About this role

Overview At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.The Small and Medium Business (SMB) segment within SME&C 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.As the Cloud and AI Business Lead, you will lead and build the Strategy of business to grow and achieve the targets of the Cloud and AI business. You will also analyse and decide the best path to achieve the Revenue goals by working with the various Sales engines and identifying the right Sales motion. Lastly, you will also work directly with customers and partners that are not covered by the Partner Sales team, leading from the front. In this role, you will build and accelerate your Sales, Stakeholder & Business Management and Business analytic skills.As the SMB Business Lead, you will be accountable to the Cloud and AI business goals of Microsoft’s SMB business for assigned territory and be the SMB customer advocate across the organization. This requires continuous innovation and evolution of our solution sales execution strategy, while remaining centered on the customer.<div>To succeed in this role, you will need a strong understanding of the local market, customer acquisition, cross-sell and upsell motions across services/products and the respective routes to market.</div><div> </div><div>You will collaborate with regional SMB Business Leads, Partner Sales, Digital Sales, Partner, Marketing and Operations teams. Together, you will align the SMB go-to-market strategy and sales execution plan, prioritise the right investments, and maintain consistent execution to meet sales targets, address customer needs and accelerate digital transformation. 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.</div> Responsibilities <ul><li>Drive SMB integrated business plans across all solution plays & relevant sales engines, define plan priorities and key performance indicators (KPIs), and provide guidance on plan details for small and medium business (SMB) stakeholders.</li><li>Guide extended sales team to develop execution plans for solution plays and hold them accountable for meeting key performance indicators (KPIs) targets, growth targets, optimizing return on investment (ROI) and aligning priorities with key stakeholders.</li><li>Develop strategies for securing customers through activation of cloud solution provider (CSP) channel within the local SMB market.</li><li>Contribute insights to 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.</li><li>Facilitate collaboration across the business to identify needs for additional capacity or capabilities, coordinate efforts to build upon them as needed, and identify potential partners to help achieve revenue, customer acquisition and consumption targets and drive business transformation. </li><li>Support the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with key stakeholders (ex. via Channel Sales, Swarm). </li><li>Share SMB customer insights and recommendations to shape programs that drive customer acquisition and participate in SMB customer events, and delivery of customer webinars. </li></ul> Qualifications Required Qualifications (RQs) <a name="_Hlk106370690"></a><ul><li>Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services<ul style="list-style-type: circle;"><li>OR equivalent experience.</li></ul></li></ul> Preferred Qualifications (PQs)<ul><li>Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services<ul style="list-style-type: circle;"><li>OR equivalent experience.</li></ul></li><li>10+ years relevant sales experience with Information Technology products/services.</li><li>4+ years experience managing others.</li></ul> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>