VDS SMB Sales Lead - EMEA

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.

The Small and Medium Business (SMB) segment within SME&C is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.

The Vendor Digital Sales (VDS) organization drives scalable growth across the SMB market, combining digital sales, data and AI-driven insights, and partner-led execution to reach and engage customers at scale. The organisation focuses on accelerating acquisition, increasing solution adoption and creating sustained customer value across Microsoft’s cloud and AI portfolio.

As the EMEA SMB Sales Lead, VDS, you will be accountable for the execution of VDS global strategy for Grow, Migrate and Acquire across all VDS Sales Motions (Top Growth Accounts (TGA) and Scale Motion) within EMEA. You will work with the Core VDS team for vendor sellers readiness on GTM Frontier Conversation, CSA solution plays and scale Agentic AI to drive productivity. You will champion the Frontier Transformation narrative, deliver EMEA Revenue Accountability and adopt agentic capabilities.

To be successful, you must have a deep understanding of the local market, customer acquisition engines and upsell/cross-sell motions across services/products and the respective routes to market. You will work in a regional SMB OU/ Sales Unit pod of SMB Business Leads and Partner Sales, plus a v-team of key business partners from the Vendor Digital Sales, partner team (GPS), GTM marketing, and operations teams, driving alignment on the SMB GTM strategy and sales execution plan through the development of a holistic sales target attainment plan, and ensure always on execution with the right level of investments to address customer needs and accelerate their digital transformation. This role is flexible in that you can work up to 50% from home.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Execution of global VDS strategy of the given territory across Top Growth Accounts and VDS Scale sales motions, accelerate acquisitions, grow and scale across solution areas (CSA).
• Own business plan end-to-end to drive VDS Cloud FRA, input to forecast, CoE/bridge actions for in-quarter CoE/CAP in partnership with CLO and quota retirement for the OU.
• Guide extended vendor sales leadership to develop execution plans for solution plays and hold them accountable for meeting key performance indicators (KPIs) targets, growth targets, optimizing return on investment (ROI) and aligning priorities with key stakeholders.
• Contribute insights to rhythm of business (ROB), and a governance model for evaluating progress on plan execution, identifying gaps in plan execution, and taking corrective action as needed.
• Orchestrating unified VDS execution plan across SU SMB team, GS&O and GCPS.
• Facilitate collaboration across the business to identify needs for additional capacity or capabilities, coordinate efforts to build upon them as needed, and identify potential partners to help achieve revenue, customer acquisition and consumption targets and drive business transformation.
• Support the realization of deals that are complex, represent significant market share, and/or penetrate competitor's market share by working directly with key stakeholders (ex. via Channel Sales, Swarm).
• Drive Partner Aligned Execution based on Global strategy and close Top Deals with PSS and pass leads to partners for co-sell execution.
• Use Nymeria, CPTv2, and TGA account signals to select and prioritize outbound execution and convert inbound/outbound campaign engagement into customer upsell, cross sell, and expansion across both motions.
• Share SMB customer insights and recommendations to shape programs that drive customer acquisition and participate in SMB customer events, and delivery of customer webinars.

Qualifications

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.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. 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.