Microsoft Small Medium Business Sales Lead 

United States, North Dakota, Fargo 

309745287

The SMB USA Sales Lead role involves leading sales efforts to achieve revenue quotas by developing and executing SMB growth plans, collaborating with cross-functional teams, and managing sales engine and partner performance. It also includes driving business planning, optimizing return on investment, and identifying growth opportunities in the USA market.

• 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.

Minimum Qualifications

• , Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/orservices
• ORequivalent experience.

Additional or Preferred Qualifications

• , Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/orservices
• ORequivalent experience.
• 10+ years relevant sales experience with Information Technology products/services.
• 4+years experiencemanaging others.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:Microsoft will accept applications for the role until August 14, 2024.

• Accountable for delivering on revenue quotas as thecross-business owner for Solution Areas by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies that span multiplesub-segments, managing sales engine and partner performance, and influencing investment decisions for SMB programs. Orchestrates the execution of SMB growth plans with a team of cross-functional stakeholders andidentifieslocal growth opportunities building the market around them to generate revenue.At times, involveddirectlyinsupportingclosing strategically valuable deals.
• Leads fiscal year business planning forSMB USA acrossSolution Areas, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans, anddeterminingthe resources and investments needed to support execution plans that lead to revenue growth across markets and customer programs. Evaluates SMB segment performance against growth targets and is accountable forleveraginglocal marketexpertisetooptimizereturn on investment (ROI) and spend.Identifiesareas of potentialadditionalinvestments as needed to drive plan execution and impact revenue growth, customer acquisition, and expanding market share.
• Drives action with counterparts across the business (e.g.,Global Partner Solutions,Finance,Sales Enablement & Operations,Digital,Marketing,etc.) and appliesexpertisein local market toidentifygrowth opportunities, define strategies andoptimalroutes to market for achieving revenue targets, and develop and socialize best practices. Defines execution strategies, plan priorities, and key performance indicators (KPIs) for sales engines and partners closely withSMBstakeholders to align on and improve execution plans. Customizes and adoptskey Sales Cohortsand Execution Prioritieswhich includes data, alignment of partners, programs, incentives, and outcomes.
• Manages across av-team (e.g., Global Partner Solutions team,Vendor Digital Salesteam,Direct team,Sales Enablement & Operations team, etc.) of internal cross-functional stakeholders across a multi-matrixed business. Appliesexpertisein partner ecosystem(s) by customersub-segments, gains stakeholder buy-in for plan execution, and sets expectations that drive alignment on business plans and improve sales revenue across markets and/or Solution Areas.Helps define performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, holding others accountable,identifyinggaps in plan execution, and taking corrective action as needed. Mentors and provides guidance to less experienced v-team members on executing strategies in concert with v-team stakeholders.
• Shares local market insights,leveragingSMB assets, local marketexpertise, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer and local market digital maturity by segments toidentifyopportunities and customer plays that drive revenue growth and customer adds, via theoptimalmix of partners and programs. Proactively benchmarks data from local markets against globaldata, andappliesexpertisein local markets to gain insights that drive opportunity development.Sharing ofinsights with internal stakeholders to petition foradditionalresources and/or investmentsisrequired.

SMB Management

• assessmentsand programs) acrosssub-segmentsin alignment with One Microsoft culture to achieve joint outcomes, align internal virtual team and internal and external (e.g.,SurestepProgram) resources, manage investments. Works with virtual team stakeholders toidentifyneeds foradditionalcapacity or capabilities across local markets, leads efforts to build upon and obtain required investments, and/oridentifiespartners 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 acrossthe USA. Shares thought leadership and best practices related toAI and Digital transformation internally and externally.
• Leads the evaluation of SMB customer base acrosssub-segmentswith 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 cloudand adopt Security and AI. Refines global long-term strategies for securing new customers,identifyingoptimalsolutions, and driving cloud solution provider (CSP) and other engines (e.g., vendordigital sales) expansion across SMBUSA. 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 growth via up-sell/cross-sell.
• Whereappropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working withPartner Solution Salesteam, whilebalancing these engagements with the management oftheSMB segment. May engage with together withPartersto share insights about competitors in local markets and collect feedback on capabilities to close on deals andacquirenew customers.
• Shares insights from analyses of projected versus actual return on investment (ROI) for multiplecustomerand/or partner programs within local markets with internal teams (e.g., Marketing,Global Partner Solutions, etc.) to influence decision making related to programs' investment budgets and advocate foradditionalinvestments as needed to capitalize on high-potential opportunities and execute on strategies.
• Evaluates customer and/or partner program performance across local markets to predict likelihood of sustained or increased returns. Applies insights to influence investment decisions andoptimizereturns,identifiesimprovements to scale customer and/or partner programs across markets, and implements corrective action as needed to overcome obstacles. Leads a rhythm of business to share this information and relevant insights with internal and external stakeholders. Gathers voice of customer and voice of partner insights to inform program evolution.
• Engages with and influences internal and/or external stakeholders to gain buy-in and alignment on strategies and plan execution needs. Attends meetings with partners, distributors, and business leaders to discuss plans, progress, and next steps to drive revenue and performance across channels, markets, and/or solution areas. Defines new engagement models and shares best practices and expectations forutilizingengagement models tomaintainalignment and positive rapport across stakeholders.
• Proactively engages and supports cross-functional stakeholders' and leadership teams' needs across internal sales and marketing organizations to ensureSMBsegment and Solution Areas are represented in upper-level business discussions and planning.Participate inRoBasboth a content creator andpossible presenter.

Other

• Embody our and