中途採用/SMB Sales
仕事内容
Accountable for SMB segment performance outcomes, demonstrating strategy leadership in the development, execution, and management of SMB business plans by Solution Areas and sales engines, working with a virtual team of cross-functional stakeholders that deliver near-term outcomes while building the foundation for long term sustained success. Leads SMB fiscal year business planning by landing regional and/or global SMB strategy, identifying growth opportunities, prioritizing sales plays, identifying channel capacity needs, securing the necessary financial and talent investments, and developing the go-to-market execution plan; all done by gaining buy-in and alignment with cross-functional stakeholders. Manages SMB performance by Solution Areas and sales engines through a highly collaborative process to drive alignment, execution and results leveraging standardized business reporting to identify insights that influence current and future SMB investments across local market(s). Represents the voice of SMB customers, possessing deep knowledge of customer preferences, digital maturity and competitive landscape in the local market, driving action to build and inform SMB plans to execute relevant and timely global prioritized sales plays, while identifying local sales plays to optimize market demand. Proactively engages and represents SMB to secure support from cross-functional stakeholders' and leadership teams across Microsoft’s Sales and Marketing functions and is the point of escalation for SMB customer issues. Occasionally supports SMB sellers in closing strategically valuable deals.
Responsibilities
Sales Leadership, Planning, and Collaboration for Modern Work and Business Application
Accountable for delivering on revenue quotas as the business owner for Modern work and Business Application Areas by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies for subsegments of their local markets, and reviewing sales engine and partner performance. Helps orchestrate the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities, building the market around them to generate revenue. May directly support closing strategically valuable deals.
Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies knowledge of local markets to develop business strategies and determine optimal routes to market for achieving revenue targets. Builds execution plans for 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.
Facilitates collaboration across a v-team of internal cross-functional stakeholders across a multi-matrixed business. Develops expertise in the local partner ecosystem across customer segments to help identify opportunities to improve sales revenue. Sets expectations that support alignment on business plans within markets and/or Solution Areas. Defines performance targets, priorities, 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.
SMB Management
Develops and manages small and medium business (SMB) business plans, key plays, and program offerings within local markets in alignment with One Microsoft culture to achieve joint outcomes, align resources, and define roles and responsibilities for a team of cross-functional stakeholders. Works with virtual team stakeholders to identify needs for additional capacity or capabilities, coordinates efforts to build upon them as needed, and identifies potential partners to achieve revenue and consumption targets and drive business transformation. Manages SMB segment growth and the expansion of cloud-based solutions offerings within local markets.
Executes on the evaluation of small and medium business (SMB) customer base with virtual team stakeholders to understand drivers of customers' need to modernize. Prioritizes go-to-market offerings, and ensures channel partner recapture of expiring legacy end-customers to move their business to the cloud. Develops strategies for securing new cloud customers, identifies optimal existing or new solutions, and drives cloud solution provider (CSP) expansion within the local SMB market. Shares insights and recommendations for leveraging programs to drive cloud customer acquisition.
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, and balancing these engagements with the management of a small and medium business (SMB) segment. May engage with Territory Channel Managers (TCMs) together with channel partners to share insights about competitors in local markets and collect feedback on capabilities to close on deals and acquire new customers.
Evaluates customer and/or partner program performance across a local market to predict the likelihood of sustained or increased returns. Applies performance insights to influence investment decisions and optimize returns, identifies improvements to scale customer and/or partner programs across markets, and implements corrective action as needed to overcome obstacles. Establishes a rhythm of business to share this information with internal and external stakeholders.
Meets with internal and/or external stakeholders as needed to gain buy in and alignment on plans. Attends meetings with partners, distributors, and other business stakeholders to discuss plans, progress, and next steps to drive revenue and performance within channels, markets, and/or solution area(s). Leverages established engagement models to maintain alignment and positive rapport across stakeholders.
Works with internal stakeholders to 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. Serves as a point of contact for escalation of customer or partner issues and monitors local market feedback to suggest changes to customer or partner programs and engagements that improve satisfaction in doing business with Microsoft.
1097346
応募資格(必須経験など)
Qualifications
Required/Minimum Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 4+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
Additional or Preferred Qualifications
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 OR equivalent experience.
5+ years experience in relevant sales of Information Technology products/services.
English communcation skill for E-mail and Tele conference.