SME&C Vendor Digital Sales Asia Lead

Job description

**Overview** In Small and Medium Enterprise & Channels (SME&C) 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. The SME&C organization is one of the fastest growing customer segments for Microsoft - this is where you come in. You will lead a team who supports a dedicated set of customers, at scale, 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 SME&C Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. The **Small and Medium Business (SMB)** segment within SME&C 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 **Vendor Digital Sales (VDS) Lead** in ASIA, this opportunity will allow you to accelerate your career growth, develop deep business acumen and demonstrate sales leadership abilities. You will be accountable for the SMB ASIA VDS business and be the SMB customer advocate from Vendor Digital Sales engagements across the organization. This requires continuous innovation and evolution of our solution sales execution strategy, while remaining centered on the customer and engagement with our partners. To be successful, you must have deep understanding of the local markets, customer acquisition engines and upsell/cross-sell motions across services/products and strong engagements with our partners. This role involves analyzing and enhancing sales strategies to drive market success, fostering customer value realization, and leading go-to-market initiatives for revenue growth. Additionally, it includes people management responsibilities, promoting a culture of inclusion and collaboration, and leveraging industry expertise to drive digital transformation and business growth. 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** **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** - Accountable for delivering on revenue quotas as the business owner for VDS by leading the development of ASIA VDS strategies for the region. Drives the end-to-end execution of current and future SMB and VDS growth plans by ensuring revenue delivery targets are clearly defined in business plans to enable consistent and scalable delivery on goals by motions. Influences customers' and partners' leadership to achieve objectives by modernizing their business and updating processes and governance. Shares expertise and best practices for acting as a change agent influencing and building markets to enable the realization of revenue targets. Influences the closing of strategically valuable deals across Solution Areas by supporting other sales functions and working directly with customers' and partners’ leadership when required. - Directs long-term ASIA VDS growth and investment business planning across SMB stakeholder team(s), influences corporate resource investment and growth strategies, and optimizes the use of internal and external resources and investments to drive VDS execution plans across Solution Areas. Evaluates VDS performance against growth targets, holding SMB Sales roles accountable for achieving growth targets and optimizing return on investment (ROI) and spend. Defines strategies for securing additional investment from the leadership team and demonstrating business impact and ROI from previous investments, as needed to drive plan execution and sustain revenue growth, customer acquisition, and expansion of market share across SMB segments. - Holds SMB Sales roles across markets accountable for developing execution plans for local market by motions, and for driving plan execution via cross-functional teams. Shares thought leadership, competitive insights, and best practices that are relevant across markets with stakeholder teams to lead the development of long-term go-to-market strategies that will sustain revenue growth across VDS. Sets expectations for SMB Sales across markets on the development of long-term execution strategies and sales plays, coaches them on best practices for plan execution, and holds them accountable for meeting key performance indicators (KPIs) and revenue growth targets across Solution Areas. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes. - Defines long-term strategies, influences orchestration model evolution, and governance for VDS that work with Microsoft's external partners and v-teams (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across multi-matrixed businesses, ensuring that stakeholders are aligned on roles and expectations. Shares thought leadership and best practices for leveraging partner resources, aligning stakeholders, gaining plan buy-in, defining a rhythm of business (ROB), and ensuring plan execution drives revenue growth across motions, partners, and Solution Areas. Reviews revenue performance against targets to identify gaps and opportunities, and suggests scalable ways to execute corrective actions across teams and programs. - Shares strategic insights gathered across local market to drive and scale VDS growth by identifying limitations in resources and investments, sharing thought leadership and the voice of the customer and partners, and defining insights and actions to identify local sales plays and partner solution offerings. Addresses local customer business needs, optimizes demand generation, secures additional budget, and influences long-term plan execution. Influences strategic planning across motions, ensures ASIA VDS performance is benchmarked against global data, and shares breakthrough insights with business decision-makers to secure and align investments that drive plan execution across motions, partners, and Solution Areas at scale. **VDS Sales Management** - Defines long-term strategies and expectations for ASIA VDS business plan development and management across local markets. Collaborates with internal leadership across organizations to ensure virtual teams have investments and resources needed to identify and deliver optimal solutions for customers. Accountable for overall VDS revenue across Solution Areas for local markets, ensures teams are aligned on priorities, and builds upon capacity and capability as needed to achieve revenue, and customer acquisition targets, and to drive business transformation. Shares thought leadership and best practices with internal and external stakeholders across markets to advocate for Microsoft and its digital solution offerings. - Coaches, sets expectations for VDS 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. - Proactively manages relationships and engagements with 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. - Defines guidelines and expectations for VDS Sales teams' partnerships with internal stakeholders to ensure continuity in the execution of SMB programs across markets. Holds VDS 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. **Qualifications** **Required/Minimum 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. - 4+ years experience managing others. **Additional or preferred qualifications** - Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 12+ years relevant Sales or Marketing experience with Information Technology products and/or services; OR equivalent experience. - 12+ years relevant sales experience with Information Technology products/services. - 6+ years experience managing others. - Stakeholder Strategic Partnerships: The ability to build and maintain business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. It involves effective relationship management, stakeholder engagement, and the ability to confidently project executive presence. This capability empowers professionals to cultivate collaborative partnerships, drive business growth, and establish themselves as valued advisors in their field. The ability to guide customers' thinking through active listening, questioning, and reflecting; provides vital insight and seamless service to help define needs and then provide advice. **Required Upon Hire and Critical/Important** - Business Relationship Management The ability to develop and maintain positive working relationships with supervisors, staff, managers, customers, and vendors. This includes expressing empathy and compassion when dealing with the needs and problems of others, being approachable, taking time to address the concerns of coworkers, and treating others with respect and dignity. - Executive Relationships: The ability to interact confidently with senior leaders of the organization in order to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle push back from a high-level audience, and maintain an executive dASIAnor while engaging in difficult or sometimes high-pressure situations. - Trusted Advisor: The ability to build trusted advisor status and deep relationships across stakeholders (e.g., technical decision makers, business decision makers) through an understanding of customer needs and technologies. - Developing Sales Talent: The ability to grow, develop and retain high performing, diverse sales teams. This includes leading and managing cross functional teams across the business and through change, uniting them to achieve shared objectives. 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)