Senior SMB Sales - Cloud & AI Platforms

Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas. Leads fiscal year business planning for small and medium business for one or more Solution Areas. Shares local market insights, leveraging small and medium business assets, local market expertise, marketing campaigns, and competitive insights. Manages small and medium business plans, key solution plays, and program offerings. Leads the evaluation of small and medium business customer base across markets with virtual team stakeholders. Where appropriate, supports realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share. Shares insights from analyses of projected versus actual return on investment for multiple customer and/or partner programs within local markets. Evaluates customer and/or partner program performance across local markets to predict likelihood of returns. Engages with and influences internal and/or external stakeholders to gain buy-in and alignment on strategies and plan execution needs. Proactively engages and supports cross-functional stakeholders' and leadership teams' needs across internal sales and marketing organizations. Works with internal stakeholders to ensure continuity in the execution of customer and/or partner programs, and maintains an awareness of customer satisfaction and upcoming changes in business practices that may impact customer-partner engagement.

Sales Leadership, Planning, and Collaboration Shares local market insights, leveraging small and medium business (SMB) assets, local market expertise, marketing campaigns, and competitive insights, as well as an understanding of the voice of the customer and local market digital maturity by segments to identify opportunities and customer plays that drive revenue growth and customer adds, via the optimal mix of partners and programs. Proactively benchmarks data from local markets against global data, and applies expertise in local markets to gain insights that drive opportunity development. May share insights with internal stakeholders to petition for additional resources and/or investments. Manages a v-team (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. Applies expertise in partner ecosystem(s) by customer segments, gains stakeholder buy-in for plan execution, and sets expectations that drive alignment on business plans and improve sales revenue across markets and/or Solution Areas. Defines performance targets, priorities, rhythm of business (ROB), and a governance model for evaluating progress on plan execution, holding others accountable, identifying gaps in plan execution, and taking corrective action as needed. Mentors and provides guidance to less experienced v-team members on executing strategies in concert with v-team stakeholders. Drives action with counterparts across the business (e.g., Finance, Business Group Leaderships, Marketing, One Commercial Partner) and applies expertise in local markets and competitors to identify growth opportunities, define strategies and optimal routes to market for achieving revenue targets, and develop and socialize best practices. Defines execution strategies, plan priorities, and key performance indicators (KPIs) for sales engines and partners closely with small and medium business (SMB) stakeholders to align on and improve execution plans. Customizes and adopts sales sprint motions which includes data, alignment of partners, programs, incentives, and outcomes. Leads fiscal year business planning for small and medium business (SMB) for one or more Solution Areas, defining key details of SMB execution plans, ensuring key stakeholders are aligned to execution plans, and determining the resources and investments needed to support execution plans that lead to revenue growth across markets and