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Job Details
Posted date: Jul 16, 2025
Category: Sales
Location: Redmond, WA
Estimated salary: $186,400
Range: $133,000 - $239,800
Employment type: Full-Time
Travel amount: 25.0%
Work location type: Up to 50% work from home
Role: Individual Contributor
Description
Are you passionate about scaling purpose-driven innovation through AI and cloud technologies? As the Worldwide Small and Medium Business Sales K12 & Non-Profit Leader, you will drive Microsoft’s strategy to empower mission-based organizations through secure, AI-powered solutions—at scale.In this high-impact leadership role, you will:
Lead with purpose: Champion digital and AI transformation across the nonprofit small and medium business (SMB) segment, aligning Microsoft’s cloud, security, and productivity solutions with the unique needs of mission-driven organizations.Drive partner-led growth: Activate and scale a robust partner ecosystem to deliver repeatable, high-impact solutions through Microsoft 365, Copilot, and Azure.Accelerate adoption: Orchestrate go-to-market execution across sales engines, marketing, and partner teams to drive customer acquisition, AI skilling, and solution usage.Deliver measurable impact: Own business outcomes tied to AI adoption, cloud consumption, and nonprofit mission enablement—grounded in data, insights, and customer success.Foster cross-functional collaboration: Work across global and local teams to align investments, enablement, and field execution with nonprofit organization strategy.The individual in this role will be a strategic, collaborative leader with deep experience in SMB sales, partner ecosystems, and AI transformation—ready to scale social impact through technology.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
People ManagementManagers deliver success through empowerment and accountability by modeling, coaching, and caring.Model - Live our culture; Embody our values; Practice our leadership principles.Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others. Sales Leadership, Planning, and Collaboration
Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas, developing small and medium business (SMB) strategies for the local market by sub-segment, defining sales engine targets, and reviewing sales engine and partner performance. Proactively manages the end-to-end orchestration and execution of SMB growth plans, coaches extended virtual team members, and meets with leadership to build mindshare and influence decision-making. Holds SMB Sales roles accountable for driving revenue growth across Solution Areas, and champions efforts to influence local market dynamics to generate revenue. Ensures revenue delivery targets are included in partner business plans at a level to deliver on all goals across partners. May work directly with customers to influence the closing of strategically valuable deals.Oversees and develops long-term small and medium business (SMB) growth and investment business planning in partnership with SMB stakeholder team(s) in local market(s), and monitors the use of resources and investments to drive SMB execution plans and to maintain revenue growth across Solution Areas. Holds SMB Sales roles accountable for achieving growth targets and for the evaluation of performance against growth targets while also optimizing return on investment (ROI) and spend. Structures financial details for requests for additional investment and demonstrates business impact and ROI from previous investments to make a business case with executive stakeholders, as needed to drive plan execution and sustain revenue growth, customer acquisition, and expansion of market share. May work with local governing entities to influence policies and market dynamics in their region(s).Ensures small and medium business (SMB) Sales roles are leveraging market expertise and insights to identify optimal routes to market, maintain growth engines, and define sale engine execution plans that optimally achieve revenue targets. Manages partnerships with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) to drive the identification and realization of growth targets, and the development of go-to-market strategies and execution plans by SMB sub-segment and Solution Areas. Coaches SMB Sales to develop execution plans for sales engines and sales plays with partners, and holds them accountable for meeting key performance indicators (KPIs) targets and aligning priorities with key stakeholders. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes.Manages one or more v-teams (e.g., Global Partner Solutions team, partner and GTM team, worldwide team, and the Business Group) of internal cross-functional stakeholders across a multi-matrixed business. Ensures small and medium business (SMB) Sales roles are appropriately leveraging resources across their local partner ecosystem(s), and setting expectations with v-team stakeholders to drive execution of business plans and revenue growth across SMB segment and Solution Areas. Clearly defines and aligns expectations for partners' and v-team members' roles, performance targets, priorities, rhythm of business (ROB), and governance to ensure they are clearly aligned with customer and business needs and priorities. Reviews progress on plan execution and revenue targets with teams across SMB sub-segments, partners, engines, and Solution Areas, identifies gaps and opportunities, and ensures that corrective actions are taken as needed. Shares best practices and provides guidance to SMB Sales around leading v-teams.Ensures small and medium business (SMB) Sales team(s) can identify and share local market insights. Coaches others to apply expertise in local SMB segments, campaigns, competitors, market trends, and digital maturity to understand the voice of the customer in their markets, identify sales plays and partner