Small, Medium Business Sales Area Leader – Canada

In our Small, Medium, Corporate (SMC) and Digital Sales organization, 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. 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) and Corporate Breadth (Scale) segment at Microsoft are at the leading edge of our transformation. They represent tremendous growth engines for the company, driven by exponential growth in cloud as well as continued momentum in the traditional on-premises business. Dedicated to bringing the Microsoft cloud to all SMB and Scale Customers worldwide to help them achieve more, these high performing segments deliver compelling Microsoft cloud solutions to millions of customers globally, growing revenue and market share while delivering a high level of customer and partner satisfaction.
As the SMB Area Leader for Canada, you will be the business owner of Microsoft’s SMB business and the 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, especially the partner channel ecosystem. You will lead a v-team of key business partners from the partner, products and services, marketing, and sales operations teams, driving alignment on the SMB 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
Planning - Builds connected 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. Drives rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution and sales acceleration, and taking corrective action as needed.
SMB Management - Manage SMB segment revenue growth and net new 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 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.
Collaboration - Facilitates collaboration across the business (e.g., Finance, Business Group Leaderships, Marketing, Digital Sales, Global Partner Solutions) 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.
Deal execution - Where appropriate, supports 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/Partner 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.
Sales Leadership – Given deep customer and market insights, drives growth with the ideal mix of go-to-market (GTM) approaches, defines sales engine targets, strategies for target customer selection in local markets, and works with others to ensure sales engine and partner performance.
Managing Partner and Leader/Stakeholder Connections: Meets with internal and/or external stakeholders as needed to gain buy in and alignment on plans. Attends meetings with partners, distributors, and other business stakeholders to discuss opportunities and plans to drive revenue and performance within channels, markets, and/or solution area(s). Leverages established engagement models to maintain alignment and positive rapport across stakeholders.
Forecasting - The ability to apply processes to establish financial forecasts and predict sales revenue, pipeline, and consumption for a given period of time. Ability to predict future trends related to systems, products, and services for the purpose of business decision making.
Other

• Embody our culture and values

Qualifications
Qualifications
Required/Minimum Qualifications

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services
• OR equivalent experience.

Additional Or Preferred Qualifications

• Executive Stakeholder Value. Experienced in building and maintaining Executive level (CXO) stakeholder relationships and leading value proposition conversations aligned to customer priorities and outcomes.

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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.