Small, Medium & Corporate (SMC) Leader, Indonesia

Small, Medium & Corporate (SMC) Leader, Indonesia

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Job Description

The Small, Medium, and Corporate (SMC) team helps businesses achieve their digital transformation goals by matching customer challenges with Microsoft solutions. One of the fastest growing customer segments in the technology industry, you will help customers get to the cloud across Microsoft solution areas like Modern Workplace, Business Applications, Applications and Infrastructure, and Data and AI. The SMC team has different roles that work together in an orchestrated manner and are located in our Digital Sales centers and local subsidiaries. The Small, Medium, Corporate (SMC) Lead role is the functional leader of the SMC segment and is responsible for building and leading a strong SMC sales and marketing team focused on driving the Corporate and Small & Medium businesses. For our Corporate customers, it's about accelerating growth through digital transformation enabled by solid sales management delivered by Field and Digital Sales, scaling through the Partner ecosystem, marketing discipline and other engines. For our SMB customers, it's about being dedicated to empowering every SMB worldwide to achieve more, by delivering compelling Microsoft Cloud solutions to millions of customers globally, through scalable routes to market growing revenue and market share while enabling a high level of customer and partner experience. The SMC Lead provides strategic direction on how to address the needs of customers in the Corporate and SMB segments and how to best serve them. The SMC Lead must be focused on ensuring optimization of each of the sales and marketing engines to be able to tailor and drive our route to market in both segments. The SMC Lead is not only accountable for the Corporate and SMB segments but also to drive alignment, influence and impact across the organization, and helping to nurture and grow senior leaders within the organization. The SMC Lead must be a thought leader in how to drive Microsoft's Cloud solutions to help customers transform themselves.
People Management
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model - Live our culture Embody our values Practice our leadership principles.
Coach - Define team objectives and outcomes Enable success across boundaries Help the team adapt and learn.
Care - Attract and retain great people Know each individual's capabilities and aspirations Invest in the growth of others.
Managing Partner and Leader/Stakeholder Relationships
Oversees and manages multiple sales and field marketing teams (e.g., Digital Sales, Field Sales, Marketing, Category Teams and Field Specialist teams) as they supplement global data with local insights to optimize for customer revenue, margin, consumption and lifetime value. Proactively cultivates trusting and influential relationships with customers/partners, while also leading a team to elevate leader/stakeholder relationships and execute on Microsoft sales strategies with business and technical decision makers to secure buy in and close sales. Leverages and socializes strong leader/stakeholder engagement strategies to enable their team to build strong relationships with leader/stakeholders to drive strategic change decisions. Advocates on behalf of stakeholders internally, ensuring requests and needs across their book of business are being addressed. Collaborates with internal stakeholders to influence change and/or execution. Leverages their network to develop new strategic relationships at the executive level, across varying lines of business. Collaborates and drives quality Red Carpet (onboarding) transitions, and institutes territory planning, adhering to the market segmentation policy. Develops an understanding of business model transformation for the consumer business to help ensure that Microsoft products are effectively incorporated into retailer's business models to drive acquisition and retention.
Digital Transformation Growth
Understands the business outcomes that drive digital transformation relevant to their customers/partners across lines of business and coaches team to partner with internal teams to accelerate the customer/partner digital transformation. Leads a cross-organizational team on strategic projects and high-impact solution sales deployments that enable digital transformation and deliver business value. Brings impactful industry insights into partner engagements and sales meetings by understanding partner specifics. Leads a diverse and inclusive workforce.
Creates/hires a diverse team.
Fosters an inclusive working environment via the ten inclusive behaviors. Engages with partner leadership to facilitate strategic transformation for individual accounts within a book of business.
Culture and Leadership at Scale
Analyzes and understands capabilities needed to drive success within scope of accountability and works to develop/mentor/coach talent internally. Serves as Microsoft advocate to connect with customer and partner.
Understands best approach to build Microsoft brand locally to ensure expansion and growth (e.g., understanding sustainability, skillsets, philanthropy). Collaborates with the other teams and organizations to determine the health of co-selling process within the region, and address internal and partner capacity and capability needs. Understands collaboration efforts with One Commercial Partner (OCP) organization to determine the health of co-selling processes within the region, and addresses partner capacity and capability needs. Encourages their team's cultural development in alignment with organizational goals.
Serves as an advocate for compliance.
Performance Growth and Improvement
Coaches their team to successfully execute the sales plays and customer/partner Transformation strategies (e.g., reshape the partner and customer ecosystem, accelerate connection to customers through excellence in sell or co-sell motion execution). Supplements global data with local insights to optimize for customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market.
Sales Planning and Execution
Remains accountable for successful cross-organization execution for plans. Lands overall strategy, drives alignment to that strategy, and helps ensure the plan is executed. Provides strategic direction on how to address customer/partner needs and how to best serve them.
Ensures optimization of sales and marketing engines to be able to tailor and drive route to market. Holds regular account, segment, and/or territory discussions and opportunity reviews with team members, checking for adherence to business processes, tools and account priorities (e.g., quarterly business update). Develops go-to-market (GTM) approach.
Details and implements constructible plan for refining it. Leads segments in strategic sales planning that includes customer segmentation, coverage, shared resource capacity planning, and quota setting. Builds and influences the strategic area partner plans and drives execution through a team of build, go-to-market (GTM), and co-selling resources.
Orchestration and Collaboration
Builds and maintains broad network within and across partner community for specific skill sets and industries, as well as within Microsoft. Creates new points of entry for orchestration and collaboration.
Defines where orchestration is needed for success. Influences and works across functions, partners and teams to drive growth and transformation, and effectively define business processes, holding others accountable for results.

Job Details

About Microsoft

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

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