutions (AZ-700)

Additional or Preferred Qualifications

• Bachelor’s Degree in Sales, Change Management, Information Technology (IT), Business, or a related field AND experience in a global business environment, customer/partner engagement, cloud-based solutions, sales, account management, project management, customer relationship management, IT Services

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) .