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Business Lead, Business Applications

4 months ago

Dublin, Dublin City, Ireland Microsoft Corporation Full time

In SMC and Digital Sales, 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. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers 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 SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Small and Medium Business (SMB) segment within SMC 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 SMB Business Lead, you are accountable to Business Applications business goals of Microsoft's SMB business and be the customer advocate across the organization. This requires continuous innovation and evolution of our sales execution strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local market, customer acquisition engines and partner programs and motions across services/products and the respective routes-to-market. You will lead a v-team of key business stakeholders from the partner, products and services, marketing, and sales operations teams, drive alignment on the SMB solution area strategy through the development of a holistic business plan and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation. This role is flexible in that you can work up to 50% from home.

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

  • SMB SME - Builds SMB solution play execution plans across relevant sales engines, defines plan priorities and key performance indicators (KPIs), and provides coaching and guidance on plan details for small and medium business (SMB) stakeholders. Defines rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution, and taking corrective action as needed.
  • Customer SME: including participating in customer events, and delivery customer webinars.
  • Partner: Deep understanding of partner programs such as Surestep, QRP, BGI.
  • Sales Performance - Manage SMB segment revenue growth and new net customer adds on cloud-based solutions offerings within local markets. Prioritize go-to-market offerings and ensure channel partner recapture of expiring legacy end-customers to move their business to the cloud. Develop strategies for securing cloud customers through cloud solution provider (CSP) expansion within the local SMB market. Share SMB customer insights and recommendations to shape programs that drive cloud customer acquisition.
  • Revenue, Customer Adds and SMB priority metrics accountability.
  • Sales Execution - Facilitates collaboration across the business to identify needs for additional capacity or capabilities, coordinate efforts to build upon them as needed, and identify potential partners to help achieve revenue, customer acquisition and consumption targets and drive business transformation. Including ROB and orchestration of v-team across organizations
  • Partner (SureStep; BGI; QRP; Deal Desk; Channel Incentives & Offers)
  • Vendor tele (Local capacity & Training)
  • Strategic partnerships (Identify, Recruit and Manage)
  • Deal execution - Where appropriate, supports the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with and through local partners.
  • Customer Insights and Satisfaction - Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction. Deep understanding of CLAS.

Qualifications

  • Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND relevant Sales or Marketing experience with Information Technology products and/or services OR relevant sales experience with Information Technology product/services
  • OR equivalent experience.
  • A self-starter with a track record of consistently meeting or exceeding sales targets
  • Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools
  • Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately
  • Strong interpersonal skill, excellent oral, written, and verbal communication skills
  • Desire to work in a competitive environment where growth potential is driven by one's abilities and attitude
  • Solid Time Management Skills with an ability to work independently with a high level of integrity
  • Leading, partnering and orchestrating with virtual teams of experts
  • Skill to breakdown complex information with the ability to thrive in an ambiguous, fast based environment
  • Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
  • Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
  • Enterprise and/or Channel Sales. Experience selling business to business IT solutions and meeting revenue targets.
  • Experience with selling CRM/ERP or similar software-as-a-service, cloud-based business applications to large enterprise accounts exceeding sales targets.
  • Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
  • Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
  • Understanding of business solutions, specifically CRM and/or ERP applications including one or more of: Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.
  • Have completed one or more training and/or certification on these Microsoft technologies (Power BI, Power Platform, or Dynamics 365) or similar information technology solutions or software applications
  • Willing to attain certification in any Microsoft Business application technologies within 12 months.

#smbbusinesslead

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 ) .