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Microsoft SMB Commercial Solution Area Business Lead Azure Indonesia, Jakarta Special Capital Region 641642897
25.06.2024
Required/Minimum 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.
- Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services
- OR equivalent experience.
- 10+ years relevant sales experience with Information Technology products/services.
- 5+ years experience delivering outcomes through indirect means – such as a channel ecosystem.
- 4+ years experience managing others.
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 SMB CSA execution plan by fiscal quarter, utilizing the key SMB CSA Solution Plays and targeting scenarios to drive a GTM across engines and sales stages.
- Business Performance Management: Leveraging data driven insights to drive CSA 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 utilises 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 healthy customer acquisition, 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. May share insights with internal stakeholders to petition for additional resources and/or investments.
- Utilising the Standard Deviation and Innovation Acceleration framework, drives programmatic growth of the SMB Segment for Azure.
- Develops and supports small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) across markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual teams and internal and external (partner) contacts, and manage investments. Works with virtual team stakeholders to identify needs for additional capacity or capabilities across local markets, leads efforts to build upon and obtain required investments, and/or identifies partners to achieve revenue, consumption, customer acquisition, and business transformation targets. Manages SMB segment growth and defines strategies for the expansion of cloud-based solutions offerings across local markets.
- Shares thought leadership and best practices related to digital transformation internally and externally.
- Leads the evaluation of small and medium business (SMB) customer base across markets with virtual team stakeholders to understand growth opportunities in their local markets, which customers are likely to invest in modernizing their business, which go-to-market offerings to activate, and to ensure partner recapture of expiring legacy end-customers to move their business to the cloud.
- Refines global long-term strategies for securing new customers, identifying optimal solutions, and driving cloud solution provider (CSP) and other engines (e.g., telesales) expansion across local SMB market.
- Challenges external channel partners and internal stakeholders to accelerate digital transformation in a collaborative manner to secure new cloud customers, and shares insights and best practices for driving cloud customer acquisition, and partner with the wider Azure Success motion to drive upsell and growth of acquired customers.
- Supports, via coaching and swarming, the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working with Channel Sales organisation and the external Channel.
- Shares insights from analyses of projected versus actual return on investment (ROI) for multiple customer and/or partner programs within local markets with internal teams (e.g., Marketing, Global Partner Solutions) to influence decision making related to programs' investment budgets and advocate for additional investments as needed to capitalize on high-potential opportunities and execute on strategies.
- Proactively engages and supports cross-functional stakeholders' and leadership teams' needs across internal sales and marketing organizations to ensure small and medium business (SMB) segments and Solution Areas are represented in senior-level business discussions and planning.
- Has an intermediate technical understand of Microsoft products and Cloud technologies, especially Microsoft Azure.
- Embody our
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