At Small Medium Enterprises and Channel (SME&C), we are leading a significant-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 are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
As the ANZ SMB Leader (Director), you are Microsoft's senior leader in market for the commercial Small and Medium Business segment across Australia and New Zealand. You are accountable for segment performance and for delivering revenue quotas as the business owner across all Solution Areas: AI Business Solutions, Cloud & AI Platforms and Security.
You lead and orchestrate execution across the Segment Sales, Channel Partner, Go-to-Market, Finance & Business Operations and Marketing teams, balancing in-quarter delivery with long-term growth. You direct long-term SMB growth and investment planning across both markets, influence corporate resource investment and growth strategies, and shape how the SMB orchestration model and its governance evolve.
This is a senior individual contributor role but with extended people leadership expectations. You will lead a cross-functional team including your ANZ Cloud Solution Area SMB Leaders, Vendor Digital Sales, Partner Sales, Channel Management, Solution Go-to-Market, Partner Marketing, Sales Operations and Finance professionals through influence. As the ANZ SMB Leader, you will coach SMB segment sales roles on customer and partner engagement, and hold the extended team accountable for results through clear expectations and a disciplined rhythm of business. You represent ANZ SMB in Asia and global leadership forums and act as Microsoft's SMB advocate with customers, partners and industry bodies.
Responsibilities
Sales Leadership, Planning, and Collaboration
- Own ANZ SMB segment performance and deliver revenue targets across the ANZ SMB businesses as the business owner across all Solution Areas, defining sales engine targets and the optimal mix of digital, partner, distribution and direct go-to-market approaches.
- Lead fiscal year and long-term SMB business planning for Australia and New Zealand, translating Asia and global strategy into one ANZ plan with distinct market plays, and secure the resources and investments needed to sustain growth.
- Orchestrate execution across Segment Sales, Channel Partner, Go-to-Market, Finance & Business Operations and Marketing leadership and ANZ field teams, balancing in-quarter delivery, forecast and bridge plans with long-term growth and market share.
- Define performance targets, priorities, rhythm of business and governance for the Sales Unit, including the weekly cross-solution leadership review and inputs to forecast and drive corrective action at scale when plans fall behind.
- Drive action through counterparts in Finance, Solution GTM leadership, Marketing and One Commercial Partner, and customise sales sprint motions that align data, partners, programs, incentives and outcomes.
- Lead top-deal prioritisation and sponsor cross-solution deal clinics for top strategic deals for ANZ SMB, removing blockers and accelerating close with partners, Vendor Digital Sales and Commercial Executives.
SMB Management
- Manage SMB business plans, priority go-to-market initiatives and program offerings, including incentives, assessments and channel investments, across the ANZ markets, and lead reviews of customer and partner program investment budgets to deliver on the revenue growth required.
- Evaluate program performance and return on investment across markets, scale what works across SMB sub-segments, and secure additional investment where returns justify it.
- Lead evaluation of the SMB customer base with your ANZ leadership cross-functional team to understand growth opportunities in the ANZ market, refining global short and long-term strategies for securing new customers, identifying optimal solutions, and driving cloud and AI acceleration.
- Champion Microsoft's Cloud Solution Provide program as a catalyst for growth, expanding the ANZ partner channel and our sales engines with distributors, direct CSP partners and reseller partners to drive AI transformation at scale, accelerating customer acquisition and growth via upsell/cross-sell.
- Define engagement models with partners, distributors and business leaders, and open new routes to market through industry associations and influencers.
- Represent Microsoft as the SMB voice in market at external events and with industry bodies, sense market and competitive shifts, and bring the voice of ANZ customers and partners into Asia and global leadership.
- Serve as the escalation point for customer and partner issues, monitor satisfaction and feedback, and lead action plans that improve the experience of doing business with Microsoft.
Extended People Leadership
- Lead the One SMB Sales Unit cross-functional team, inclusive of ANZ SMB Solution Area Sales and Channel Sales leaders. Drive executional leadership across the solution area sales teams, aligning Partner Solution Sales, Vendor Digital Sales, Commercial Executives, Solution Go-to-Market, Channel Management and Partner Marketing teams behind a single plan.
- Lead without direct reporting lines: coach SMB sales roles on customer and partner engagement, set clear expectations and roles and responsibilities, and hold the cross-functional team accountable for performance.
- Partner with SMB solution area leaders and people managers in ANZ on talent, capability and performance, and help develop the next generation of SMB leaders across the market.
Qualifications
Required qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Economics, Engineering or related field AND 15+ years relevant Sales or Marketing experience with Information Technology products and/or services OR equivalent experience.
6+ years of demonstrated leadership experience, whether through people management, leading leaders, or leading large cross-functional or multi-market teams through influence.
Additional or preferred qualifications
- Proven record of owning and over-achieving a multi-solution cloud revenue target for a country, multi-country or regional business in the SMB, mid-market or commercial segment.
- Experience orchestrating execution across sales, channel partner, go-to-market, finance and business operations, and marketing teams in a complex, matrixed organisation.
- Deep partner-led go-to-market experience, including direct and indirect CSP models, distributors and managed service providers, with a strong grasp of partner economics.
- Operational rigour in forecasting, pipeline and investment management, using data and insights to balance short-term delivery with long-term growth.
- Executive presence and communication skills to represent Microsoft as a senior leader in market and influence senior internal, partner, customer and industry leaders.
- Deep knowledge of the Australian and New Zealand SMB market, partner ecosystem and competitive landscape.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
