SMB Sales Manager

Job description

Overview Accountable for delivering on revenue quotas as the business owner for one or more Solution Area. Directs long-term small and medium business growth and investment business planning across stakeholder team(s), influences corporate resource investment and growth strategies, and optimizes the use of internal and external resources and investments. Defines long-term strategies, influences orchestration model evolution, and governance for small and medium business Sales roles. Defines long-term strategies and expectations for small and medium business plan development and management across local markets. Coaches small and medium business Sales roles on engagements with customers and virtual team and/or partner stakeholders. Leads reviews of investment budgets for small and medium business customer and/or partner programs. Defines long-term strategies and priorities to drive continuous improvement of customer program performance. Engages with, influences, and gains buy-in and alignment on strategies and plans from internal and/or external leadership teams. Proactively manages relationships and engagements with small and medium business Sales and leadership teams across internal sales and marketing organizations. Defines guidelines and expectations for small and medium business Sales teams' partnerships with internal stakeholders. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance. Responsibilities People ManagementManagers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.Sales Leadership, Planning, and CollaborationHolds small and medium business (SMB) Sales roles across markets and/or subsidiaries accountable for developing execution plans for local market by sales engines and SMB subsegment, and for driving plan execution via cross-functional teams. Shares thought leadership, competitive insights, and best practices that are relevant across markets with stakeholder teams to lead the development of long-term go-to-market strategies that will sustain revenue growth across SMB sub-segments. Sets expectations for SMB Sales across markets on the development of long-term execution strategies and sales plays, coaches them on best practices for plan execution, and holds them accountable for meeting key performance indicators (KPIs) and revenue growth targets across Solution Areas. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.Directs long-term small and medium business (SMB) growth and investment business planning across SMB stakeholder team(s), influences corporate resource investment and growth strategies, and optimizes the use of internal and external resources and investments to drive SMB execution plans across SMB sub-segments, engines, and Solution Areas. Evaluates SMB performance against growth targets across SMB sub-segments, engines and Solution Areas holding SMB Sales roles accountable for achieving growth targets and optimizing return on investment (ROI) and spend. Defines strategies for securing additional investment from subsidiary leaders and demonstrating business impact and ROI from previous investments, as needed to drive plan execution and sustain revenue growth, customer acquisition, and expansion of market share across SMB segments. May work with local governing entities to influence policies and coordinate on strategic planning.Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by leading the development of small and medium business (SMB) strategies for the local market. Drives the end-to-end execution of current and future SMB growth plans by ensuring revenue delivery targets are clearly defined in business plans to enable consistent and scalable delivery on goals by engine, Solution Areas, and SMB sub-segments. Influences customers' and partners' leadership to achieve objectives by modernizing their business and updating processes and governance. Shares expertise and best practices for acting as a change agent influencing and building markets to enable the realization of revenue targets. Influences the closing of strategically valuable deals across Solution Areas by supporting other sales functions and working directly with customers' leadership when required.Defines long-term strategies, influences orchestration model evolution, and governance for small and medium business (SMB) Sales roles that work with Microsoft's external partners and v-teams (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across multi-matrixed businesses, ensuring that stakeholders are aligned on roles and expectations. Shares thought leadership and best practices for leveraging partner resources, aligning stakeholders, gaining plan buy-in, defining a rhythm of business (ROB), and ensuring plan execution drives revenue growth across SMB sub-segments, partners, engines, and Solution Areas. Reviews revenue performance against targets to identify gaps and opportunities, and suggests scalable ways to execute corrective actions across teams and programs.Shares strategic insights gathered across local market to drive and scale small and medium business (SMB) sub-segment growth by identifying limitations in SMB resources and investments, sharing thought leadership and the voice of the customer, and defining insights and actions that direct SMB Sales roles and virtual sales teams to identify local sales plays and partner solution offering