OB TITLE: SMB&D LEAD
LOCATION: Lagos, NG
JOB CATEGORY: Sales
LOCATION: Lagos, NG
JOB ID: 803972-88901
The primary responsibility of this sales leadership position is overall ownership and accountability of sales results for the SMB Commercial segment (including Breadth Public Sector) in Anglophone West Africa. This position is the primary sales management role for the Small and Medium Business (SMB) group. In order to exceed revenue targets, the SMB Lead must demonstrate Sales & Marketing Leadership by using two primary levers; Driving Sales Excellence and Marketing Strategy and Execution. The SMB Lead is responsible for achieving and exceeding Customer and Partner Experience (CPE) targets.
Describe the focus of your work group and a general description of the work performed by the workgroup. The SMS&P (Small Medium Solutions and Partners) SMB (Small and Medium Businesses) team manages the subsidiary business sales and marketing strategy and execution for Small and Medium Business Customers (1-250 PCs), including Public Sector accounts, with the goal of driving revenue growth, market share, and excitement for and increased Customer and Partner Experience (CPE) of Microsoft (MS) products and solutions.
Why does the role exist? The primary responsibility of this sales leadership position is overall ownership and accountability of sales results for the SMB Commercial segment (including Breadth Public Sector) in their assigned area, region or subsidiary. This position is the primary sales management role for the Small and Medium business. In order to exceed revenue targets, the SMB Lead must demonstrate Sales & Marketing Leadership by using two primary levers: Driving Sales Excellence and Marketing Strategy & Execution. The SMB Lead is responsible for achieving and exceeding Customer and Partner Experience (CPE) targets.
How does the role add value? This role adds value through the ability to manage the end-to-end process that drives revenue contribution and manages cost of sales (both short and long term) for SMB, which is a multi-billion dollar business in SMSP and Microsoft as a whole. They will work directly with the overall Subsidiary Leadership teams including Marketing & Operations (M&O), Business Groups, Consumer Commercial Group (CCG), and SMS&P teams as a whole to effectively drive revenue and increase customer and partner experience (CPE) simultaneously.
How is role unique from other roles? This sales leadership role will have overall accountability for the full SMB segment along with segmentation decision-making and resource sharing / quota setting & staffing responsibility. This will require specific knowledge of the SMB customer segment, the partner and channel ecosystems, and the Microsoft solution stack. This role must also understand the To-Customer, To-Partner and Through-Partner marketing strategies and tactics that engage customers and prospects either directly or through the Distributor and Partner channels. This role is the ultimate leader to increase the Customer Lifetime Value from SMB customers using modern marketing and digital commerce tools.
What are key challenges facing this role over the next six months to three years and how will they address these challenges? The SMB Lead will need to build on our current Online, Distributor, Reseller and Customer models in SMB to build seamless integration across these models and to standardize on a set of common processes in order to maximize the impact and effectiveness of our investment and activities in a way that will increase revenues and delight our customers.
Key Initiatives that will help the SMB&D Mgr (Lead) address the above challenges: Key initiatives that will support the lead include:
1) Lead the cloud Sales transformation with new cloud products launch wave
2) Win SMB infrastructure update.
3) Drive profitable & healthy Channel Commercial & PS sales (Disti & Reseller);
4) Drive subscription sales model & Open annuity/online renewals;
5) Grow Windows 7 / 8 upgrades & Windows 7 /8 Pro Attach;
6) Build World class teams
7) Increase Reseller Reach across the region
8 ) Own SMB revenue across the region
10+ years of related experience
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any? Experience managing a large & diverse team through change in a tough economic environment. Must be a strong leader with exceptional sales excellence skills.
Education: Bachelor’s Degree (B.S./B.A.) / MBA
Field of Study: Business or Technical Marketing Degree
KNOWLEDGE / SKILLS:
10+ years’ experience in sales leadership with proven results in a scalable environment
Bachelors & Master’s degree
Distributor and/or Partner experience strongly preferred; understanding how MS Distributors and Partners market/sell to SMB customers
Demonstrable experience devising and managing sales & marketing programs to meet the needs of partners and customers
Passion for driving results and seeing projects through to completion
Positive results-oriented attitude.
Has led a sales organization
Strong ability to influence others
Demonstrated cross group collaboration abilities
Strong negotiation and conflict resolution skills
JOB SEGMENTS: Management, MBA
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