SMB Lead

Posted 13 days ago
Main Location
Redmond, WA, United States
Open jobs

The SMB Lead provides strategic direction on how to address the needs of customers in the SMB segments and how to best serve them. The SMB Lead must be focused on ensuring optimization of each of the sales and marketing engines to be able to tailor and drive our route to market in the segments. The SMB Lead must be a thought leader in how to drive Microsoft’s Cloud solutions to help customers transform themselves. The SMB Lead core accountabilities include: - Responsible for building a strong SMB Sales and Marketing v-team to drive the SMB businesses (from 1,000+ employee company to SOHO, traditional business to Startups) - Provides strategic direction on how to address the needs of customers in SMB.


The SMB Lead achieves impact mainly through:

  1. Well developed and high performing team: Make the SMB team an inspiring organization where people are the most valuable asset; Build a dynamic, agile team, passionate and unified around achieving goals; Develop a culture of excellence in execution; Create and support individual contributors (IC) development plans; Build organizational (SMB) brand value, to attract and retain talent.
  2. Maximize the Customer Experience through strong customer relationships. Supplement global data with local insights to optimize for customer life time value through acquisition, retention and growth strategies leveraging scalable routes to market.
  3. Business strategy and plans to achieve SMB Segment goals: Lead the SMB segment in strategic sales planning that includes customer segmentation, coverage and engines. Drive proper resourcing sharing and alignment with other groups across Microsoft; Drive Customer Acquisition, Retention and Growth initiatives.
  4. Disciplined and predictable business: Hold regular business reviews with team members, checking for adherence to business processes and tools; Leverage sellers in Microsoft’s partners and integrate them into the co-engagement process with clear accountabilities. Introduce a test and learn culture to foster organizational learning through experimentation.
  5. Scale through partner and marketing: Cross group collaboration with One Commercial Partner and Global Demand Generation teams, CMO & BGs to scale sales and marketing effect significantly. Work across Microsoft to mobilize for reach amplification, with customer acquisition as a main priority.
  6. Leadership and orchestration of resources to win through and with partners: Work together with the One Commercial Partner (OCP) organization to address partner capacity and capability needs; Engage Product Marketing to drive the right value proposition to customers;

The successful candidate is an experienced sales and marketing leader with deep SMB customer insights, a track record of business strategy, sales leadership and hands-on execution excellence. Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics:

- 12+ years' experience by leading sales or marketing teams along complex sales cycles within a Partner ecosystem and centralized marketing engine.

- Demonstrable experience devising and managing sales and marketing programs to meet the needs of partners and customers.

- Passion for driving results, using test and learn, and seeing projects through to completion.

- Ability to orchestrate and influence execution and business outcomes.

- Deeply understanding the diverse business needs of the SMB customers.

- Influence Corp on innovative solutions to address customer needs to scale.

- Positive attitude and high confidence managing through times of change & economic diversity.

- Bachelor’s degree: (Computer Science, similar information technology-related discipline or Business Administration) or equivalent job experience. Preferred MBA or master’s degree or equivalent job experience

-Fluent in English & Japanese


Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 


Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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SMB Lead
Microsoft Corporation