Senior SMB Sales - Cloud & AI Platforms

Manages small and medium business plans, key solution plays, and program offerings. Evaluates customer and/or partner program performance across local markets to predict likelihood of returns. 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.

Evaluates customer and/or partner program performance across local markets to predict likelihood of sustained or increased returns. 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.

Works with virtual team stakeholders to identify needs for additional capacity or capabilities across local markets, leads efforts to build upon and obtain required investments, and/or identifies partners to achieve revenue, consumption, customer acquisition, and business transformation targets.

Manages SMB segment growth and defines strategies for the expansion of cloud-based solutions offerings across local markets. 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 customer programs.

Evaluates SMB segment performance against growth targets and is accountable for leveraging local market expertise to optimize return on investment (ROI) and spend. May request additional investments as needed to drive plan execution and impact revenue growth, customer acquisition, and expanding market share.

Accountable for delivering on revenue quotas as the business owner for one or more Solution Areas by recommending the ideal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, developing small and medium business (SMB) strategies that span multiple segments, managing sales engine and partner performance, and influencing investment decisions for SMB programs.

Orchestrates the execution of SMB growth plans with a team of cross-functional stakeholders and identifies local growth opportunities building the market around them to generate revenue. May directly support closing strategically valuable deals. Bachelor'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.

Native level Japanese and business level English 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.