北京招聘

职位描述：

Job # 1004318
Locations China, Shanghai
Job families Sales
Teams Sales

Purpose? The Small and Medium Business segment (SMB) at Microsoft [geo] is the place to be! It has been a tremendous growth engine for the company, driven by exponential growth in Cloud as well as continued momentum in the traditional on-premises business. The SMB Lead is at the leading edge of our transformation to the new world of Cloud-first, Mobile-first, where we are driving a significant multi-channel transformation to deliver compelling solutions to enable the Small and Medium Businesses in [geo]. We are looking for a transformational sales leader with distinguished channel sale and marketing experiences, who also has an entrepreneurial mentality, to join the Microsoft [geo] senior leadership team as the [geo] SMB Lead. The [geo] SMB Lead role is responsible for defining the Microsoft SMB [geo] business strategy and consistent implementation and execution, to achieve near term target attainments and long term growth in revenue, share, and customer and partner satisfaction. The ambition of the role is best described as delivering today and Innovating tomorrow. Specifically this role is accountable for the overall sales performance and other scorecard target attainment in [geo] with a total revenue of $xx+ and yy% year over year growth, serving zzK SMBs in [geo] through a robust partner ecosystems and scaled marketing executions. As such, this impactful role requires deep expertise in leading breath sales and marketing teams, proven track record in growing channel capacity and rapid customer acquisition, and the ability to deliver results while driving business transformation. Key Responsibilities: The SMB Lead achieves the role impact mainly through the following: Strategy leadership: The role is directly accountable for [geo] business performance. Hence he/she is responsible for identifying [geo] growth opportunities, defining strategies, go to market plan and corresponding resource needs in talent, channel capacity and other necessary investments to ensure Microsoft [geo] realizes its full growth potential in the SMB segment. Consequently the SMB Lead should have deep business insights into local market dynamics and political/legislative requirements, and strategy leadership to formulate a sound business plan for short term results and long term sustained success. Execution excellence: SMB [geo] Lead is accountable for successful local execution and target attainment. He/she will orchestrate and lead all executions, either directly with customers or/and to/through partners. To drive a breadth business at scale, he/she will also need to effectively utilize sales/marketing operation processes and systems to manage the customer lifetime value or timely establish new ones as needed. In this capacity, the role is expected to get into the execution details and be hands-on. For example, the selection of the most appropriate multi-channel route to market, effective and scalable customer engagement through digital/social marketing and/or license compliance tactics are some of the key execution tactics. Talent development: In addition, the SMB [geo] Lead is responsible for developing current and future talent, and influencing SMB org blueprint design to ensure we have the people resource and capacity to achieve the near term results and long term growth plan. This is a managerial role directly responsible for team performance and people developments. Partner/customer engagements: The SMB [geo] Lead is responsible for the engagement with the local partner ecosystem and customers in the follow 4 focus areas: ? Engage and build deep relationship with multinational partners in [geo] that drive critical success in the SMB, such as our largest multinational Distributors, CSP wholesalers, and scale resellers as well as key partners in SMB such as large ISVs and Telco. ? Identify and nurture partners that could become the Cloud partner of the future ? Programmatically engage with partners in mass to ensure channel capacity and capability to deliver [geo] SMB goals and accelerate the grow trajectory through Cloud transformation. ? From a customer point of view, the SMB sales model required customer engagement and acquisition at scale, and therefore requires strong insights into customer preferences and competitive options, and ability to act on such insights. The SMB Lead needs to provide guidance to marketing strategy and lead marketing executions to deliver on awareness, leads, instant sales and continued engagement to maximize customer life time value Cross team collaboration: Breadth SMB business model requires cross group collaboration across many key stakeholder teams and functions. These include product marketing, tele, sales excellence, license compliance, partner program, etc. The successful SMB Lead must be an effective and efficient collaborator and v-team leader to drive One Microsoft alignment and results through stakeholders and extended v-teams. Experiences Required: Key Experiences, Skills and Knowledge The successful candidate will be an experienced industry sales leader who has deep customer insights, a track record of business strategy leadership, exceptional partner/channel relationship engagement, sales/marketing talent assessment/development and hands-on execution excellence. Specifically this highly visible and strategic role requires the ideal candidate to possess the following characteristics: ? Proven track record in SMB segment, channel management, marketing experience, and is known as an ?expert? working with breadth SMBs customers and partners both in strategy and execution. ? Excellence in sales strategy and translating strategy into concrete action and marketing/sales motions. ? Demonstrated excellent business judgment and results across a range of disciplines including sales, marketing, finance, multi-channel and strategic planning. ? Proven track record at leading large teams with diverse talents across sales, marketing and channel disciplines. ? Ability to effectively drive cross-group communication and collaboration, using strong communication, project management, organizational, and impact and influence skills. ? Acute analytical mindset but creative in problem solving and entrepreneurial in approach, and effectiveness at managing and thriving in ambiguous situations. ? Excellent process and program discipline, milestone management and time management skills. ? 10+ years? experience in IT sales and marketing leadership Education: ? Bachelor?s degree in Business, Engineering or Marketing preferred.

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