SMB Sales Manager - Cloud & AI Platforms

Job description

**Overview** As the Sales Leader for SMB CAIP Sales for japan, This individual is accountable for delivering on revenue quotas as the business owner. The manager oversees and develops long-term small and medium business growth and investment business planning in partnership with stakeholder team(s) in local market(s). Ensures small and medium business Sales roles are leveraging market expertise and insights. Oversees a small and medium business Sales team developing and managing business plans for one or more solution areas across local market(s). Drives digital transformation across small and medium business segments and markets. Coaches small and medium business Sales roles on engagements with customers and virtual team and/or partner stakeholders. Defines strategies and priorities to drive continuous improvement of customer and/or partner program performance in local markets. Engages with, influences, and gains buy-in and alignment on strategies and plans from internal and/or external leadership teams. Proactively manages relationships and engagements with small and medium business Sales and leadership teams across internal sales and marketing organizations. Defines guidelines and expectations for small and medium business Sales teams' partnerships with internal stakeholders to ensure continuity in the execution of programs across markets. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. **Responsibilities** ### People Management - Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others. ### Sales Leadership, Planning, and Collaboration - Ensures small and medium business (SMB) Sales roles are leveraging market expertise and insights to identify optimal routes to market, maintain growth engines, and define sale engine execution plans that optimally achieve revenue targets. Manages partnerships with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) to drive the identification and realization of growth targets, and the development of go-to-market strategies and execution plans by SMB sub-segment and Solution Areas. Coaches SMB Sales to develop execution plans for sales engines and sales plays with partners, and holds them accountable for meeting key performance indicators (KPIs) targets and aligning priorities with key stakeholders. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes. - Oversees and develops long-term small and medium business (SMB) growth and investment business planning in partnership with SMB stakeholder team(s) in local market(s), and monitors the use of resources and investments to drive SMB execution plans and to maintain revenue growth across Solution Areas. Holds SMB Sales roles accountable for achieving growth targets and for the evaluation of performance against growth targets while also optimizing return on investment (ROI) and spend. Structures financial details for requests for additional investment and demonstrates business impact and ROI from previous investments to make a business case with executive stakeholders, as needed to drive plan execution and sustain revenue growth, customer acquisition, and expansion of market share. May work with local governing entities to influence policies and market dynamics in their region(s). - Ensures small and medium business (SMB) Sales team(s) can identify and share local market insights. Coaches others to apply expertise in local SMB segments, campaigns, competitors, market trends, and digital maturity to understand the voice of the customer in their markets, identify sales plays and partner solution offerings to address local customer business needs, optimize demand generation, and influence plan execution across routes to market. Ensures insights are benchmarked against growth in other markets and shared with internal stakeholders to petition for additional resources and/or investments, and coaches team members and v-team stakeholders to optimally use local market insights to drive and influence plan execution. - Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas, developing small and medium business (SMB) strategies for the local market by sub-segment, defining sales engine targets, and reviewing sales engine and partner performance. Proactively manages the end-to-end orchestration and execution of SMB growth plans, coaches extended virtual team members, and meets with leadership to build mindshare and influence decision-making. Holds SMB Sales roles accountable for driving revenue growth across Solution Areas, and champions efforts to influence local market dynamics to generate revenue. Ensures revenue delivery targets are included in partner business plans at a level to deliver on all goals across partners. May work directly with customers to influence the closing of strategically valuable deals. - Manages one or more v-teams (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Ensures small and medium business (SMB) Sales roles are appropriately leveraging resources across their local partner ecosystem(s), and setting expectations with v-team stakeholders to drive execution of business plans and revenue growth across SMB segment and Solution Areas. Clearly defines and aligns expectations for partners' and v-team members' roles, performance targets, priorities, rhythm of business (ROB), and governance to ensure they are clearly aligned with customer and business needs and priorities. Reviews progress on plan execution