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Microsoft Corporation Subsidiary PMM in Cambridge, Massachusetts

The Small, Medium and Corporate – Commercial (SMCC) segment at Microsoft (MSUS) is the engine of our transformation – growing faster than the market for a number of years now. It has been a tremendous growth engine for the company, driven by deep industry domain, product truth, and partnerships with customers in this space. Dedicated to empowering every customer in the midmarket segment to achieve more, this high performing team has been delivering compelling Azure-driven solutions to US customers and growing revenue & share while enabling transformative customer outcomes.

The SMCC Data & AI and OBCS (Outcome Based Cross Solutions) Segment Leader is like the CEO for these focus areas for the segment. They will be at the center of driving the transformation and growth required. More specifically, their role calls for innovating our go to market capacity and capability to serve customers aligned to our priority industries – Retail & Consumer Goods, Manufacturing, ISVs & Gaming, Financial Services and Healthcare at scale.

US Marketing & Operations (USM&O) is the ‘Marketing and COO’ function for Microsoft United States (MSUS), also known as the US subsidiary. USM&O executes company strategy and priorities that enable us to achieve our business goals with a focus on B2B customer engagement by developing and executing on go-to-market programs (GTMs), Marketing Campaigns, and a Field Operating Model. Driving a common operating model across the US subsidiary ensures consistent, measurable execution and landing of priorities. Driving alignment with our internal corporate partners in organizations including Product Marketing, Marketing & Consumer Business (MCB), Worldwide Commercial Business (WCB), Engineering, and Field Leadership is also critical to our collective success, as is continuing to listen, learn and respond via rapid feedback loops.

Responsibilities

As the SMCC Segment Leader, you will be the business owner of Microsoft’s SMCC US Data & AI business and the SMCC customer advocate across the organization. To be successful, you need to have deep understanding of strategy, inside sales, customer acquisition engines and cloud consumption as well as upsell/renewal motions – and using the Daily Recommender approach for continuous growth. In addition, to enable execution at scale, you need to have a strong working understanding of partner enablement and leveraging the most of our marketing signals working closely with the Central Marketing Organization. You will lead a v-team representing key stakeholders from the sales, partner, products, marketing, and operations teams. As the leader of this v-team, you will drive the developments of a comprehensive business plan and ensure execution with the right level of investments to address SMCC customer needs and accelerate their digital transformation.

The SMCC Data & AI and OBCS Segment Leader core accountabilities include:

  • Enable the field teams to hit their SMCC consumption engagements (pipeline) and revenue goals

  • Deliver SMCC new Data & AI and OBCS led customer acquisition and growth

  • Ensure SMCC renewal to Cloud and expansion in accounts

More specifically, enabling the field teams involves

  • Owning the monthly Azure seller community calls with SMCC sellers and managers as the portal to land sales plays, programs and other seller or customer facing initiatives

  • Getting a gauge on seller readiness and training, and supporting any segment specific readiness gaps or areas of acceleration – working closely with segment sales excellence and M1s

  • Ensuring the Azure BG’s investment programs are aligned to the market opportunity and resourcing model of SMCC by measuring and articulating any case for change

  • Supporting the Azure M1s and sellers on the Azure Adoption Advisory coaching sessions

  • Creating innovative initiatives to solve articulated & unarticulated segment opportunities

Important attributes include:

  • Cross Team Collaboration : The SMCC business model requires cross group collaboration across many key teams and functions. Key stakeholders include: Global Partner Solutions, Product Marketing, Inside Sales, Sales Excellence, Sellers, National Sales Organization, etc. The successful SMCC Leader must be an effective and efficient collaborator and v-team leader to drive One Microsoft alignment and results through stakeholders and the extended v-teams

  • Customer/Partner engagements and new business incubation : The SMCC Data & AI and OBCS Segment Leader needs to develop strong customer and partners insights including competitive trends and have the ability to act on such insights

  • Segment Leadership: The role is directly accountable for the SMCC Data & AI business performance. Hence, you as the leader of the SMCC v-team, you are responsible for identifying growth opportunities, defining strategies, go to market plan, channel capacity, landing these motions with the field, inside sales, and partners, and any necessary investments to ensure Microsoft realizes its full growth potential in the SMCC space. Consequently, you should have deep business insights and show strategy leadership to formulate a sound business plan with the stakeholders v-team for short term results and long term sustained success

Qualifications

Who We Are Looking For:

The successful candidate will have a track record of business strategy, sales and marketing leadership and hands-on execution excellence. Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics:

  • Ability to set and drive customer strategy, thus translating strategy into concrete actions and marketing/sales motions

  • Excellent business judgment and results across a range of disciplines including multi-channel sales, marketing, finance, and strategy

  • Ability to contribute consistently and positively in a high-paced, fast-changing and sometimes unpredictable work environment

  • Strong interpersonal skills, self-aware, negotiation, and conflict-management skills

  • A bias for impact/action focused individual with a desire to unblock issues and solve complex customer issues via innovation, and scale initiatives

The salary for this role in the state of Colorado is between $106,900 and $160,100

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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