Smb Acquisition Azure Lead

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.

In Small, Medium, Corporate (SMC) and Digital Sales, 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 the regionalised team, you will support the Azure business within the SMB segment in SMC by developing and growing acquisition of new-to-Cloud and new-to-Microsoft customers via our partner ecosystem. 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) segment within SMC is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience. Acquisition Leader for Azure in SMB is accountable to the growth of the Azure Net Customer Adds and Gross Customer Adds metrics across an area. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local market, how to drive outcomes through v-Teams and consensus, and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, and sales operations teams, driving Azure acquisition in SMB through the building, development, and execution of engines and programs to help customers with their first steps on the journey to Cloud.

**Responsibilities**:
**Sales Leadership, Planning, and Collaboration**:

- Accountable for delivering on revenue quotas as the business owner for Azure by recommending the ideal mix of go-to-market (GTM) approaches to drive acquisition, defining sales engine targets, developing small and medium business (SMB) strategies, managing sales engines and partner performance, and influencing investment decisions for SMB programs.
- Orchestrates the execution of SMB execution plans with a team of cross-functional stakeholders and identifies local growth opportunities building the market around them to generate revenue.
- Leads fiscal year business planning for small and medium business (SMB) for Azure, defining key details of SMB execution plans for Acquisition (MCEM Stages 1-3) across new customers (whitespace), cross-sell and upsell to existing customers of other Microsoft products;ensuring key stakeholders are aligned to execution plans, and determining the resources and investments needed to support execution plans that lead to revenue growth across markets and customer programs.
- Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize ROI and spend. Includingbuilding additional investments askto drive execution and impact revenue growth, customer acquisition, and expanding market share.
- Defines & builds execution strategies, plan priorities, and key performance indicators (KPIs) for sales engines and partners closely with small and medium business (SMB) stakeholders to align on and improve execution plans. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.
- Directs and guides a v-team (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, holding others accountable, identifying gaps in plan execution, and taking corrective action as needed.
- Applies expertise in partner ecosystem(s) by customer segments, gains stakeholder buy-in for plan execution, and sets expectations that drive alignment on business plans and **drives programmatic acquisition**.
- Deeply understands and utilises local