Smb Commercial Solution Area Business Lead

5 months ago

Jakarta, Indonesia Microsoft Full time

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.

In Small, Medium, Corporate (SMC) and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in.

The role of the SMB Commercial Solution Area (“CSA”) business lead is to direct and establish the SMB CSA sales strategy, drive a cross-engine plan, and own the execution of the solution plays across a geographic area. Impact is across cohorts of customers with a focus on partner execution on a fiscal quarter-to-quarter basis. The role interlocks with engines and stakeholders across the Global Partner Solutions (“GPS”), Sales Enablement and Operations (“SE&O”), and Telesales (“Vendor Tele”) organisations.

As part of the regional team, you will support the Azure business within the SMB segment in SMC 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. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales 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 and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Small and Medium Business (SMB) segment within SMC is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. This role is accountable to the growth of the Azure Net Customer Adds and Gross Customer Adds metrics across an area, while supporting a consistent strategy across stages. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local market, how to drive outcomes through v-Teams and consensus, and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, and sales operations teams, driving Azure in SMB through the building, development, and execution of engines and programs to help customers with their first steps on the journey to Cloud.

**Responsibilities**:
**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 a

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