Head of SMB MENAT/ SSA, EMEA SMB

About the Role
We are seeking an exceptional leader to drive the Small and Medium Business (SMB) segment across the MENAT and SSA regions. This pivotal role will lead a high-performing team of Sellers to accelerate cloud adoption among SMB customers in one of our most strategic markets. The successful candidate will develop and execute go-to-market strategies, build partner ecosystems, and deliver revenue growth while fostering a culture of innovation and customer obsession. This role reports to the EMEA SMB Segment Leader and is a key member of the EMEA SMB Leadership Team.

As a senior sales manager and leader of the SMB sales organization, you will be responsible for exceeding revenue objectives, key performance goals, and developing your team. You will lead, collaborate, and inspire a group of account managers while managing revenue and market share growth with both new and existing customers.

Key Responsibilities

• Strategic Leadership & Execution:

  • Develop and execute comprehensive SMB growth strategies for the UKI market.
  • Drive revenue growth and customer acquisition targets through data-driven decision making and innovative go-to-market approaches.
  • Build and lead a high-performing team of CSRs and Field Sellers, fostering a culture of ownership, innovation, and customer obsession.
  • Establish clear performance metrics and accountability frameworks to track team and business performance.

• Partner Ecosystem Development:

  • Build and scale a partner-led SMB business model in alignment with EMEA's 2028 partner strategy.
  • Develop strategic relationships with key partners, including ISVs, SIs, and resellers to expand market reach.
  • Leverage Partner Network to accelerate customer adoption and solution delivery.

• Customer Success & Growth:

  • Champion customer obsession by ensuring exceptional customer experiences throughout the cloud journey.
  • Drive adoption of services, with a focus on emerging technologies including GenAI, data analytics, and migration solutions.
  • Implement scalable customer engagement models that balance high-touch and digital-led approaches.
  • Develop customer success metrics and ensure continuous improvement in customer satisfaction and retention.

• Team Development & Culture:

  • Recruit, develop, and retain top talent.
  • Foster a culture of continuous learning, experimentation, and innovation.
  • Provide coaching, mentorship, and career development opportunities for team members.

• Cross-Functional Collaboration:

  • Partner closely with EMEA SMB Leadership Team peers to share best practices and drive segment-wide initiatives.
  • Collaborate with Marketing, Partner, Product, and Solutions Architecture teams to optimize customer outcomes.
  • Represent UKI SMB interests in regional and global forums, contributing to strategic planning and resource allocation.
  • Drive alignment with broader leadership on segment priorities and initiatives.

• Market Intelligence & Innovation:

  • Maintain a deep understanding of UKI market dynamics, competitive landscape, and customer needs.
  • Identify emerging trends and opportunities in the SMB segment, particularly around AI, digital transformation, and industry-specific solutions.
  • Drive innovation in sales plays, engagement models, and customer success programs.
  • Leverage data and analytics to inform strategy and optimize business performance.

• Operational Excellence:

  • Establish efficient operational processes and systems to support team productivity and customer engagement.
  • Manage budget and resource allocation to maximize return on investment.
  • Ensure compliance with policies, procedures, and governance requirements.
  • Drive continuous improvement in sales effectiveness, customer engagement, and operational efficiency.

Basic Qualifications:

• Bachelor's degree in science, technology, engineering, math, business or equivalent.
• Experience in a people management role, leading teams and growing organizations.
• Proficient in written and oral communication, with the ability to interact effectively at all levels in the organization (technical, business, executive).
• Experience in technology-related business development, sales strategy, operations, or other sales-related fields.
• Familiarity with the advertising, media, or agency landscape, and a proven track record of reaching and exceeding sales revenue goals via new and existing business.

Preferred Qualifications:

• Master's degree in management, business administration, economics, engineering, or marketing.
• 5+ years of business development, account management, product management, project management, financial analysis, or marketing experience.
• Ability to communicate complex concepts clearly and persuasively to different audiences.
• Experience designing and executing joint marketing plans with strategic alliance partners with a global footprint.
• Proficiency in developing tools, reports, process maps, scorecards, and data visualizations that improve understanding of the business and inform decision-making.

Our inclusive culture empowers all employees to deliver the best results for our customers. If you require workplace accommodation or adjustment during the application and hiring process, including support for interviews or onboarding, please reach out for more information.