Recruits, onboards, and manages relationships with Microsoft partners; differentiates the value of partnering with Microsoft versus competitors. Aligns partners to strategic accounts and identifies market opportunities through industry analysis and intelligence. Develops and supports partner business plans, skill growth and industry presence. Supports partner readiness through selling strategies, marketing plans, and portfolio optimization. Analyzes business metrics to assess performance and identify areas for growth.
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Responsibilities
Partner Performance and Impact
- Ensures partner advocacy is a guiding force within the culture of the team, and holds team accountable for advocated internally and escalating urgent partner issues. Acts as a role model for the team and organization for partner advocacy. Provides coaching and guidance to team members on escalation processes and resolution tactics. Drives shared accountabilities across GPS and with Segment Leaders. Orchestrates regular business reviews, Build, and Co-Sell rhythms of business (RoBs), mobilizing the ideas, resources and support required to exceed targets in alignment with appropriate stakeholders. Establishes relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of the Device + Services with Modern Workplace and M365, Teams, including the Azure opportunity through direct, and indirect partner GTM. Ensures team advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for device roadmaps and opportunity pipelines and transformational projects. Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.
- Supports team members and partners in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Coaches team members on how to provide the right mix of incentives and offers to the partners. Provides team direction to lead with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories).
Partner Sales and Consumption
- Leads the development and implementation of strategies for orchestrating go-to-market, co-selling, and incentive strategies for strategic, global and local partners. Outlines activities and expectations for both Microsoft and the partner to sales goals while taking into account Microsoft and partner business situations. Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Leads teams to build and launch integrated
industry specific offerings on Marketplace with partners. Leads co-selling and customer transactions through Marketplace.
- Leads complex and high impact campaigns with various functional areas and the partners marketing teams. Creates structures and processes to ensure campaign tactics, offers, and incentives for partners are relevant and updated as needed. Holds team members accountable for following up on the core sales activities and will guide resourcing efforts. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up.
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Qualifications
Required/Minimum Qualifications
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
o OR equivalent experience.
- 5+ years people management experience.
Knowledge, Skills, Abilities
- Building Business Partnerships
- Business Acumen
- Competitive Analysis
- Executive Relationships
- Opportunity/Deal Orchestration
- Problem Solving
Citizenship & Citizenship Verification: This position requires verification of China citizenship due to citizenship-based legal restrictions. Specifically, this position supports local government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified
via a valid passport.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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