Business Lead, Security (Small, Medium Business) - EMEA

Job Description

Overview

In 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 Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. 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.

As the SMB Business Lead, you will be accountable to the Security Solution Area business goals of Microsoft’s SMB business 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.

To be successful, you must have deep understanding of the local 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 business plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation.

This role is flexible in that you can work up to 50% from home and is open to all locations across EMEA

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.

Responsibilities

• SMB SME – Drives alignment on SMB Security solution play execution plans across relevant 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. Drives 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.
  • Customer SME: including participating in customer events, and delivery of customer webinars.
  • Partner: Deep understanding of key Security partner programs such as Surestep, Qualified Referral Program, Accelerated Growth Incentives, etc.

• Sales Performance - Manage SMB segment revenue growth and new net customer acquisition within local markets. Prioritize SMB-relevant campaigns & offerings to drive customer acquisition & growth. Develop strategies for securing Modern Work customers through activation of cloud solution provider (CSP) channel within the local SMB market. Share SMB customer insights and recommendations to shape programs that drive customer acquisition.
  • Revenue, Customer Adds, Net paid seat adds & other SMB priority metrics accountability.

• Sales Execution- Facilitates 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. Including ROB and orchestration of v-team across organizations.
  • Partner (SureStep; QRP; Channel Incentives & Offers)
  • Vendor tele (Local capacity & Training)
  • Strategic partnerships (Identify, Recruit and Manage)

• Deal execution - Where appropriate, supports 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).

• Customer Insights and Satisfaction - 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 and suggest amendment to improve satisfaction. Deep understanding of Cloud Ascent.

Qualifications

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND relevant Sales or Marketing experience with Information Technology products and/or services
  • OR equivalent experience.

• Relevant sales experience with Information Technology products/services
  • Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
  • Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
  • Enterprise and/or Channel Sales. Experience selling business to business IT solutions and meeting revenue targets.
  • Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.

• Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
  • Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately
  • Strong interpersonal skill, excellent oral, written, and verbal communication skills

• Desire to work in a competitive environment where growth potential is driven by one’s abilities and attitude
  • Solid Time Management Skills with an ability to work independently with a high level of integrity
• Leading, partnering and orchestrating with virtual teams of experts
  • Skill to breakdown complex information with the ability to thrive in an ambiguous, fast based environment
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
• Experience in Security, M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling).
  • Have completed one or more training and/or certification on MS-900 Microsoft 365 Fundamentals, Microsoft Security Ops Analyst Associate(SC-200) or similar information technology solutions or software applications.
  • Willing to attain certification in any MS-900 Microsoft 365 Fundamentals certification within 6 months.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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