Vendor Digital Sales - Area Leader

Overview

Lead execution of the global Vendor Digital Sales (VDS) strategy for the GCR SMB market across Top Growth Accounts (TGA) and Scale sales motions. This role is accountable for the sub's VDS revenue (FRA) and IAR KPIs — owning business planning, forecasting, partner-aligned execution and cross-functional orchestration across SMB, GS&O, GCPS and CLO, while championing the Frontier Transformation narrative and scaling Agentic AI to drive productivity and customer outcomes.

Responsibilities

• VDS Engine Execution & Governance: Execution of VDS global strategy for Grow, Migrate and Acquire across all VDS Sales Motions (Top Growth Accounts and Scale Motion) within the SU. Work with the Core VDS team on vendor seller readiness for GTM Frontier Conversation, CSA solution plays, and scaling Agentic AI to drive productivity. Champion the Frontier Transformation narrative, deliver SU Revenue Accountability and adopt agentic capabilities.
• SU FRA, Execution & Forecast: Landing and execution of the global VDS strategy. Own the business plan end-to-end to drive VDS cloud FRA, input to forecast, and CoE/bridge actions for in-quarter CoE/CAP in partnership with CLO, plus quota retirement for the SU.
• Sales Engine Planning: Business owner orchestrating a unified VDS execution plan across the SU SMB team, GS&O and GCPS.

Additional information

Customer Insights & Target List: Use Nymeria, CPTv2 and TGA account signals to select and prioritise outbound execution, and convert inbound/outbound campaign engagement into customer upsell, cross-sell and expansion across both motions.

• Partner Engagement: Drive partner-aligned execution based on the global strategy, close Top Deals with PSS, and pass leads to partners for co-sell execution.

Campaign Planning: Execute digital customer outreach VDS campaigns aligned to Nymeria campaign execution.

• Top Deal Management: Establish a pipeline review RoB between SMB Lead, PSS and VDS. Provide subject-matter-expert leadership in pipeline reviews and strategic customer meetings to unblock deals, remove blockers, accelerate close and foster customer-focused outcomes.
• Data-Driven Decision Making & Performance Monitoring: Leverage analytics to assess performance, identify gaps and implement corrective actions, while regularly tracking and reporting key metrics.

Compliance: Ensure adherence to compliance standards, particularly when working with vendors.

• Strong Alignment & Partnership: Ensure strong alignment and partnership across key stakeholders — the SU SMB team, GCPS, GS&O, CSA GTM and CLO — fostering clear communication for cohesive execution.
• Market Advocacy & Relevance: Represent Microsoft as a market leader at internal, partner and customer events; sense market shifts and translate actionable signals back into execution updates to keep the plan relevant.
• Customer Advocacy & Proactive Problem Solving: Represent the voice of SMB customers, resolving customer and partner blockers through efficient collaboration with local and Core teams and following through on escalation processes.
• AI Evangelism & Thought Leadership: Promote SMB Frontier Transformation solutions at internal, partner and customer events to drive awareness and adoption, contributing to the broader market narrative.

Required Qualifications

• 8+ years of sales experience.
• 5+ years of go-to-market experience.
• Demonstrated experience in business planning, forecasting and pipeline/top-deal management.
• Proven ability to lead cross-functional stakeholder alignment and execution.
• Strong strategic thinking, communication and data-driven decision-making skills.

Preferred Qualifications

• Experience in SMB, digital sales or vendor-led (VDS) sales models.
• Knowledge of Microsoft cloud, Agentic AI and the technology industry.
• Experience driving partner and co-sell execution (PSS/partner ecosystem).
• Experience managing strategic accounts and complex, high-value opportunities.
• Strong business acumen, operational excellence and executive presence.
• This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.