Commercial Business Lead

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Dedicated to empowering every organization and every person in Singapore to achieve more, this Commercial Business Lead role (or SMB lead) is a high performing individual who will lead the Small, Medium & Corporate-Scale segment to deliver compelling Microsoft cloud solutions to Singapore companies & their employees. This business is in access of
**USD 250 Million** in revenue today, within consistently increasing market share & requires deep collaboration & orchestration with multiple stakeholders within the company & outside it, to align with and deliver our national aspirations.

The SMB segment at Microsoft Singapore is at the leading edge of our transformation and accounts for about 1/3rd of Microsoft’s business. It is a tremendous growth engine for the company, as it is for Microsoft Singapore, driven by exponential growth in cloud as well as continued momentum in the traditional on-premises business. It is also a diverse segment that includes companies from large multinationals at the one end to local SMEs at the other and spans across nearly all industry verticals. As Microsoft shifts to an Industry-focused approach in our go-to-market strategy, in line with our country’s digital transformation plans led by our Government, This role will drive the transformation of our business in a way that hasn’t happened in the industry prior to this.

The SMB Lead is at the center of our transformation, where the focus is on innovating our go to market capability and capacity to best serve SMB customers at scale, and with solutions that are relevant for their business & industry. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer, and consequently on our partners who deliver these solutions. As the SMB Lead, you will be the business owner of Microsoft’s SMB business and the SMB customer advocate across the organization. To be successful, you must have a deep understanding of the SMB 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 from the Microsoft partner, products and services, marketing, and operations teams, driving alignment on the SMB strategy through the development of a holistic SMB business plan, and ensure always on execution with the right level of investments to address SMB customer needs and accelerate their digital transformation. Your work will also require senior-level engagements across Government, Industry Bodies, Educational Institutions & Partners.

**Responsibilities**:
**The SMB Lead’s key outcomes / measures of success include**:

- SMB revenue, cloud usage/consumption and cloud mix
- SMB new cloud customer acquisition and growth
- SMB net customer satisfaction

**The SMB Lead achieves impact mainly through**:

- Growth and Transformational Sales Leadership: The role is directly accountable for all-up SMB business performance. As the leader of the 'One SMB’ v-team, the SMB Lead is accountable for landing WW SMB strategy, tailoring it to the Singapore market, identifying growth opportunities, prioritizing sales plays, developing the go-to-market execution plan, identifying channel capacity needs and securing necessary investments to ensure Microsoft realizes its full SMB growth potential. The SMB operating model requires a high degree of collaboration across key business partners such as Channel Partner, Product and Commercial Marketing, Digital Sales, Sales Excellence, Finance, etc. The SMB Lead is an effective and efficient collaborator and v-team leader able to drive alignment, execution and results via extended v-teams.
- Customer Advocacy and Market Thought Leadership: The SMB Leader should possess deep business insights into local SMB market dynamics, knowledge of political/legislative requirements, and demonstrate strategy leadership in the formulation of a robust business plan working in alignment with key SMB business partners to deliver short term results and build a foundation for long term sustained success. The SMB Lead is responsible for supplementing global data with local insights to optimize for customer lifetime value through acquisition, retention and growth strategies leveraging scalable routes to market. The individual should leverage their strong local SMB market insights on customer preferences, competitive dynamics, and digital maturity to execute relevant and timely global core sales plays while identifying local sales plays to optimize market demand.

**Qualification