Overview
Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Drives collaboration between stakeholders from different parts of the business to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Connects partners with sales teams and drives increased awareness in new industry solutions that can be applied across accounts to move sales forward. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Leverages resources and programs across accounts to support partner co-sell pipeline velocity and alleviate friction points. Maintains and stays up to date on Microsoft's sales compliance processes.
Responsibilities
Collaboration & Co-Sell
Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market.
Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Partner Engagement
Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand.
Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity
Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.
Partner Solution Area Sales Plan
Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification, understanding, and evaluation of partners cloud solution area sales practice(s). Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
Sales Process & Sales Management
Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources. Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes.
Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.
Qualifications
Communicating with Impact
Creating and delivering presentations, and written and/or oral communications to convey complex concepts and information to diverse audiences, both technical and non-technical, in a clear and precise manner, to facilitate seamless collaboration and knowledge sharing within diverse work environments, and to ensure comprehension across all levels.
- Oral Communication - The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
- Presentations - The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audiences attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
- Written Communication - The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
Cultivating Strategic Partnerships
Establishing, maintaining, and cultivating mutually beneficial, strategic partnerships and relationships with key stakeholders, partners and executive leadership by managing interactions and relationships with empathy and respect, navigating social challenges and conflicts with sensitivity, and positioning oneself as a trusted advisor to drive collaborative co-selling solutions, strengthen organizational influence, and achieve mutual strategic interests.
Maximizing Business Opportunities
Monitoring, interpreting, and foreseeing industry trends, competitive landscapes, market movements, and emerging industry solutions to identify threats to organizational goals and capitalize on opportunities for growth, innovate and optimize the company's market position by proactively steering business strategy, and maintain a competitive edge with customers and partners.
Optimizing Account Operations
Managing and optimizing sales pipeline and account metrics through strategic orchestration of resources and initiatives, coordination of opportunities and deals, analysis and tracking of progress indicators for customer engagements, and the alignment and adaptation of sales action plans to strategic business objectives to improve organizational outcomes and efficiency, drive growth and customer satisfaction, and nurture enduring customer relationships.
Selling Solutions
Applying ingenuity in sales approaches to craft unique solutions for clients, and influence decision-making through building and maintaining influence and trust with customers and partners, articulating the value of the organization's offerings and potential impact, and ensuring mutual satisfaction in negotiations to close deals effectively, overcome sales challenges and exceed targets, and secure successful outcomes.
Strategically Managing Sales Pipelines
Orchestrating sales projects and programs from conception to execution and ensuring efficient sales operations by identifying client needs and tailoring solutions, anticipating and capitalizing on business insights, consumer demands, and financial trends, and constructing sales proposals that align with client objectives to streamline sales initiatives, maximize return on investment and profitability, enhance sales pipelines, and drive and enhance sales outcomes and growth.
Required/minimum Qualifications
- Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
- preferred - Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development 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. 
