Responsibilities

The purpose of this role 

SMB Segment Lead role is a based in Australia and is a senior role responsible for analyzing, driving, and delivering exceptional revenue performance in Canada, APAC & LATAM. This is a partner and client-facing role where you will lead the country strategy to deliver success for our clients and fuel this fast-growing opportunity. You will deliver results by at-scale sales and service, channel development, opportunity identification and targeted high potential customer engagement and promotion/education on Microsoft Advertising products and features. This role requires deep partnership across the broad SMB team to build execution plans as well as influence and then execute multi-year SMB segment strategy. You will also plan and lead global projects to fuel growth of the SMB business. 

Drive SMB revenues

• Lead the cross-functional execution of the SMB Strategy with internal partners
• Lead and partner with SMB New Business Sales Managers, Account Executives and Customer Success Managers to acquire, retain & grow prospects and existing customers
• Lead and influence global cross-functional teams to drive against a growth pillar identified in the SMB multi-year segment strategy.
• Accountable for building strong local connections with internal Microsoft teams, including LinkedIn, in the local subsidiary. Develop and trial lead generation and customer success programs via these One Microsoft partnerships, in collaboration with MSA Marketing.

Customer Acquisition through local Market/Channel Development

• Partner with Marketing to generate scalable acquisition programs in the local market and maximize high-value acquisition opportunities through deep market insights and local partnerships in collaboration with the Acquisition AE team.
• Act as MSA SMB representative to local/regional industry. Grow the Microsoft Search Advertising brand amongst SMBs through relationships, advocacy, partnerships, events, and social channels.

Best in class delivery

• Report on market performance via Rhythm of Business (RoB) - own the development of RoB summary for assigned markets. Identify opportunities and business needs. Share insights on local economic, regulatory, and competitive risks that will specifically impact the SMB segment.
• Use local market knowledge to identify high potential clients and assign priority with managed SMB Sales Managers. Guide direct sales engagements with high potential clients in collaboration with Customer Success Managers (CSM) to unlock opportunities and accelerate revenue growth. Act as an escalation path for the regional Platinum Sales Team, removing revenue and satisfaction blockers. 
• Maximize agency-driven revenue opportunities at scale
• Turbo-charge growth of the MSAN (Microsoft Search Advertising Network) business.
• Identify High potential clients in assigned region. Hold direct engagements with clients to assess potential and fast-track high potential clients to higher levels of service.
• Partner to implement and scale out service & support programs that drive revenue success.  

Make SMB a core growth engine for Microsoft Advertising by maximizing revenue & increase customer base:

• Partner with peers, SMB Revenue analyst, Marketing, Support, Operations, and Insights to drive outbound revenue initiatives based on high opportunity verticals or segments.
• Leverage demand signals to drive the adoption of features and products that help clients participate in our marketplace more effectively.
• Build strength and scale to how the sales motion is executed; make it easy to sell Microsoft Advertising and to share the Microsoft, Bing and Microsoft Advertising Audience Network (MSAN) story at scale.
• Strengthen client/agency relationships and support the incubation of new product offerings.
• Drive global consistency through best practice sharing and joint strategic planning with your international peers.
• Identify and surface internal and external blockers; gather, build, and surface requirements to overcome those blockers

Qualifications

What skills do you need to have?

There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one: 

• Proven experience of sales, service, business development, strategy and/or marketing.
• Proven background in Search and/or Display advertising with a focus on building and growing businesses at a market and global level.
• Strong quantitative analysis skills
• Strong communicator with demonstrated success in clearly and persuasively communicating complex or sensitive business issues to senior management and to clients.
• Exceptional decision-making, critical thinking, and process improvement ability
• Thrives on an ambiguous, fast-paced and high growth environment  
• Consistently models a ‘growth mindset’; embracing continuous learning; challenging the status quo, being brave, owning failures and rapidly iterating.
• Proven track record as an active and intentional leader to support our mission to create a diverse and inclusive culture, where everyone can bring their full and authentic selves; where all voices are heard; and where the team can do their best work.  
• Recognizes the importance of FUN and can role model team values of People First/Integrity/Respect and Passion.