Small & Medium Businesses (Smb) Segment Lead

3 weeks ago

Sydney, Australia Microsoft Full time

**Why Microsoft**: Our love for innovation, technology and doing meaningful work, is at the heart of

everything we do at Microsoft ANZ. It is a shared passion that inspires our team and customers to think bigger.

Microsoft Advertising is a multi-billion dollar worldwide Sales, Marketing and Services organization on the cutting edge of the digital advertising industry. We are the engine that powers the buying and selling of digital advertising across all aspects of our digital portfolio including our high-growth, global search engine, Microsoft Bing.

Reporting to the Director, International Segment Leads, the SMB Segment Lead role is part of a team focussed on Small & Medium Businesses (SMB) which is responsible for driving significant growth for Microsoft Advertising. This is an opportunity to join a team which puts people first and is focused on values integrity, accountability, respect, and passion. As a Segment Lead you will accelerate growth through partnerships across Engineering, Marketing, Sales, Operations and Support to grow revenue, increase satisfaction and enable our SMB clients to thrive.

The SMB Segment Lead role combines planning, executional excellence, and sales leadership. Success in this role is measured by exceeding sales quota and scorecard target performance.

microsoftadvertising

PromoteIQ

**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 an

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