广州招聘

Job # 290780 1056324
Locations China, Shanghai
Job families Sales
Teams Sales

What Joining the Microsoft Team Means

The Small, Medium, Corporate (SMC) Lead role is a functional leader of the SMC segment in a specific geography and is responsible for building and leading a strong SMC sales team focused on driving the Corporate Premier, Corporate and SMB business.



SMC Lead manages directly the Corporate Premier Sales team and the SMB team and orchestrates across Corporate WWIS for Targeted Sales Coverage. The SMC Lead coaches the team in sales engagement, digital marketing transformation and sales disciplines. The SMC Lead holds others accountable such a the WWIS to drive Corporate revenue by driving alignment, influence and impact across the geography, and growing senior leaders within the organization.

The Impact You’ll Be Making

A. Well developed and high performing team: Make SMC team an inspiring organization where people are the most valuable asset; Build a dynamic, agile team, passionate and unified around achieving our goals; Develop a culture of excellence in execution; Create and support people managers and individual contributors (IC) development plans.



B. Maximize the Customer Experience through strong customer relationships: Continue to drive quality Red Carpet (onboarding) transitions, institute territory planning, , adhere to the market segmentation policy, and execute quality Win/Loss reviews.



C. Business strategy and plans to achieve SMC Segment goals: Lead the geography 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.



D. Disciplined and predictable business: Hold regular sales pipeline inspection and opportunity reviews with team members, checking for adherence to business processes and tools. Leverage sellers in Microsoft’s partners and integrate them into the co-engagement process with clear accountabilities. Engage with different sales teams, including WWIS, to ensure drive for business results.



E. Optimal co-selling and cross group collaboration through strong internal relationships with relevant stakeholders: Work across Microsoft organizations to develop a fully integrated co-engagement process and partner plans. Establish clear accountabilities to foster strong collaboration between the sellers and the specialist community.



F. Leadership and orchestration of resources to win through and with partners: Work together with One Commercial Partner (OCP) organization to determine the health of co-selling process within the region.



Team Readiness

1. Attend Manager Onboarding

2. Attend Microsoft Global Challenger MOOC (in Sep.) Microsoft Business School Series (FY18 H2)

3. Learn more about Social Selling and LinkedIn Sales Navigator

4. Create and support people managers and individual contributors (IC) development plans

5. Ensure your teams are certified in all relevant Challenger Conversations (replacing Pitch Perfect in FY18)

6. Land industry readiness (Industry Drumbeat in H2)



Sales Planning

1. Plan for successful account transitions between segments, leveraging the Red Carpet process

2. Lead the local SMC strategic sales planning, including customer segmentation, coverage planning, shared resource capacity planning, quota setting, and ROB process aligned with Global Sales Transformation

3. Oversee Territory Planning with OCP Lead to achieve targets

4. Establish local strategy across SMC V-team inclusive of resource sharing that achieves the business goals

5. Ensure staffing and investment to achieve SAM&C targets



Sales Execution

1. Drive quality Red Carpet (onboarding) transitions

2. Broaden reach into customer by engaging with BDMs

3. Drive field sales team and engage with Inside Sales to ensure teams are achieving their business results

4. Execute CloudAscent to accelerate SMB customer acquisition & increase avg. revenue per customer

5. Work with One Commercial Partner (OCP) to ensure Partner-led campaigns aligned to sales conversations are being executed and P-Seller are attached to all opportunities (Sell-with)

6. Drive SMC forecast, pipeline and COE with field sales, inside sales, and SMB teams



Management

1. Ensure customers are highly satisfied, especially after account transitions

2. Establish SMC RoB with virtual selling team (Inside Sales, OCP, GDC) to drive clarity on demand generation, sales, engagement, and execution & land clear accountability

3. Understand the diverse business needs of the SMC customers and partner ecosystem

4. Master achieving business results through modern sales, marketing, and licensing engines

5. Use MSX Insights platform as a single source of truth to manage health of the business

6. Influence HQ on innovative solutions

Who We Are Looking For

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10+ years experience exceeding quota by leading sales teams along complex sales cycles within a Partner ecosystem.

• Demonstrable experience devising and managing sales and marketing programs to meet the needs of partners and customers.

• Passion for driving results and seeing projects through to completion.

• Ablity to orchestrate and influence execution and business outcomes.

• Deeply understanding the diverse business needs of the SMC customers.

• 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, 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: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA or Master’s Degree desired.

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