SMB Sales Director

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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.

As the SMB Sales Director, you will be accountable to all Solution Area business goals of Microsoft’s SMB business for assigned Geo and be the SMB customer advocate across the organization. This requires continuous innovation and evolution of our solution sales execution strategy, while remaining centered on the customer.

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

• 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.
• Fluent Japanese and advanced English.

#JapanSMEC

• Drives SMB integrated business plans across all solution plays & relevant sales engines, defines plan priorities and key performance indicators (KPIs), and provides guidance on plan details for small and medium business (SMB) stakeholders.

• Guides extended sales team to develop execution plans for solution plays and holds them accountable for meeting key performance indicators (KPIs) targets, growth targets, optimizing return on investment (ROI) and aligning priorities with key stakeholders.

• Develop strategies for securing customers through activation of cloud solution provider (CSP) channel within the local SMB market.

• 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.

• Facilitates 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.

• Supports 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).

• Share SMB customer insights and recommendations to shape programs that drive customer acquisition and participate in SMB customer events, and delivery of customer webinars.