Microsoft LATAM Business Applications Lead 

Costa Rica, San José 

917319242

Minimum Qualifications

• , Sales, Marketing, Economics, Engineering, or related field AND 6+ years relevant Sales or Marketing experience with Information Technology products and/or services

• equivalent experience.

Additional or Preferred Qualifications

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

• equivalent experience.

• 5+ years relevant sales experience with Information Technology products/services

• · Accountable for delivering on revenue quotas as the business owner for one or more 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 for subsegments of their local markets, and reviewing sales engine and partner performance. Helps orchestrate the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities, building the market around them to generate revenue. May directly support closing strategically valuable deals.

  · Leads fiscal year business planning for small and medium business (SMB) for one or more Solution Areas, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans. Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize return on investment (ROI) and spend. May request additional investments 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., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies knowledge of local markets to develop business strategies and determine optimal routes to market for achieving revenue targets. Builds execution plans for 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. Customizes and adopts solution sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.

  · Facilitates collaboration across 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. Develops expertise in the local partner ecosystem across customer segments to help identify opportunities to improve sales revenue. Sets expectations that support alignment on business plans within markets and/or Solution Areas. Defines performance targets, priorities, 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.

  · Shares 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 revenue growth and customer adds, 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.

  SMB Management

  · Manages small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) within local markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual team (e.g., v-team) and internal and external (surestep) resources. Works with virtual team stakeholders to identify needs for additional capacity or capabilities, coordinates efforts to build upon them as needed, and identifies potential partners to achieve revenue and consumption targets and drive business transformation. Manages SMB segment growth and the expansion of cloud-based solutions offerings within local markets.

  · Executes on the evaluation of small and medium business (SMB) customer base with virtual team stakeholders to understand drivers of customers' need to modernize. Activates go-to-market offerings, and ensures channel partner recapture of expiring legacy end-customers to move their business to the cloud. Refines global strategies for securing new cloud customers, identifies optimal existing or new solutions, and drives cloud solution provider (CSP) and other engines (e.g., vendor tele) expansion within the local SMB market. Shares insights and recommendations for leveraging programs to drive cloud customer acquisition.

  · Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working with Channel Sales Managers, and balancing these engagements with the management of a small and medium business (SMB) segment. May engage with Channel Sales Managers (CS-SMB) together with channel partners to share

  insights about competitors in local markets and collect feedback on capabilities to close on deals and acquire new customers.

  · Evaluates customer and/or partner program performance across a local market to predict the likelihood of sustained or increased returns. Applies performance insights to influence investment decisions and optimize returns, identifies improvements to scale customer and/or partner programs across markets, and implements corrective action as needed to overcome obstacles. Establishes a rhythm of business to share this information with internal and external stakeholders. Gathers voice of customer and voice of partner insights to inform program evolution.

  · Meets with internal and/or external stakeholders as needed to gain buy-in and alignment on plans. Attends meetings with partners, distributors, and other business stakeholders to discuss plans, progress, and next steps to drive revenue and performance within channels, markets, and/or solution area(s). Leverages established engagement models to maintain alignment and positive rapport across stakeholders.

  · Works with internal stakeholders and external data available to 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. Serves as a point of contact for escalation of customer or partner issues and monitors local market feedback to suggest changes to customer or partner programs and engagements that improve satisfaction in doing business with Microsoft. Understands customer and partner satisfaction scores and insights and supports action plans to address areas of opportunities.

  Other · Embody our culture and values

• mbody our