Director - SMB Sales Bangalore Karnataka India 2 more locations Date postedOct 06 2025 Job number1890131 Work site3 days week in-office Travel25-50 Role typePeople Manager ProfessionSales DisciplineSMB Sales Employment typeFull-Time Overview 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 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 SME C is more than a sales organization it s 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 If you thrive in a quick-paced digital-first environment and are eager to make a meaningful impact explore how SME C can be the next step in your career Together we are shaping the future of business If you thrive in a fast-paced digital-first environment and are eager to make a meaningful impact explore how SME C can be the next step in your career Together we are shaping the future of business In this strategic role you will ensure that opportunities emerging from our joint planning and co-sell efforts convert into wins and deployed Azure solutions for our customers in the SMB Segment By leveraging our MCEM sales methodology you will ensure consistency and excellence in how your portfolio of partners engage customers from envisioning solutions to closing deals thus accelerating time-to-value This is a significant leadership opportunity You will oversee the execution and delivery of high quality Azure Area sales plan for your team s portfolio of partners aligning with Microsoft s business goals In doing so you ll play a pivotal role in Microsoft s success in the Azure SMB market delivering on ambitious cloud growth targets and expanding our customer base via partners Importantly you will also be responsible for the professional growth of your team - developing their business acumen sales skills and career trajectories while fostering deep relationships with partner executives as a trusted business advisor Qualifications Required Qualifications RQs Bachelor s Degree in Marketing Business Operations Computer Science or a related field AND 12 years experience in partner management sales business development or partner channel development in the technology industry or related experience OR equivalent experience 5 years people management experience Preferred Qualifications PQs Managers Recruiters the Preferred Qualifications content is OPTIONAL and you may edit delete content including adding up to 4 PQs if required Master s Degree in Business Administration Business Science or an Advanced Degree in a Science Technology Engineering and Mathematics STEM or a related field AND 12 years experience in partner management sales business development or partner channel development in the technology industry or related experience OR equivalent experience 8 years people management experience Responsibilities Team Leadership Coaching Build nurture and lead a high-performing Azure SMB sales team Provide clarity of vision set ambitious yet achievable goals and support each team member through regular coaching and mentoring Create an inclusive environment that encourages idea-sharing and innovation enabling the team to meet and exceed targets You will run predictable team Rhythm-of-Business RoB meetings to review performance celebrate wins and address challenges - thereby driving accountability and continuous improvement Strategic Sales Planning Drive the Partner Solution Sales strategies designed to deliver on the priorities of the SMB segment Ensure that comprehensive Partner Sales Plans are in place with partners aligning their business objectives with Microsoft s solution priorities and sales plays Oversee joint Territory Planning activities with partners to map out top customer opportunities and target accounts Ensure that these plans translate into a healthy pipeline aligned to quarterly and annual sales goals Pipeline Management Deal Execution Own the sales pipeline across your partner portfolio Operate with a commit to complete mindset - once an opportunity is jointly committed MCEM Stage 2 ensure it is diligently driven to closure Stage 3 Monitor Top Deal pipeline health and stage progression closely using dashboards and CRM data to spot stalled deals or gaps Intervene as needed to remove blockers e g securing technical resources adjusting offers and keep deals moving forward Revenue Accountability Growth Be accountable for achieving and exceeding CSP revenue targets within the SMB segment through your partners You will lead the execution that results in quarterly Azure attainment across your partner portfolio tracking both top-line revenue and key performance metrics e g partner pipeline conversion rates co-sell deal volume A core focus is to drive Cloud Solution Provider CSP revenue growth by expanding existing customer consumption and capturing new customer wins via your partners This includes guiding your team to prioritize high-value opportunities and ensuring partners capitalize on upsell cross-sell motions such as adding Microsoft 365 Copilot or security solutions for customers to increase deal size and customer value Co-Sell Strategy Execution Champion co-sell strategies with partners Ensure joint selling efforts between your partners and Microsoft s field sellers ensuring that our customers get the best of both worlds partner specialization and Microsoft support Work closely with internal account teams to attach the right partner to the right customer opportunity and oversee that co-selling engagements progress smoothly Essentially you serve as an advocate for your partners within Microsoft and for Microsoft s value within your partner organizations Top Deal Orchestration Once priorities are set in planning with the partner porfolio hold both your team and partners accountable for pursuing those opportunities For top deals in the pipeline you may step in to actively lead deal strategy reviews helping shape the win approach e g competitive positioning investment offers or executive engagement If a top deal is stalled you will assemble the necessary resources - possibly including managers from other departments financing options or technical experts - to get it back on track towards closure Program Investment Utilization Maximize the impact of Microsoft s partner programs and Ensure your team works with partners to fully leverage available subsidies to generate and accelerate pipeline will monitor program investment utilization and track ROI - guiding partners to take advantage of these programs and thereby boosting pipeline velocity and close rates equaling partner profitability Trusted Advisor Stakeholder Management Act as a trusted advisor and business leader both to your partners and within Microsoft For partners you will often engage at the executive level such as a VP of Sales or CEO of a partner company to steer the overall alliance discussing business strategy securing commitment to goals and strengthening the partnership Internally you will interface with senior segment leaders in Microsoft s sales organization e g SMB segment leadership GPS leadership to represent the voice and performance of your partners Through a predictable rhythm and clear communication of insights you ensure that Microsoft s leadership is aware of partner contributions escalations and needed support Customer Success Impact While primarily a sales role you will also champion sustainable customer outcomes Drive your team and partners to not only close deals but also ensure customers realize value from deployed solutions - this leads to renewals and references Emphasize solution quality and customer satisfaction in reviews By reinforcing a focus on delivering positive customer you help establish long-term trust which fuels continuous business In essence you are guiding partners to sell with a consultative value-based approach that creates lasting success for customers and thus incremental sales opportunities down the line In fulfilling these responsibilities you will balance strategic planning with tactical execution One day you might be formulating a new sales initiative to push AI-based solutions via partners and the next day you re deep in a partner s sales funnel data figuring out how to help them accelerate deal closures This dynamic scope is what makes the role challenging and rewarding Benefits perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work Industry leading healthcare Educational resources Discounts on products and services Savings and investments Maternity and paternity leave Generous time away Giving programs Opportunities to network and connect 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 and or a reasonable accommodation due to a disability during the application process read more about requesting accommodations

📌 Director - Smb Sales (Karnataka)
🏢 Microsoft
📍 Karnataka