Snr Director, Sbm Sales Leader, Business

Our mission In Business Applications we strive to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization.

The **Small Medium Business (SMB) segment** comprises in over 80 million entities Worldwide up to 300 employees and thousands of companies managed by partners. Few years ago, Microsoft launched an all in one ERP solution Dynamics 365 Business Central that is one of the fastest growing products in the history of the Company. Harnessing strong AI capabilities, the solution continues to grow at an accelerated pace driven by a strong network of value-added resellers and ISVs. The SMB Business Apps Lead will manage the business in their respective Region, driving and enabling an omnichannel strategy through direct and indirect channels, as well vendor tele and modernization sales engines to address the $50B opportunity in the Market.

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**:
The **Asia SMB Business Apps Leader** is leading the sales of Dynamics 365 and Power Platform portfolio, with a particular focus on ERP for the SMB segment. With strong experience managing direct and indirect channel sales, the leader must demonstrate ability to understand the principles of digital sales, creation, and management of programs, as well as enablement of channel-based sellers. The ability to manage by influence rather than direct authority is a key attribute as well as the experience of navigating the organization, responding to direct inquiries of Regional and Worldwide sales leaders. The relationship with channel executives, driving partner incentives programs is a fundamental skill of this leader. The SMB Business Apps Regional Leader is responsible for the following priorities:

- Deliver Business Apps portfolio of solutions revenues and Customer acquisition goals for the Region, enabling, and empowering direct and indirect channel sellers to achieve more
- Experience with SureStep or similar investment models is critical to success in this role
- Land and optimize Sales strategy and programmatic execution across direct and indirect channels
- Ability to navigate with internal regional sales leaders, as well channel-based leaders, relationship with Global SIs, as well Indirect Providers executives
- Determine, prioritize, and land SMB specific Sales Plays including playbooks, sales programs, and readiness to ensure that all partners and respective sellers understand, articulating the business and technical value proposition to unlock new business value for customers
- Lead the rhythm of the business, with strong internal connection with Sales Excellence and Finance organization to unlock data evidence and distil business insights, driving recommendation where to increase, adjust or reduce investments
- Capture voice of customer and partner with regular engagements to understand core needs and communicate critical insights to segment, solution areas, product teams leadership
- Lead a clear and pragmatic Partner strategy in partnership with our GPS organization to scale our reach and deliver exceptional experience to customers
- Lead stakeholder alignments for Business Apps across SMB sales teams, Global Demand Center/Marketing, Product, GPS, and Sales excellence to ensure one cohesive plan, clear roles, and responsibilities

**Other**
- Embody our culture and values

**Qualifications**:
**Required/Minimum Qualifications**
- 10+ years' experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, engineering, or a related field
- OR equivalent experience
- Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field
- 8+ years' experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance
- 4+ years people management experience

**Additional or Preferred Qualifications**
- 5+ years of experience with either ERP, CRM, Power Platform sales and/or marketing
- Deep understanding and knowledge of SMC customer business needs, challenges
- Experience with deal cycles with Cloud services and/or programmatic scale campaigns that drive new Cloud business
- Experience coaching direct and indirect reports in pipeline management, opportunity management, and account planning
- Strong relationship-building and negotiation skills
- Executive level communication skills (both written and verbal), and the ability to mentor oth