SMB Commercial Solution Area – Data & AI in Multiple Locations, Australia

Why Microsoft

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.

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. This role is accountable to the growth of the Azure Net Customer Adds and Gross Customer Adds metrics across an area, while supporting a consistent strategy across stages. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centred on the customer.

Responsibilities

The purpose of this role

The role of the SMB Commercial Solution Area (CSA) business lead is to direct and establish the SMB CSA sales strategy, drive a cross-engine plan, and own the execution of the solution plays across ANZ. This includes owning and developing a comprehensive Data and AI strategy for ANZ, aimed at enhancing Fabric and AI Sales strategy. The impact of this role spans across cohorts of customers with a focus on partner execution on a fiscal quarter-to-quarter basis. The role interlocks with engines and stakeholders across the Global Partner Solutions (GPS), Sales Enablement and Operations (SE&O), and Telesales (Vendor Tele) organisations, ensuring a unified approach to data-driven decision making and AI implementation.

As part of the regional team, you will support the Azure business within the SMB segment in SMC by driving an end-to-end strategy to develop and grow both new-to-Cloud and new-to-Microsoft customers, and existing users of Azure via our partner ecosystem. 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.

Responsibilities:

• Sales Leadership & Strategy: Drive Azure revenue by optimizing GTM strategies, setting sales targets, and developing SMB initiatives. Influence SMB program investments.

• Team Leadership: Spearhead the “One SMB” v-Team to execute quarterly SMB CSA plans, leveraging key solution plays to enhance GTM efforts.

• Performance Management: Utilize data insights to steer CSA performance, align with stakeholders, and adjust strategies to boost business growth and market share.

• Deal Advancement: Employ “One Microsoft” approach to expedite strategic customer engagements.

• Execution Planning: Define and implement sales strategies, KPIs, and execution plans in collaboration with SMB stakeholders. Adapt sales sprint methodologies to drive results.

• Cross-Functional Direction: Lead a diverse v-team to establish business rhythms, set performance goals, and ensure plan adherence, addressing any execution gaps.

• Partner Ecosystem Management: Apply knowledge of partner ecosystems to secure stakeholder commitment and align on business plans for effective execution.

• Market Insight Utilization: Harness local market intelligence and SMB resources to identify customer opportunities and drive acquisition through strategic partner and program combinations. Advocate for resources based on local insights to enhance global strategies.

• SMB Growth Strategy: Propel Azure’s SMB segment growth using the Standard Deviation and Innovation Acceleration framework. Develop and support SMB business plans and solution plays.

• Collaborative Execution: Align with One Microsoft culture to manage SMB strategies, investments, and partner engagements. Identify and fulfill local market needs for capacity and capabilities.

• Digital Transformation Advocacy: Share digital transformation thought leadership and best practices. Evaluate SMB customer bases to identify growth opportunities and modernization potential.

• Strategic Market Expansion: Refine global strategies to attract new customers and expand CSP and tele sales across the SMB market. Activate go-to-market offerings to transition legacy customers to the cloud.

• Partner & Stakeholder Engagement: Challenge partners and stakeholders to fast-track digital transformation and cloud customer acquisition. Support complex deal realization and market penetration efforts.

• ROI Analysis & Investment Advocacy: Analyse ROI for customer/partner programs to guide investment decisions. Advocate for additional resources to seize high-potential opportunities.

• Cross-Functional Leadership: Engage with sales and marketing leaders to represent SMB interests in strategic business planning and discussions.

Qualifications

What skills do you need to have?

There will be many opportunities for you to learn and grow into this role and Microsoft. To be successful, you must have a deep understanding of the local market, how to drive outcomes through v-Teams and consensus, and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, and sales operations teams, driving Azure in SMB through the building, development, and execution of engines and programs to help customers with their first steps on the journey to Cloud.

Required/Minimum Qualifications

· 5+ years technology-related sales or account management experience

· OR Bachelor’s Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years technology-related sales or account management experience.

Additional or Preferred Qualifications

• 7+ years technology-related sales or account management experience

• OR Bachelor’s Degree in Information Technology, or related field AND 6 + years technology-related sales or account management experience

• OR Master’s Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 5+ years technology-related sales or account management experience.

• 5+ years of related experience in a Modern Work cloud sales and/or technical sales roles

• 2+ years of experience with the AI architecting and deploying AI workloads.

• High technical aptitude and hands-on experience working with enterprise AI, Cloud and Security solutions and programs, especially Microsoft’s Modern Work solutions.

Microsoft believes that by investing in our people and creating an inclusive environment, our team will do their best work. See our complete list of benefits and why we are recognised as an Endorsed Employer for Women by WORK180. Microsoft Benefits jobsnear.net WORK180 Endorsed Employer (https://work180.com/en-au/for-women/employer/microsoft/benefits)

Our mission is deeply inclusive. Inside Microsoft jobsnear.net Global Diversity and Inclusion at Microsoft (https://www.microsoft.com/en-us/diversity/inside-microsoft/default.aspx)

What next?

Even if you feel you may not meet 100% of the criteria, please apply. You may exceed your own expectations, or we may have another opportunity that suits your potential. While we’re not able to reach out directly to every applicant, we will always do our best to help you feel heard and supported throughout the experience.

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