SMB Sales-Cloud & AI Platform Job at Microsoft Corporation (Mexico City)

Job Description

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.

Job Responsibility

Leads fiscal year business planning for small and medium business (SMB) for Azure Solution Area, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans, and determining the resources and investments needed to support execution plans that lead to revenue growth across markets and customer programs
Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize return on investment (ROI) and spend
Accountable for delivering on revenue quotas as the business owner for Azure Solution Area by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies that span multiple segments, managing sales engine and partner performance, and influencing investment decisions for SMB programs
Orchestrates the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities building the market around them to generate revenue
Shares LATAM market insights, leveraging small and medium business (SMB) assets, LATAM market expertise, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer and LATAM market digital maturity by segments to identify opportunities and customer plays that drive revenue growth and customer adds, via the optimal mix of partners and programs
Proactively benchmarks data from LATAM markets against global data and applies expertise to gain insights that drive opportunity development
Manages a v-team (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business
Applies expertise in partner ecosystem(s) by customer segments, gains stakeholder buy-in for plan execution and sets expectations that drive alignment on business plans and improve sales revenue across markets and/or Azure Solution Area
Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, holding others accountable, identifying gaps in plan execution, and taking corrective action as needed
Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies expertise in LATAM markets and competitors to identify growth opportunities, define strategies and optimal routes to market for achieving revenue targets, and develop and socialize best practices
Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes
Evaluates customer and/or partner program performance across LATAM markets to predict likelihood of sustained or increased returns
Gathers voice of customer and voice of partner insights to inform program evolution
Works with internal stakeholders to ensure continuity in the execution of customer and/or partner programs, and maintains an awareness of customer satisfaction and upcoming changes in business practices that may impact customer-partner engagement
Serves as a point of contact for escalation of customer or partner issues, monitors LATAM market feedback on Microsoft, and makes changes to customer and partner programs and engagements as needed to improve satisfaction in doing business with Microsoft
Engages with and influences internal and/or external stakeholders to gain buy-in and alignment on strategies and plan execution needs
Manages small and medium business (SMB) business plans, key solution plays, and program offerings (e.g., incentives, local assessments and programs) across LATAM markets in alignment with One Microsoft culture to achieve joint outcomes, align internal virtual team (e.g., v-team) and internal and external (surestep) resources, manage investments
Manages SMB segment growth and defines strategies for the expansion of cloud-based solutions offerings across LATAM markets
Shares insights from analyses of projected versus actual return on investment (ROI) for multiple customers and/or partner programs within LATAM markets with internal teams (e.g., Marketing, One Commercial Partner) to influence decision making related to programs' investment budgets and advocate for additional investments as needed to capitalize on high-potential opportunities and execute on strategies
Proactively engages and supports cross-functional stakeholders' and leadership teams' needs across internal sales and marketing organizations to ensure small and medium business (SMB) segments and Azure Solution Area are represented in senior-level business discussions and planning
Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working with Partner Solution Sales Azure team, and balancing these engagements with the management of a small and medium business (SMB) segment
Leads the evaluation of small and medium business (SMB) customer base across markets with virtual team stakeholders to understand growth opportunities in their LATAM markets, which customers are likely to invest in modernizing their business, which go-to-market offerings to activate, and to ensure partner recapture of expiring legacy end-customers to move their business to the cloud
Refines global long-term strategies for securing new customers, identifying optimal solutions, and driving cloud solution provider (CSP) and other engines (e.g., vendor tele) expansion across LATAM SMB market

Requirements

Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience
Advanced English level with executive communication skills

Nice to have

Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience
10+ years relevant sales experience with Information Technology products/services
4+ years experience managing others

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