Overview
Leverages an understanding emerging industry needs and the competitive landscape to identify and attract partners that can deliver solutions that drive broader customer adoption of Microsoft technologies. Leads partner strategy across teams at territory or industry level to identify partners that can generate increased revenue with unique industry solutions. Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Tracks and assesses co-sell/channel performance and adjusts strategies as needed ensure success. Makes recommendations to leadership team based on key performance indicators and maintains accountability for customer and partner experience indices. Maintains and stays up to date on sales compliance processes. Champions executive sponsorship of innovative solutions and the presentation of solutions. In addition, this role has people management responsibilities including new partner recruitment to boost AI partner eco-system.
Responsibilities
- Follow-up both co-selling with growing partners and hiring new partners to drive AI adoption based on technical knowledge on AI.
- Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Develops and executes co-sell strategies that outline activities and expectations that drive Microsoft and partner sales targets. Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales.Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts.
- Tracks partner sales capabilities and capacities for sales practice acceleration and growth. Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
- Shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand.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.
- Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets. Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution.
- Independently works with prioritized solution area-aligned partners to identify new opportunities with customers. Drives the qualified partner pipeline and progress it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
- Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability. Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s). Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
- Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets. Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages top partner deals and overall partner revenue aligned to solution area.
- Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Facilitates pipeline management meetings and unblocking deals by connecting with Microsoft resources. Develops 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. Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Qualifications
- Bachelor's Degree AND 7+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
- Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
- Fluency in English
- Strong capability on public presentation
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.**