Sales Program Lead - Vendor Digital Sales

In Small, Medium and Corporate (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 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. 

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 Sales Program Lead - Vendor Digital Sales, you will be accountable to the SMB Americas business and be the SMB customer advocate from Vendor Digital Sales engagements 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 v-team of key business partners as part of a global contract, partner alignment, manage internal stakeholders, marketing, and operations teams, driving alignment on the SMB strategy through the development of a holistic business execution plan to deliver accelerated segment growth. 

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. 

• Facilitates collaboration across a v-team (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Develops expertise in the local partner ecosystem across customer segments to help identify opportunities to improve sales revenue. Sets expectations that support alignment on business plans within markets and/or Solution Areas. Defines performance targets, priorities, 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. 
• Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies for subsegments of their local markets, and reviewing sales engine and partner performance. Helps orchestrate the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities, building the market around them to generate revenue. May directly support closing strategically valuable deals. 
• Shares local market insights, leveraging small and medium business (SMB) assets, local market expertise, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer and local market digital maturity by segments to identify opportunities and customer plays that drive revenue growth and customer adds, via the optimal mix of partners and programs. Proactively benchmarks data from local markets against global data, and applies expertise in local markets to gain insights that drive opportunity development 
• Leads fiscal year business planning for small and medium business (SMB) for one or more Solution Areas, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans. Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize return on investment (ROI) and spend. May request additional investments as needed to drive plan execution and impact revenue growth, customer acquisition, and expanding market share. 
• Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies knowledge of local markets to develop business strategies and determine optimal routes to market for achieving revenue targets. Builds execution plans for 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. Customizes and adopts solution sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.