Security Partner Solution Sales, SMB - MSP Activation

Microsoft · Sydney

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In SMC and Digital Sales, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in.

As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.

If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Small and Medium Business (SMB) segment within SMC 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.

• SMB SME – Drives alignment on SMB Security solution play execution plans across relevant sales engines, defines plan priorities and key performance indicators (KPIs), and provides coaching and guidance on plan details for small and medium business (SMB) stakeholders. Drives rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution, and taking corrective action as needed. 
• Customer SME: including participating in customer events, and delivery of customer webinars.
• Partner: Deep understanding of key Security partner programs such as Surestep, Qualified Referral Program, Accelerated Growth Incentives, etc.
• Sales Performance - Manage SMB segment revenue growth and new net customer acquisition within local markets.  Prioritize SMB-relevant campaigns & offerings to drive customer acquisition & growth.  Develop strategies for securing Modern Work customers through activation of cloud solution provider (CSP) channel within the local SMB market. Share SMB customer insights and recommendations to shape programs that drive customer acquisition.  
• Revenue, Customer Adds, Net paid seat adds & other SMB priority metrics accountability.
• Sales Execution- Facilitates collaboration across the business to identify needs for additional capacity or capabilities, coordinate efforts to build upon them as needed, and identify potential partners to help achieve revenue, customer acquisition and consumption targets and drive business transformation. Including ROB and orchestration of v-team across organizations.
• Partner (SureStep; QRP; Channel Incentives & Offers)
• Vendor tele (Local capacity & Training)
• Strategic partnerships (Identify, Recruit and Manage)
• Deal execution - Where appropriate, supports the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with key stakeholders (ex. via Channel Sales, Swarm).
• Customer 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.

Required Qualifications

• 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.

Preferred Qualifications

• 5+ years relevant sales experience with Information Technology products/services
• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
• Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
• Enterprise and/or Channel Sales. 4+ years’ experience selling business to business IT solutions and meeting revenue targets. 
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.  
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. 
• Experience in M365 platform and Modern Work (remote work security, compliance, teamwork, insights, meeting and calling).
• Have completed one or more training and/or certification on MS-900 Microsoft 365 Fundamentals, Microsoft Security Ops Analyst Associate(SC-200) or similar information technology solutions or software applications.
• Willing to attain certification in any MS-900 Microsoft 365 Fundamentals certification within 6 months.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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