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Microsoft is looking to recruit a Small, Medium & Corporate Leader CIS region.
The SMC Lead must be a thought leader in how to drive Microsoft’s Cloud solutions to help customers transform themselves. The extended SMC Leadership team will include Digital Sales, Global Demand Generation and One Commercial Partner.
Responsibilities
Maximize the Customer Experience through strong customer relationships: Continue to work with Digital Sales and Field Specialists and drive quality Red Carpet (onboarding) transitions, institute territory planning, adhere to the market segmentation policy; supplement global data with local insights to optimize for customer life time value through acquisition, retention and growth strategies leveraging scalable routes to market.
Business strategy and plans to achieve SMC Segment goals: Lead the SMC segment in strategic sales planning that includes customer segmentation, coverage, territory planning and territory assignment, shared resource capacity planning, and quota setting; drive proper resourcing sharing and alignment with other groups across Microsoft; drive Customer Acquisition motions, renewals and growth initiatives in all segments.
Disciplined and predictable business: Hold regular sales pipeline and opportunity reviews with team members, checking for adherence to business processes and tools; scale through Microsoft’s partners and integrate them into the co-sharing process with clear accountabilities. Introduce a test and learn culture to foster organizational learning and a growth mindset culture.
Optimal co-selling and cross group collaboration through strong internal relationships with relevant stakeholders: Work across Microsoft organizations to develop a fully integrated co-selling process and partner plans; Establish clear accountabilities to foster strong collaboration between sellers and the specialist community.
Scale through partner and marketing: Cross group collaboration with One Commercial Partner and Global Demand Generation teams to scale sales and marketing effect significantly. Work across Microsoft to mobilize for reach amplification, with customer acquisition as a main priority.
Leadership and orchestration of resources to win through and with partners: Work together with the One Commercial Partner (OCP) organization to determine the health of co-selling process within the region, and address partner capacity and capability needs; Work with Digital Sales to drive sales discipline and specialization; Engage Product Marketing to drive the right value proposition to customers; Work in unison with Software Asset Management & Compliance engagement manager, Finance, etc to drive One Microsoft alignment, execution, and results through business partners and via extended v-teams
Qualifications
5+ years’ experience exceeding quota by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine.
Demonstrable experience devising and managing sales and marketing programs to meet the needs of partners and customers.
Passion for driving results, using test and learn, and seeing projects through to completion.
Ability to orchestrate and influence execution and business outcomes.
Deeply understanding the diverse business needs of the SMC customers, both SMB and Corporate.
Master achieving business results through modern sales, marketing and licensing engines.
Influence Corp on innovative solutions to address customer needs to scale.
Positive attitude and high confidence managing through times of change & economic diversity.
Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Challenger, Catalyst, Holden, Krauthammer, etc.), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, Line of Business applications space, business process consulting or automation, CRM, Employee performance Management (systems and processes) and Social Selling experience.
Bachelor degree: (Computer Science, similar information technology-related discipline or Business Administration) or equivalent job experience
MBA or Master’s Degree or equivalent job experience
Fluent in Russian and English languages.
