Microsoft Azure SMB Business Lead - UK 

United Kingdom, England, London 

695421771

As an Azure SMB Sales, 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. 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

As the SMB Seller focused on Azure, you will be accountable to the Azure business goals of Microsoft in the SMB segment and be the SMB customer advocate across the organization. This requires continuous innovation and evolution of our Solution sales execution strategy, while remaining centered on the customer.

Required Qualifications

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
• Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
• SMB and/or Channel Sales experience selling business to business IT or Cloud solutions and meeting revenue targets.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Strong interpersonal skill, excellent oral, written, and verbal communication skills

Additional Qualifications

• Extensive relevant sales experience with Information Technology solutions built on Cloud Services.
• A self-starter with a track record of consistently meeting or exceeding sales targets
• Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
• Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately
• Desire to work in a competitive environment where growth potential is driven by one’s abilities and attitude
• Solid Time Management Skills with an ability to work independently with a high level of integrity
• Leading, partnering and orchestrating with virtual teams of experts
• Skill to breakdown complex information with the ability to thrive in an ambiguous, fast based environment
• Have completed one or more training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or higher.
• Willing to attain certification in Azure (AZ-900) within 12 months.
• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field

Sales Performance

• Manage SMB segment revenue growth and net new customer acquisition within local markets. Prioritize SMB-relevant campaigns & offerings to drive customer acquisition & growth.
• Develop strategies for securing Azure customers through activation of cloud solution provider (CSP) channel within the local SMB market. Share SMB customer insights and recommendations to shape Area programs that drive customer acquisition.
• Revenue, Customer Adds, & SMB priority metrics accountability

SMB SME

• Drives alignment on SMB Azure solution play execution plans across relevant 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.
• Define 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.
• Customer SME: Includes participation in customer events & delivery of customer webinars and partner Channel: Deep understanding of key Azure partner programs such as SureStep, Qualified Referral Program, DataCenter Optimization, Accelerated Growth and Azure Migrate and Modernization incentives, etc.
• Deeply understands and utilizes local market insights, leveraging small and medium business (SMB) assets, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer to identify opportunities and customer scenarios to drive growth.

Sales Execution

• Facilitates collaboration across the business to identify needs for additional capacity or capabilities, coordinate efforts to build as needed, and identify potential partners to help achieve revenue & customer acquisition targets and drive business transformation. Includes ROB and orchestration of v-team across organizations.
• Coach 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 and a governance model for evaluating progress on plan execution, holding others accountable, identifying gaps in plan execution, and taking corrective action as needed.
• Partner (SureStep; QRP; Channel Incentives);Vendor Tele (Local Capacity & Training);Strategic Partnerships (Identify, Recruit and Manage);

Deal execution

• Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with key stakeholders (ex. Channel Sales, Swarm)

Customer Insights and Satisfaction

• 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 and suggest amendment to improve satisfaction.
• Deep understanding of Cloud Ascent.