Director - Small and Midmarket Solutions - Microsoft - Hong Kong

Job description
Why does the role exist?
The Small and Midmarket Solutions & Partners Group (SMS&P) Segment Leader drives the adoption and execution of the SMS&P strategy within a sub region to achieve the revenue & profit, share and customer & partner experience (CPE) people targets committed to in the SMS&P Scorecard. The Segment Leader is responsible for overseeing planning, orchestration, and execution of highly effective subsidiary sales and marketing strategies (including customer campaigns), collaborating with colleagues within SMS&P, and with broader stakeholders in the subsidiary including Business Groups, Marketing & Operations (M&O) and Public Sector. As Microsoft solutions for the small and midmarket businesses are delivered through partners, a big part of the strategies and engagements are partner related. The role reports to the country manager and is part of the subsidiary leadership team.

How does the role add value?
The Segment Leader adds value through the ability to motivate and lead the SMS&P organization, and to create an environment conducive to sustainable success. The role manages according to the following principles: customer and partner focus, accountability, high standards and constructive collaboration.

How is the role unique from other roles?
The Segment Leader role demands a leader that is able to balance a complex organization and set of responsibilities as he/she owns the all-up revenue and profitability for the SMS&P business in the subsidiary, and drives the cross-group alignment with other Microsoft organizations.

What are the key initiatives and challenges facing this role over the next six months to three years?
Build the next generation of Microsoft leaders by attracting, retaining, and growing people; successfully land and manage the new SMS&P Blueprint, build talent and grow diversity.
Drive Market Share: Ignite proactive market share focus to accelerate unit growth across solutions, workloads and various products. Accelerate adoption of the cloud. Drive partner ecosystem to win customers.

Drive customer and partner satisfaction by deeply understanding the key drivers and executing targeted action plans across all segments and partner. Drive cross-company leadership for unmanaged audiences in both Customer and Partner.

Grow revenue across Corporate & SMB customer segments; leverage partner ecosystem to drive revenue by channel; leverage to subsidiary areas including partner ecosystem development, Dynamics, Microsoft Business Solutions (MBS), Anti-Piracy and Surface.

Management Excellence: Manage a team to be high performing and highly motivated by ensuring the growth and development of the members individually and collectively in order to achieve superior business results.

Primary Job Functions:
Own the business strategy, approaches, value chain and execution model through which MS drives sales and marketing through partners.
- Develop and execute subsidiary strategy based on corporate strategic direction, customizing it to meet local needs.
- Develop and execute SMS&P strategy across Sub-Regions.
- Monitor Sales performance.
- Identify market opportunities.
- Manage resource allocation.
- Manage the local SMS&P response to market issues
- Organize and execute Sales and Marketing activities centered around the Corporate Accounts and SMB business goals. In alignment with partner group strategy.
- Short, medium term sales strategy definition.

Lead and drive the overall SMS&P team to meet or exceed all relevant goals as measured in the SMS&P scorecard revenue growth targets for subsidiary.
- Evaluate the success of sales plans and opportunities in meeting or exceeding forecasted revenue
- Manage input to the rhythm of the business across Sub-Regions
- Own the customer and partner experience and satisfaction across Sub-Regions against a strong value proposition, creating a streamlined Microsoft engagement

Manage all aspects of hiring, developing, coaching/mentoring, appraising, rewarding and holding direct reports and entire organization accountable for assigned job responsibilities and results.
- Align team goals with SMS&P and business goals to maximize performance and motivation
- Team diversity and retention
- Drive people management and coaching excellence and improved WHI
- Development of people to ensure a strong bench to fill key roles and meet future growth requirements
- Development of the organization to ensure strong overall WHI

Requirements
- 10-12 years’ experience in direct or broad scale marketing with proven results
- Bachelor’s degree; Master’s degree preferred
- Extensive understanding of how MS partners market/sell to small and medium business customers
- Demonstrated experience devising marketing program strategies to meet the needs of partners and customers
- Customer focus personality (Develops long-term product or service plans and strategies that anticipate and channel customer needs and expectations)
- Strategic leadership experience (Articulates a clear strategic vision, generates enthusiasm that impacts multiple groups, and creates symbols to rally the support of people in his/her group or organization. Adjusts leadership style to meet the demands and requirements of different situations and groups successfully)
- Building Team Spirit skills (Develops extraordinarily productive teams across the organization, inspires accomplishment, and celebrates success. Creates exceptionally strong morale and spirit among diverse teams)
- Strong experience with developing people (Actively coaches direct reports in how to get the most learning from their current assignment. Gives direct reports candid, thoughtful feedback on their strengths and weaknesses to improve performance and support morale).
- Passion for driving results
- Demonstrated cross group collaboration abilities
- Strong negotiation and conflict resolution skills

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