Regional Business Leader, Business Applications (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 Regional Business leader for Business Application, you will be accountable to the SMB segment business goals and be the SMB customer advocate across the organization. You are expected to provide strategic direction and drive alignment, influence, and impact across the organization, while helping nurture and grow leaders within the organization. This requires continuous innovation and evolution of our sales strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local markets, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market, specifically the partner channel ecosystem. You will lead a sales organization and work with key business partners from the partner, products and services, marketing, finance, 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

Responsibilities

• Managing Partner and Leader/Stakeholder Connections - Proactively cultivates trusting and influential relationships with leaders/stakeholders. Drives cross-organizational clarity and supplements global data with local insights to optimize customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market. Experienced in building and maintaining Executive level (CXO) stakeholder relationships and leading value proposition conversations aligned to customer or partner priorities and outcomes.
• Sales Planning and Execution– Provides strategic direction in the development of connected execution plans across sales engines and stays accountable to the successful cross-organization execution of plans. Lands overall sales transformation strategy and drives alignment to that strategy. Defines a governance model for evaluating progress on plan execution, identifies gaps in plan execution and takes corrective action as needed.
• SMB Management - Manage SMB segment revenue growth and net new customer adds on cloud-based solutions offerings within local markets. Prioritize go-to-market offerings and ensure channel partner recapture of expiring legacy end-customers to move their business to the cloud. Develop strategies for securing cloud customers through cloud solution provider (CSP) expansion within the local SMB market. Share SMB customer insights and recommendations to shape programs that drive cloud customer acquisition.
• Sales Leadership – Given deep customer and market insights, drives growth with the ideal mix of go-to-market (GTM) approaches, defines sales engine targets, strategies for subsegments of local markets, and works with others to ensure sales engine and partner performance. Coaches their team to successfully execute the sales plays and facilitates collaboration across the business (e.g., Finance, Business Group Leaderships, Marketing, Digital Sales, Global Partner Solutions) 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.
• Deal execution - Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with and through local partners.
• Customer/Partner 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.
• Culture and leadership at Scale: Drives initiatives and capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally or develop plans to attract needed talent to Microsoft. Develops a high-performing team by hiring diverse talent, prioritizing development, and leading by example.

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.
• A self-starter with a track record of consistently meeting or exceeding sales targets
• 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
• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
• 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.
• 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.
• Have completed one or more training on: Azure - Microsoft Certified: Azure Fundamentals (AZ-900), Cross Solution Fundamentals Achievement (HR LP 4734), Biz Apps - Biz Apps Fundamentals Certification (LP 4439), Modern Work / Generalist - Cross Solution Fundamentals Certification (LP 4454); Microsoft 365 Fundamentals (MS-900); Microsoft 365 Security Administration (MS-500)

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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