Small Medium Business (SMB) Licensing Go-to-Market (GTM) Business Architect - Microsoft Corporation

Microsoft's Commerical Sales Areas (CSA) Small and Medium Business (SMB) team is dedicated to empowering every Small and Medium Business worldwide to achieve more. This high performing team shapes the go-to-market strategy to bring compelling Microsoft cloud solutions to millions of customers in a globally scalable way, growing revenue and market share while always inspiring to be the best technology platform for our Customers and Partners. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission. We are hiring for a Small and Medium Business (SMB) Licensing Go-To-Market (GTM) Business Architect. In this role you will drive the Small and Medium Business (SMB) segment commercial licensing Go-To-Market (GTM) strategy, landing and change management through clear sales guidance deliverables that cover licensing support resourcing, key policy and process changes, and license modernization as measured by revenue attainment across pricing levels. You will provide licensing readiness to our SMB sales community and engines to help achieve revenue and customer satisfaction goals. You will work with the licensing global business planning team, the global partner solutions team and the solution area strategy teams to shape the licensing programs, offerings and execution process that unlock more SMB business growth. This opportunity will allow you to develop a deep business acumen, become adept at driving complex stakeholder alignment and develop process and programs that help unblock barriers to growth. This role is open to a remote work from home set up operating mainly within the US/Canada time zone. 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** + **Problem Solving and Insights:** Synthesizes findings into insights to develop SMB licensing strategy recommendations and execution guidance. Seeks to provide thought leadership and proposed solutions to address issues (e.g., sales trend identification, licensing program and process gaps, sales capacity and capability gaps) to unlock potential future growth opportunities. Assists with creating frameworks and works with key stakeholders in the field sales and digital sales team to see what is and is not working to develop the right sales processes or guidance. + **Sales Analysis:** Collects information from various reporting and stakeholder feedback (e.g., product reports, previous sales revenue, stakeholder feedback, expert calls); conducts analyses (e.g., financial modeling, licensing renewal levels and licensing shifts and mix, sales resource capacity) to validate proposed ideas and inform Field Sales and Partner sales strategies. Assists in creating initial framing established by project lead for strategic questions and applies structure to analysis. + **Sales Strategy Project/Program Leadership:** Develops, manages, and executes licensing strategy project(s) as a project/program lead through defining execution plans, setting targets, deliverables and timing expectations, providing structure and guidance for others; proactively identifies and address roadblocks. Manages projects independently and/or in collaboration with appropriate stakeholders. + **Cross Functional Joint Planning:** Establishes and maintains key points of contact with internal teams (e.g., Business Planning, Solution Sales Strategy, Finance, Marketing, Engineering, Field Sales). Manages and cultivates relationships with leaders of internal teams. Consults with business leaders on licensing and related sales processes expertise, leveraging and broadening deep sales/product knowledge to inform strategic sales planning decision. + **Sales Readiness:** Collaborates with business, platform, and tools experts to provide the sales readiness to accelerate SMB revenue. Addresses any tools, platform, or business escalations when needed. Develops and delivers licensing readiness and shares best practices with Commercial Executives, licensing associates and other SMB sales teams. + **Other** + Embody our culture and values **Qualifications** Required/Minimum Qualifications + Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 4+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field + OR equivalent experience. + 3+ years experience in Near Term Strategy (1-2 years out), Management Consulting, or Finance. Additional or Preferred Qualifications + Master's Degree in Business Administration or related field AND 5+ years of marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and/or partner organization experience OR Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field + 6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance. + 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales OR equivalent experience. + Deep understanding of Microsoft licensing programs. + Previous experience as a Commercial Executive and/or working with Commercial Executives and Business desk. Sales Strategy Enablement IC4 - The typical base pay range for this role across the U.S. is USD $103,800 - $200,300 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 $133,700 - $219,200 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay Microsoft will accept applications for the role until October 22, 2024. Microsoft is an equal opportunity employer. Consistent with applicable law, 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 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) .