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About the Role

The Small and Medium Business (SMB) segment within SME&C is a key growth engine for the company, focused on bringing the Microsoft cloud to millions of SMB customers globally. This role involves building and nurturing partner ecosystems to maximize customer value and business impact through AI and cloud solutions.

Responsibilities

Lead partner co-selling efforts to drive sales pipeline creation and expansion.
Develop and execute co-sell strategies to meet or exceed sales targets.
Collaborate with internal and external stakeholders to accelerate deal execution and leverage investments.
Share innovative sales best practices and influence the market.
Track cloud solution area co-sell pipeline performance and implement corrective actions.
Assess and enhance partner sales capabilities for future growth.
Monitor partner incentive utilization and its impact on pipeline velocity.
Manage quarterly forecasts to ensure revenue accountability.
Share co-selling best practices with internal communities and global peers.
Contribute as a subject matter expert to learning initiatives.
Share market insights on solution area business momentum and customer demand.
Collaborate with prioritized partners to identify and cultivate new customer opportunities.
Qualify and drive partner-led pipelines through the sales cycle.
Promote partner adoption of investment levers to accelerate deal velocity.
Drive the acceleration of cloud solution area sales practices with partners.
Establish a predictable rhythm of business (RoB) for cloud solution areas.
Mitigate performance issues with partners to ensure delivery of targets.
Collaborate with segment sales teams to drive co-sell performance.
Create joint solution area sales plans with prioritized partners.
Evaluate partners' cloud solution area sales practices.
Align with organizational units and overall partner business plans to meet sales objectives.
Guide partners on solution plays and ensure their capability to deliver value.
Lead pipeline management meetings and resolve deal blockages.
Design advanced sales plans leveraging Microsoft resources and coach partners.
Conduct business reviews with key partner stakeholders and ensure accountability.
Maintain and uphold Microsoft's compliance processes.
Initiate solution area sales planning with assigned partners.
Monitor and manage a predictable sales pipeline RoB with assigned partners.
Manage and support top partner deals and overall partner revenue.

Requirements

Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
Language fluency in Japanese
Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
Language fluency in English

About the Company

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 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.

Equal Opportunity

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.