Head of Azure Cloud - SMB Asia

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 Cloud Solution Area Business Lead, focused on Azure, you will be accountable to the Azure business goals of Microsoft in the SMB segment and be the SMB customer advocate across the organization. This requires continuous innovation and evolution of our Solution sales execution strategy, while remaining centered on the customer. 

To be successful, you must have deep understanding of the local market, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market. You will lead a team of Azure consumption experts and a v-team of key business partners from the partner, products and services, marketing, and operations teams, driving alignment on the SMB Azure 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. 

Key Experiences: 

• 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 

Required/Minimum Qualifications 

Bachelor’s degree in Business administration, Sales, Marketing, Economics, Engineering, or related field AND 6+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.  
 
7+ years experience managing others. 

Additional or Preferred Qualifications (PQs) 

Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, Computer Science or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services  

OR equivalent experience.  

Professional   

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. 10+ years’ experience selling business to business IT solutions and meeting revenue 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.  

Technical  

Have completed one or more training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or higher.   

Willing to attain certification in Azure (AZ-900) within 12 months. 

Leadership in Sales Performance and Strategy 

• Lead the SMB segment revenue growth through the acquisition of new customers and growth of existing customers across Asia. 

• Strategically prioritize investment & engines to spearhead customer acquisition & growth. 

• Hold ultimate responsibility for Revenue, Customer Adds, & SMB priority metrics. 

• Orchestrate SMB Azure solution play execution plans across sales engines, setting plan priorities and KPIs. 

• Provide leadership and mentorship on SMB strategy details to stakeholders and direct team. 

• Lead cross-functional collaboration to identify and address capacity or capability needs across our engines and partner channel. 

• Engage directly in complex deal negotiations, influencing significant market share gains and competitor market penetration. 

• Lead the SMB CSA sales strategy, driving cross-engine plans and execution on SMB Solution plays. 

• Utilize data-driven insights to steer CSA performance & execution excellence. 

Expertise in Customer Insights and Satisfaction 

• Direct the collection and dissemination of SMB customer insights to inform Area programs that drive customer acquisition and growth. 

• Ensure program execution continuity, maintaining a pulse on customer satisfaction and business practice changes. 

• Champion customer satisfaction, leveraging deep knowledge of Cloud Ascent to inform strategic decisions. 

• Advocate for SMB customer needs, sharing market insights and engaging in local market community events. 

• Gather and apply SMB customer insights to shape retention and consumption growth programs. 

• Participate in strategic partner calls, absorbing insights to foster a continuous learning environment. 

• Share learnings with PDM & GPS communities, refining Partner Azure practices and SMB Azure consumption offers.

Rhythm of Business (ROB) and Execution Management 

• Establish and manage the ROB, ensuring adherence to governance models for plan execution. 

• Master key Azure programs, investments and engines to guide direct teams and v-team to effective execution. 

• Oversee the orchestration of virtual teams for effective ROB across organizations. 

• Ensure v-team is managing Partner and Vendor relationships to enhance output of investments. 

• Lead the ‘One SMB’ virtual team, crafting and executing SMB CSA execution plans aligned with fiscal quarters. 

• Conduct ROB motions with partners, ensuring adherence to Azure customer success practices. 

Cultivating Partner Success and Sales Strategy Leadership 

• Mentor direct team and v-team to develop robust consumption/usage Partner practices. 

• Deploy SMB segment expertise to ensure partners have necessary support and access to resources. 

• Mentor direct team to enable partners on customer success methodologies to maximize effectiveness. 

• Disseminate industry knowledge to partners, fostering competitive solutions and partner growth. 

• Direct SMB Azure consumption revenue growth with key partners and engines. 

This role demands a visionary leader capable of managing a dynamic team and driving strategic outcomes. The individual will be responsible for guiding their team and the three managers reporting to them, ensuring that the collective efforts contribute to the growth and success of Azure’s SMB segment across Asia.