The Technology for Social Impact Team is chartered with the mission of bringing the power of technology to every nonprofit and humanitarian organization to accelerate social impact. This organization will bring together our donation and grants programs, industry solutions, commercial sales efforts and partner ecosystems to empower nonprofits globally to address the world’s most pressing needs. Profits generated from this business will be reapplied to scaling operations and investments for Microsoft’s public good investments. This is a dynamic and fast-growing business focused on helping organizations on the front line of change to achieve more.

Responsibilities

The global TSI SMC leader will have the responsibility for delivering both Corporate Account and SMB commercial revenue objectives partnering closely with the broader TSI and Microsoft Philanthropies team to holistically meet the needs of the nonprofit community.

The TSI SMC Leader role is the functional leader of the TSI Digital Sales team and is responsible for building and leading a strong sales team focused on driving the SMC businesses. The SMC (Corporate and SMB) segment is a tremendous growth engine for the company. For our Corporate customers, it’s about accelerating growth through digital transformation enabled by solid sales management delivered by Field and Digital Sales, leveraging the Partner ecosystem, marketing discipline and other engines. For our SMB customers, it’s about being dedicated to empowering every small and medium nonprofit worldwide to achieve more, by delivering compelling Microsoft Cloud solutions to millions of customers globally, through scalable routes to market growing revenue and market share while enabling a high level of customer and partner experience.

The TSI SMC Leader provides strategic direction on how to address the needs of customers in the Corporate and SMB segments and how to best serve them. The TSI SMC Leader must be focused on ensuring optimization of each of the sales and marketing engines to be able to tailor and drive our route to market in both segments through our Digital Sales Teams.

The TSI SMC Leader is not only accountable for the TSI Digital Sales Team, but also to drive alignment, influence and impact across the organization, helping to nurture and grow senior leaders within the organization. The TSI SMC Leader must be a thought leader in how to drive Microsoft’s Cloud solutions to help customers transform themselves.

The TSI SMC Leader’s core accountabilities include:
- Responsible for building a strong Digital Sales Team to drive the Corporate and SMB businesses
- Provides strategic direction on how to address the needs of customers in Corporate and SMB including inside sales strategies and digital, partner and direct coverage models for SMB
- SMC Billed Revenue & Cloud Usage/Consumption & SMC New Cloud Customer Acquisition & Growth
- SMC Customer Retention & Renewal to Cloud & coach sellers and managers to orchestrate across team

Qualifications

The successful candidate is an experienced sales and marketing leader with deep SMC customer insights, a track record of business strategy, sales leadership and hands-on execution. Specifically, this strategic role requires a candidate who possesses the following characteristics:

• Passion for Nonprofit impact: Likes to win and is passionate about making a strong contribution to nonprofits and the social impact they drive.
• Strong “challenger” sales leader that has the ability to deeply understand customer value drivers, offer a unique perspective to the customer that differentiates Microsoft, and is comfortable driving the decision making process with the customer.
• Experience building / leading scale sales engines including digital, thru partner and vendor enabled models
• Proven track record of delivering strong sales results and quarterly revenue accountabilities. Experience selling to nonprofits or broader Public Sector customers is preferred.
• Leadership and management experience to support the future expansion of the Nonprofit segment in the field and very strong capabilities to lead and motivate others in a v-team environment.
• Experience developing and driving partner ecosystem performance.
• Ability to win in a highly competitive environment.
• Ability to work at multiple levels of organizations and adapt approach to any situation.
• Demonstrated strategic time management and multi-tasking skill
• Comfortable with public speaking and the media.
• Preferred MBA or Master’s Degree

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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.

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