Senior Director, Small Medium Business (SMB) Sales Leader, Business Applications at Microsoft

In Business Applications we strive to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.  

We are hiring a Senior Director, Small Medium Business (SMB) Sales Leader, Business Applications.

The Small Medium Business segment comprises in over 80 million entities Worldwide up to 300 employees and thousands of companies managed by partners. Few years ago, Microsoft launched an all in one ERP solution Dynamics 365 Business Central that is one of the fastest growing products in the history of the Company. Harnessing Artificial Intelligence (AI) capabilities, the solution continues to grow at an accelerated pace driven by a  network of value-added resellers and independent software vendors (ISVs). The SMB Business Applications Lead will manage the business in their respective Region, driving and enabling an omnichannel strategy through direct and indirect channels, as well vendor tele and modernization sales engines to address the $50B opportunity in the Market.

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.

Qualifications

Required/Minimum Qualifications

• 9+ years technology-related sales or account management experience
  • OR Bachelors Degree in Computer Science, Information Technology, Business Administration, or related field AND 8+ years technology-related sales or account management experience.
• 8+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales

 Additional or Preferred Qualifications

• 12+ years technology-related sales or account management experience
  • OR Bachelors Degree in Information Technology, or related field AND 10+ years technology-related sales or account management experience
  • OR Masters Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 8+ years technology-related sales or account management experience.
• 10+ years services sales or account management experience.
• 4+ years people management experience
• 5+ years of experience with either ERP, CRM, Power Platform sales and/or marketing
• Deep understanding and knowledge of SMC customer business needs, challenges
• Experience with deal cycles with Cloud services and/or programmatic scale campaigns that drive new Cloud business

Solution Area Specialists IC6 - The typical base pay range for this role across the U.S. is USD $155,000 - $243,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $198,800 - $267,000 per year.

Microsoft will accept applications for the role until September 17, 2024.

Responsibilities

The Americas SMB Business Applications Leader is leading the sales of Dynamics 365 and Power Platform portfolio, with a particular focus on enterprise resource planning (ERP) for the SMB segment. With deep experience managing direct and indirect channel sales, the leader will demonstrate ability to understand the principles of digital sales, creation, and management of programs, as well as enablement of channel-based sellers. The ability to manage by influence rather than direct authority is a key attribute as well as the experience of navigating the organization, responding to direct inquiries of Regional and Worldwide sales leaders. The relationship with channel executives, driving partner incentives programs is a fundamental skill of this leader. The SMB Business Applications Regional Leader is responsible for the following priorities:

• Deliver Business Applications portfolio of solutions revenues and Customer acquisition goals for the Region, enabling, and empowering direct and indirect channel sellers to achieve more
• Experience with SureStep or similar investment models is critical to success in this role
• Land and optimize Sales strategy and programmatic execution across direct and indirect channels
• Ability to navigate with internal regional sales leaders, as well channel-based leaders, relationship with Global System Integrators, as well Indirect Providers executives
• Determine, prioritize, and land SMB specific Sales Plays including playbooks, sales programs, and readiness to ensure that all partners and respective sellers understand, articulating the business and technical value proposition to unlock new business value for customers
• Lead the rhythm of the business, with internal connection with Sales Excellence and Finance organization to unlock data evidence and distil business insights, driving recommendation where to increase, adjust or reduce investments
• Capture voice of customer and partner with regular engagements to understand core needs and communicate critical insights to segment, solution areas, product teams leadership
• Lead a clear and pragmatic Partner strategy in partnership with our Global Partner Solutions (GPS) organization to scale our reach and deliver exceptional experience to customers
• Lead stakeholder alignments for Business Applications across SMB sales teams, Global Demand Center/Marketing, Product, GPS, and Sales excellence to ensure one cohesive plan, clear roles, and responsibilities