Smb Sales Lead

7 days ago

Jakarta, Indonesia Microsoft Full time

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Microsoft’s mission is to empower every person and organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, being diverse and inclusive and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.
The Small and Medium Business (SMB) segment at Microsoft is at the leading edge of our transformation. It is a tremendous growth engine for the company, driven by exponential growth in cloud as well as continued momentum in the traditional on-premises business. Dedicated to empowering every SMB worldwide to achieve more, this high performing segment delivers compelling Microsoft cloud solutions to millions of customers globally, growing revenue and market share while delivering a high level of customer and partner satisfaction.
The SMB Seller is at the center of our transformation, where the focus is on innovating our go to market capability and capacity to best serve SMB customers at scale. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the SMB customer. As the SMB Sales person, you will be the business owner of Microsoft’s SMB business and the SMB customer advocate across the organization. To be successful, you must have deep understanding of the SMB market, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market. You will lead a v-team of key business partners from the partner, products and services, marketing, and operations teams, driving alignment on the SMB strategy through the development of a holistic SMB business plan, and ensure always on execution with the right level of investments to address SMB customer needs and accelerate their digital transformation.
The SMB sellers key outcomes / measures of success include:

- SMB revenue, cloud usage/consumption and cloud mix
- SMB new cloud customer acquisition and growth
- SMB net satisfaction- The SMB Seller achieves impact mainly through:
- Growth and Transformational Sales Leadership: The role is directly accountable for all-up SMB business performance. As the leader of the ‘One SMB’ v-team, the SMB Seller is accountable for landing WW SMB strategy, identifying growth opportunities, prioritizing sales plays, developing the go-to-market execution plan, identifying channel capacity needs and securing necessary investments to ensure Microsoft realizes its full SMB growth potential. The SMB operating model requires a high degree of collaboration across key business partners such as Channel Partner, Product and Commercial Marketing, Digital Sales, Sales Excellence, Finance, etc. The SMB Seller is an effective and efficient collaborator and v-team leader able to drive alignment, execution, and results via extended v-teams.
- Customer Advocacy and Market Thought Leadership: The individual should possess deep business insights into local SMB market dynamics, knowledge of political/legislative requirements, and demonstrate strategy leadership in the formulation of a robust business plan working in alignment with key SMB business partners to deliver short term results and build a foundation for long term sustained success. The SMB Seller is responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies leveraging scalable routes to market. The individual should leverage their strong local SMB market insights on customer preferences, competitive dynamics, and digital maturity to execute relevant and timely global core sales plays while identifying local sales plays to optimize market demand.

**Responsibilities**:
Sales Leadership, Planning, and Collaboration
- 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 that span multiple 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 and identifies local growth opportunities buil

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