Regional Business Leader, Small and Medium Business (SMB)

About the role

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we unlock the largest customer opportunity, backed by the industry’s most significant investments. Leveraging AI and our extensive partner ecosystem, we redefine how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation, dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share, and net new customers while enabling a high level of customer and partner experience.

As the SMB Regional Business Leader, you will be accountable for the SMB segment business goals and serve as the SMB customer advocate across the organization. You will provide strategic direction, drive alignment and influence, and help nurture and grow leaders within the organization. You will guide the team in structuring deals that drive annuity and cloud growth, requiring continuous innovation and evolution of our sales strategy while remaining customer-centric.

Responsibilities

• Drive initiatives and capabilities needed to deliver success within scope of accountability; develop, mentor, and coach talent internally or attract needed talent to Microsoft.
• Build a high-performing team by hiring diverse talent, prioritizing development, and leading by example.
• Proactively cultivate trusting and influential relationships with leaders and stakeholders to create cross-organizational clarity.
• Supplement global data with local insights to optimize customer lifetime value through acquisition, retention, and growth strategies leveraging scalable routes to market.
• Manage SMB segment revenue growth and net new customer adds on cloud-based solutions within local markets.
• Prioritize go-to-market offerings and develop strategies for securing cloud customers through Cloud Solution Provider (CSP) expansion within the local SMB market.
• Conduct sales performance and outlook reviews across key engines, solution areas, and top deal pipeline planning.
• Review and lead the presentation of deals, including standard or custom amendments and documentation, and provide proactive feedback to teams.
• Secure and leverage internal resources to assist with customer queries regarding contract terms.
• Refine and validate legal amendments reflecting operational and other requirements in specific customer situations.
• Serve as an executive sponsor and lead negotiations on deal escalations.
• Support realization of complex deals that represent significant market share or penetrate competitors' market share by working directly with and through local partners.
• Ensure continuity in the execution of customer or partner programs and maintain awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement.

Requirements

• Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years of relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
• 2+ years of experience managing others.

Preferred Qualifications

• 8+ years in sales negotiation.
• 3+ years of direct/formal, indirect/informal, and/or project team people management experience.
• 5+ years of experience leading sales teams and/or people managers within Sales or Channel Sales organizations.

Pay

The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. A different range applies to specific work locations, including the San Francisco Bay area and New York City metropolitan area, where the base pay range is USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Additional pay information can be found here.