and revenue targets with teams across SMB sub-segments, partners, engines, and Solution Areas, identifies gaps and opportunities, and ensures that corrective actions are taken as needed. Shares best practices and provides guidance to SMB Sales around leading v-teams. ### SMB Management - Oversees a small and medium business (SMB) Sales team developing and managing business plans for one or more solution areas across local market(s). Serves as escalation point for business planning and ensures virtual teams' stakeholders are aligned on priorities and have the resources needed to identify and deliver optimal solutions for customers. Accountable for SMB revenue across local market(s) and ensures their team(s) address capacity and capability needs as needed to achieve revenue, consumption, customer acquisition, and digital business transformation targets. Shares best practices related to business plan management across teams. - Reviews investment budgets for small and medium business (SMB) customer and/or partner programs. Ensures that SMB Sales roles are sharing insights from analyses of programs' return on investment (ROI) with internal teams (e.g., Marketing, One Commercial Partner) as needed to influence decision making related to investment budgets, and seeks out additional investments as needed to maximize market opportunities and execute on strategies. - Drives digital transformation across small and medium business (SMB) segments and markets to define strategies and business cases that drive customer investment in digital transformation, and ensures that go-to-market priorities are aligned and optimized to enable partner recapture of expiring legacy end-customers. Influences the development of channel strategies and go-to-market offerings that drive cloud solution provider (CSP) and other engines (e.g., vendor tele) expansion across SMB markets. Shares success stories and best practices to optimize the use of programs and partners to drive cloud customer acquisition. - Defines strategies and priorities to drive continuous improvement of customer and/or partner program performance in local markets. Shares aggregate insights with internal business stakeholders to influence investment decisions and optimize returns, drive scalable improvements to programs performance in local markets, and develop strategies and governance models for overcoming obstacles. Holds self and others accountable for sharing key insights and best practices with internal and external stakeholders working across small and medium business (SMB) segment. - Coaches, sets expectations for small and medium business (SMB) Sales teams, and participates in engagements with virtual team and/or partner stakeholders to support the scalable realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share, as required. Shares strategies and best practices with SMB Sales teams, virtual team stakeholders, and/or partners on ways to leverage market and competitive trends, and reviews feedback on partners' capabilities to close and renew deals that integrate multiple cloud solutions and acquire new customers that have high revenue potential. - Engages with, influences, and gains buy-in and alignment on strategies and plans from internal and/or external leadership teams. Attends meetings with partners, distributors, and business leaders to discuss plans, progress, and next steps to drive revenue and performance across channels, and/or Solution Areas. Defines new engagement models and shares best practices and expectations for utilizing those models to maintain alignment and positive rapport across senior-level stakeholders. - Defines guidelines and expectations for small and medium business (SMB) Sales teams' partnerships with internal stakeholders to ensure continuity in the execution of SMB programs across markets. Holds SMB Sales teams accountable for monitoring trends in customer feedback, escalating customer issues, and leveraging best practices and feedback to improve program execution and satisfaction in doing business with Microsoft. Shares feedback with Business Groups and other relevant internal stakeholders the support improvements in engagements across SMB segments and markets. Understands customer and partner satisfaction scores and insights and supports action plans to address areas of opportunities. - Proactively manages relationships and engagements with small and medium business (SMB) Sales and leadership teams across internal sales and marketing organizations. Ensures key topics by Solution Area are represented in business discussions and planning, investments support those areas, and SMB Solution Area performance is discussed. Shares expertise with team members and leadership to influence decisions about the future direction of SMB segments regionally and globally. **Qualifications** - Required/minimum 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. - 2+ years experience managing others. - Native level Japanese and business level English ### Additional or preferred qualifications - 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 OR equivalent experience. - 10+ years relevant sales experience with Information Technology products/services. - 4+ years experience managing others. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. --- 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 [**requesting accommodations.**](https://careers.microsoft.com/v2/global/en/accessibility.html)