【日本マイクロソフト株式会社】SMB Sales
仕事内容
Responsibilities
Sales Leadership, Planning, and Collaboration
Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by leading the development of small and medium business (SMB) strategies for the local market. Drives the end-to-end execution of current and future SMB growth plans by ensuring revenue delivery targets are clearly defined in business plans to enable consistent and scalable delivery on goals by engine, Solution Areas, and SMB sub-segments. 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' leadership when required.
Directs long-term small and medium business (SMB) 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 SMB execution plans across SMB sub-segments, engines and Solution Areas. Evaluates SMB performance against growth targets across SMB sub-segments, engines and Solution Areas holding SMB Sales roles accountable for achieving growth targets and optimizing return on investment (ROI) and spend. Defines strategies for securing additional investment from subsidiary leaders 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. May work with local governing entities to influence policies and coordinate on strategic planning.
Holds small and medium business (SMB) Sales roles across markets and/or subsidiaries accountable for developing execution plans for local market by sales engines and SMB subsegment, 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 SMB sub-segments. 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.
Defines long-term strategies, influences orchestration model evolution, and governance for small and medium business (SMB) Sales roles that work with Microsoft's external partners and v-teams 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 SMB sub-segments, partners, engines, 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 small and medium business (SMB) sub-segment growth by identifying limitations in SMB resources and investments, sharing thought leadership and the voice of the customer, and defining insights and actions that direct SMB Sales roles and virtual sales teams 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 SMB sub-segments, ensures local SMB segment performance is benchmarked against global data, and shares breakthrough insights with business decision-makers to secure and align investments that drive plan
execution across SMB sub-segments, partners, engines, and Solution Areas at scale.
SMB Management
Defines long-term strategies and expectations for small and medium business (SMB) 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 SMB revenue across Solution Areas for local markets, ensures teams are aligned on priorities, and builds upon capacity and capability as needed to achieve revenue, consumption, 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.
Defines long-term strategies for driving digital transformation across small and medium business (SMB) segments and markets, and aligns go-to-market priorities that enable partner recapture of expiring legacy end-customers at scale. Leverages success stories from digital transformations to define a strategy and vision for digital transformation that influences channel strategies and go-to-market offerings across Solution Areas and SMB sub-segments. Develops long-term strategies for driving cloud solution provider (CSP) expansion across SMB markets, shares thought leadership internally and externally to make business cases for digital transformations, and defines targets for securing new cloud customers across SMB sub-segments and Solution Areas.
Leads reviews of investment budgets for small and medium business (SMB) customer and/or partner programs. Leverages aggregate insights from analyses of programs' return on investment (ROI) to secure additional investments from a range of sources as needed to maximize current and future market opportunities, and to execute on strategies to scale across SMB segments.
Defines long-term strategies and priorities to drive continuous improvement of customer program performance in local markets. Holds small and medium
business (SMB) Sales teams accountable for sharing key insights that influence investment decisions that optimize returns, identifies and implements scalable improvements to programs across markets, and takes corrective action as needed to overcome obstacles. Shares thought leadership and relevant insights with internal and external stakeholders and leadership to gain support and buy in for program improvements.
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 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.
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.
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 8+ years relevant Sales or Marketing experience with Information Technology products and/or services
o OR equivalent experience.
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
o OR equivalent experience.
12+ years experience in relevant sales of Information Technology products/services.