**SMB Modern Work, Security & Copilot Lead** **Overview** Microsoft envisions a cloud-empowered world. A world of more possibility, more innovation, more openness and more sky’s-the-limit thinking. A world where passionate innovators come to collaborate, envisioning what can be and taking their careers to places they simply couldn’t anywhere else. Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers deeply care about. At Microsoft we know this mission would be impossible without incredible, passionate and talented people. We want every employee to contribute their unique skills, discover their passions, and chart a course that makes a difference. We are always learning. Insatiably curious. We lean into uncertainty, take risks and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We take pride and live the Microsoft Values every day. **Responsibilities**: The SMB Sales Lead, drives the sales strategy, execution planning, landing and rhythm of the business for SMB in the area/subsidiary. - Identify growth opportunities, monitor performance, synthesize learnings to inform future execution, and provide real-time feedback to the corporate HQ team on the SMB & Corporate Scale business. - Land WW SMB strategy through coordinated cross-engine execution plans and localize sales plays/GTM approach leveraging programs/investments and offers. - Look across all engines (operated locally and globally) and strive to drive a high degree of cross-engine integration in reaching out to SMB and Corporate-Scale customers. Key accountabilities are: - Lead ‘One SMB’ and a Corporate-Scale v-team to develop an aligned business plan by fiscal quarter with key sales plays/GTM by engine identified and agreed on. - Secure and land global and local investments to fuel SMB/Corporate Scale engine execution. - Manage ongoing SMB/Corporate Scale rhythm of execution to drive acceleration or course correct with speed. **Qualifications**: **Responsibilities** **Scaled mindset** - Partners with Go-To-Market leads, Partner Development Managers and Channel sales to empower the channel to drive customer transformations at scale - Thoughtfully bundles global offers, assets and investments which are market relevant and executes into region - Data driven and ability to pull business insights from complex datasets. **Sales Strategy, Planning and Collaboration** - Accountable as the business owner for Modern Work and Security by leading a cohesive v-team using propensity data, investments, programs, incentives and resources to drive sustainable growth. - Collaborates and partners deeply into channel, marketing, sales, go-to-market organisation to monetise success. - Defines strategies for securing additional investment and demonstrating business impact and ROI from previous investments, as needed to drive plan execution and sustain revenue growth, customer acquisition, and expansion of market share across SMB segments. **Execution Excellence** - Leads reviews with POD team to drive sales and strategic outcomes. - Identifies blind spots and headwinds and course corrects - Understand the voice of the field, customers and partners - Lateral thinking capability and partner / customer empathy to identify the root cause of issues to solve the real challenge versus the surface level indicator **Prioritises Shape and Health of business.** - Ability to plan, drive and deliver strategic priorities to improve shape and health of the overall business to drive sustainable growth over time **Customer and Partner Insights and Satisfaction** - Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction. Deep understanding of Cloud Ascent.