Microsoft SMB Commercial Solution Area - Data & AI 

Australia 

299413496

Required/Minimum Qualifications

· 5+ years technology-related sales or account management experience

· OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• 7+ years technology-related sales or account management experience
  • OR Bachelor's Degree in Information Technology, or related field AND 6 + years technology-related sales or account management experience
  • OR Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.
• 5+ years of related experience in a Modern Work cloud sales and/or technical sales roles
• 2+ years of experience with the AI architecting and deploying AI workloads.
• High technical aptitude and hands-on experience working with enterprise AI, Cloud and Security solutions and programs, especially Microsoft’s Modern Work solutions.

In the meantime, please see our , and for more information on our recruitment process.

Responsibilities:

• Sales Leadership & Strategy: Drive Azure revenue by optimizing GTM strategies, setting sales targets, and developing SMB initiatives. Influence SMB program investments.
• Team Leadership: Spearhead the "One SMB" v-Team to execute quarterly SMB CSA plans, leveraging key solution plays to enhance GTM efforts.
• Performance Management: Utilize data insights to steer CSA performance, align with stakeholders, and adjust strategies to boost business growth and market share.
• Deal Advancement: Employ "One Microsoft" approach to expedite strategic customer engagements.
• Execution Planning: Define and implement sales strategies, KPIs, and execution plans in collaboration with SMB stakeholders. Adapt sales sprint methodologies to drive results.
• Cross-Functional Direction: Lead a diverse v-team to establish business rhythms, set performance goals, and ensure plan adherence, addressing any execution gaps.
• Partner Ecosystem Management: Apply knowledge of partner ecosystems to secure stakeholder commitment and align on business plans for effective execution.
• Market Insight Utilization: Harness local market intelligence and SMB resources to identify customer opportunities and drive acquisition through strategic partner and program combinations. Advocate for resources based on local insights to enhance global strategies.
• SMB Growth Strategy: Propel Azure's SMB segment growth using the Standard Deviation and Innovation Acceleration framework. Develop and support SMB business plans and solution plays.
• Collaborative Execution: Align with One Microsoft culture to manage SMB strategies, investments, and partner engagements. Identify and fulfill local market needs for capacity and capabilities.
• Digital Transformation Advocacy: Share digital transformation thought leadership and best practices. Evaluate SMB customer bases to identify growth opportunities and modernization potential.
• Strategic Market Expansion: Refine global strategies to attract new customers and expand CSP and tele sales across the SMB market. Activate go-to-market offerings to transition legacy customers to the cloud.
• Partner & Stakeholder Engagement: Challenge partners and stakeholders to fast-track digital transformation and cloud customer acquisition. Support complex deal realization and market penetration efforts.
• ROI Analysis & Investment Advocacy: Analyse ROI for customer/partner programs to guide investment decisions. Advocate for additional resources to seize high-potential opportunities.
• Cross-Functional Leadership: Engage with sales and marketing leaders to represent SMB interests in strategic business planning and discussions.