New 
Solutions Team Unit (STU) Leader, AI Business Process
 Microsoft | |
 United States, Washington, Redmond | |
 Aug 20, 2025 | |
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OverviewAt Small Medium Enterprises and Channel (SME&C), we are leading a fast-growing, 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, impactful, 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. Microsoft is hiring Worldwide CSA Sales Leads in four key Microsoft Cloud solution areas -Security,Workplace Artificial Intelligence (AI),AI Business Process, andAzure. Each hire will own the end-to-end sales performance for their respective solution area across corporate segment globally. As theSolutions Team Unit (STU) Leader, AI Business Process, you willown the end-to-end sales performance and strategyof that Microsoft Cloud solution area across the globe. In this role, you set the vision and priorities for all regions, thenempower and guide regional CSA Leadsin executing against those priorities. You will leverage data and insights from across markets to drive innovation in sales approaches, and act as a conduit between field realities and corporate strategy - ensuring local successes are scaled worldwide and global programs land effectively in each area. This opportunity allows you to operate at astrategic level, influencing a worldwide sales organizationwhile developing deep business and technical acumen in your solution area. You will hone your leadership skills by managing through influence - coaching managers and sellers around the world - and become adept at orchestrating large-scale sales initiatives (e.g. AI-led sales plays, industry solutions) that span multiple markets. TheMicrosoft Cloudis the most comprehensive and trusted cloud platform in the industry - spanning cutting-edge solutions inSecurity,Workplace AI,AI Business Process, andAzure. At Small Medium Enterprises and Channel (SME&C), we harness this full Microsoft Cloud portfolio to drive digital transformation for organizations of all sizes. Our fast-growing, AI-powered sales team is customer-obsessed and partner-driven, unlocking innovation from secure infrastructure to collaborative AI-powered productivity and intelligent business applications. Join us and lead the charge in empowering customers with the Microsoft Cloud, working smarter, collaborating seamlessly, streamlining business processes, and staying protected on a global, trusted platform. 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.
ResponsibilitiesWorldwide Solution Area Strategy & Execution:Define and drive theglobal sales strategy and targetsfor your solution area (e.g. Security, Modern Work, Business Applications, or Azure) across all regions. Set clearconsumption and revenue goals worldwide, andcoordinate with regional Solution Area Leadsto ensure each operating unit meets its targets. Analyze performance data across regions and hold field teams accountable for delivering billed revenue and consumption growth globally. Field Community Leadership & Coaching:Lead theworldwide community of Segment Sales Managers (SSMs)for your solution area. Provide coaching, industry-leading practices, and frameworks to first-line sales managers in all Areas to enforcedisciplined Microsoft's Customer Engagement Methodology (MCEM) stage progressionand healthy pipeline coverage. Advise regional leaders on strategic bets and remove systemic sales blockers by leveraging corporate resources. Accelerate top deals by coordinating cross-region specialist support, thereby ensuring consistent execution and target attainment globally. Global Engagement & Rhythm of Business:Orchestrate theSME&C Integrated Account Reviews (IARs) and Monthly Business Reviews (MBRs)for your solution area at a worldwide level. Ensure operational rigor and timely insight sharing - aggregate regional feedback and performance into a global view. Serve as thevoice of the field to Worldwide (WW) Go-To-Market (GTM) teams, conveying trends and needs from all regions. Partner with the WW GTM Lead to adjust solution area programs or offers based on field input, and then drive the adoption of those programs through regional leads. Partner Co-Sell Integration (Global):Develop aglobal co-sell strategyfor your solution area in partnership with the Worldwide Partner organization. Embed a leverage-first mindset by setting expectations that regional teams attach partners to deals wherever possible. Work closely with theGlobal Partner Solutions (GPS) teamto translate Nicole Dezen's worldwide partner programs into regional execution plans. Monitor partner-influenced pipeline and wins across all areas, and share field insights on blockers or partner capacity gaps back to WW partner teams to inform program adjustments. Campaigns & WW GTM Alignment:Collaborate withWorldwide Sales, Marketing & Operations (SE&O)to land global solution area campaigns and sales plays effectively in the field. Provide input on global sales performance to help shape WW GTM plans, ensuring that strategies (e.g. new offers, incentives) are relevant for all regions. Guide regional leads in localizing and executing these campaigns, bridging the gap betweenworldwide strategy and regional executionso that global initiatives realize optimal outcomes in each market. Global Sales Community & Tools Adoption:Cultivate anetworked global solution area sales community. Facilitate cross-region industry-leading practice sharing forums and champion the adoption of modern sales tools and processes (e.g. Sales Accelerator, Microsoft Sales Copilot, Power BI-based insights) across all field teams. Promote a worldwide culture of coaching, customer obsession, and compliant selling - ensuring that every region embraces Microsoft's values and sales methodology in a consistent manner. OtherEmbody our Culture and Values | |