Sales Leadership, Planning, and Collaboration

• Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by identifying the optimal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, leading the development of small and medium business (SMB) strategies, managing sales engine and partner performance, and managing SMB investments to drive revenue growth and customer adds. Leads the orchestration and execution of SMB growth plans and identifies growth opportunities across Solution Areas, influences market dynamics, and evaluates competitive threats to generate revenue. Collaborates across major organizational units, shares best practices and technical expertise with others, and provides instrumental support closing strategically valuable deals.

• Leads fiscal year business planning for small and medium business (SMB), across Solution Areas defining key details of SMB execution plans, gaining buy-in from key stakeholders, and determining the resources and investments needed to drive execution plans and maintain revenue growth across markets. Evaluates SMB segment performance against growth targets and is accountable for leveraging local market and industry expertise to optimize return on investment (ROI) and spend across markets and programs. Secures additional investments as needed to drive plan execution across markets that impact revenue growth, customer acquisition, and expanding market share.

• Drives action through counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and shares thought leadership and expertise in local markets and competitors to identify growth opportunities, define long-term strategies and optimize execution plans for meeting and exceeding revenue targets, and develop and socialize best practices. Partners with leadership teams and stakeholders across small and medium business (SMB) segments to align on strategic priorities and drive scalable improvements in execution plans. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.

• Leads one or more v-teams (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. Applies deep expertise in partner ecosystems, aligns stakeholders, gains buy-in for long-term execution strategies, and sets expectations that drive revenue performance across markets and Solution Areas. Defines performance targets, priorities, rhythms of business (ROB), and governance models for evaluating progress on plan execution, identifying gaps in plan execution, holding teams accountable, and driving corrective action at scale as needed. Shares best practices for leading business planning and plan execution within and across v-teams.

• 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 for utilizing engagement models to maintain alignment and positive rapport across stakeholders.

• Manages small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) across markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual team (e.g., v-team) and internal and external resources, manage investments. Works with virtual team stakeholders to identify needs for additional capacity or capabilities across local markets, leads efforts to build upon and obtain required investments, and/or identifies partners 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 across local markets. Shares thought leadership and best practices related to digital transformation internally and externally.

• Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's markets, and balancing these engagements against the management of small and medium business (SMB) segment(s). Engages with Channel Sales Managers (CS-SMB) and/or directly with channel partners to share insights about competitors' trends across local markets and collect feedback on partners' capabilities to close and renew deals that integrate multiple cloud solutions and acquire new customers that have high revenue potential.

Required Qualifications:

• Extensive marketing strategy, business planning, sales enablement, business development, technical pre-sales or related work experience OR equivalent experience

• Bachelor's Degree in Business, Marketing, Computer Science, or related field OR equivalent experience

• Significant experience of SMB Market, ideally within the ASIA region

Additional or preferred qualifications

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

• 6+ years experience managing others.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. This position is fixed‑term backfill explicitly linked to covering an injured worker absence.