solution offerings to address local customer business needs, optimize demand generation, and influence plan execution across routes to market. Ensures insights are benchmarked against growth in other markets and shared with internal stakeholders to petition for additional resources and/or investments, and coaches team members and v-team stakeholders to optimally use local market insights to drive and influence plan execution.SMB ManagementProvides guidance to a small and medium business (SMB) Sales team, developing and managing business plans for the Microsoft Cloud across local market(s). Serves as escalation point for business planning and ensures virtual teams' stakeholders are aligned on priorities and have the resources needed to identify and deliver optimal solutions for customers. Accountable for WW SMB revenue and ensures their virtual team(s) address capacity and capability needs as needed to achieve revenue, consumption, customer acquisition, and digital business transformation targets. Shares best practices related to business plan management across teams.Drives digital transformation across small and medium business (SMB) segments and markets to define strategies and business cases that drive customer investment in digital transformation, and ensures that go-to-market priorities are aligned and optimized to enable partner recapture of expiring legacy end-customers. Influences the development of channel strategies and go-to-market offerings that drive cloud solution provider (CSP) and other engines (e.g., vendor tele) expansion across SMB markets. Shares success stories and best practices to optimize the use of programs and partners to drive cloud customer acquisition.Coaches, sets expectations for small and medium business (SMB) Sales teams, and participates in engagements with virtual team and/or partner stakeholders to support the scalable realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share, as required. Shares strategies and best practices with SMB Sales teams, virtual team stakeholders, and/or partners on ways to leverage market and competitive trends, and reviews feedback on partners' capabilities to close and renew deals that integrate multiple cloud solutions and acquire new customers that have high revenue potential.Reviews investment budgets for small and medium business (SMB) customer and/or partner programs. Ensures that SMB Sales roles are sharing insights from analyses of programs' return on investment (ROI) with internal teams (e.g., Marketing, One Commercial Partner) as needed to influence decision making related to investment budgets, and seeks out additional investments as needed to maximize market opportunities and execute on strategies.Defines strategies and priorities to drive continuous improvement of customer and/or partner program performance in local markets. Shares aggregate insights with internal business stakeholders to influence investment decisions and optimize returns, drive scalable improvements to programs performance in local markets, and develop strategies and governance models for overcoming obstacles. Holds self and others accountable for sharing key insights and best practices with internal and external stakeholders working across small and medium business (SMB) segment.Engages with, influences, and gains buy-in and alignment on strategies and plans from internal and/or external leadership teams. Attends meetings with partners, distributors, and business leaders to discuss plans, progress, and next steps to drive revenue and performance across channels, and/or Solution Areas. Defines new engagement models and shares best practices and expectations for utilizing those models to maintain alignment and positive rapport across senior-level stakeholders.Proactively manages relationships and engagements with small and medium business (SMB) Sales and leadership teams across internal sales and marketing organizations. Ensures key topics by Solution Area are represented in business discussions and planning, investments support those areas, and SMB Solution Area performance is discussed. Shares expertise with team members and leadership to influence decisions about the future direction of SMB segments regionally and globally.Defines guidelines and expectations for small and medium business (SMB) Sales teams' partnerships with internal stakeholders to ensure continuity in the execution of SMB programs across markets. Holds SMB Sales teams accountable for monitoring trends in customer feedback, escalating customer issues, and leveraging best practices and feedback to improve program execution and satisfaction in doing business with Microsoft. Shares feedback with Business Groups and other relevant internal stakeholders the support improvements in engagements across SMB segments and markets. Understands customer and partner satisfaction scores and insights and supports action plans to address areas of opportunities.Other
Embody our culture and values
Qualifications
Required/minimum qualificationsBachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering, or related field AND 8+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.3+ years experience managing a 800M USD Cloud and AI book of business2+ years experience managing a regional teamAdditional or preferred qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 10+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.10+ years relevant sales experience with Information Technology products/services.4+ years experience managing others.Experience managing a 1B USD Cloud and AI book of businessExperience managing a global teamExperience working with or working for the nonprofit sector or K12
SMB Sales IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until July 21, 2025.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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