Works with channel partners to provide sales leadership by transforming the partners' business models and providing operational support expertise to drive Microsoft's strategy and enable the partner to grow their business. Serves as a trusted advisor to build portfolio and represent Microsoft to the partner channel. Sells modern devices and services ecosystems to partners to drive Microsoft's mission and impact partner business

Responsibilities

Business Development

Builds and maintains a trusted-advisor relationship with partners' C-suite decision makers to achieve strategic alignment, influence partners to consume a variety of Microsoft products and services, build mutually beneficial business plans, improve competitiveness of their business operations, and drive engagement with internal stakeholders to execute on opportunities. Understands markets and partner trends and develops connections with key market players to close and execute on projects, as well as share business opportunities internally.

Develops and sells account vision to decision makers at Microsoft and partner organizations by aligning and reinforcing value propositions at a higher strategic level of products, channels, or solutions to the benefit of both the partner and Microsoft's mutual goals.

Develops market and/or channel compete strategies against competitors and clearly communicates the value of Microsoft products and services above competitors.

Relationship Building and Management

Leads internal teams (e.g., category, specialist sales, marketing) and resources to ensure alignment and action with strategic partners.

Prioritizes selling newer, modern devices and services ecosystem to partners to drive Microsoft’s mission. Upsells and cross-sells products and services to partners by articulating the impact of modern device ecosystem on partner business. Develops collaboration strategies and leads collaboration with intelligent edge third-party providers.

Account Management

Works with internal stakeholders and partners to develop joint business plans that generate revenue for the partner and Microsoft, facilitate partner transformations, and convert market opportunities into concrete projects. Develops end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities. Customizes agendas to gain buy in from internal stakeholders and partner C-suite decision-makers and align short-term plans with long-term priorities. Advocates for the adoption of plans within the partner organizations and creates mutual accountability between Microsoft and partners.

Manages and executes complex account plans to ensure Microsoft and partner sales goals, budgets, and forecasts are on target. Coordinates with key stakeholders on plan execution. Holds self and partner accountable for executing on plans.

Creates and distributes internal reports to senior leaders that include detailed account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are being met. Evaluates the state of business to provide input on how accounts are performing and makes recommendations to improve performance.

Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys. Creates, negotiates and executes special sell-through promotions and ensures that proof of execution and claims are provided in compliance with guidelines. Is responsive to feedback from audits and solves past financial reconciliation. Advocates for simplification of processes, identifies process gaps, proactively provides thoughts on improving compliance.

Conducts and analyzes forecasting for multiple managed products and/or partner accounts to gather insights into account trends, monitor progress, and identify opportunities for growth. Addresses gaps for overall team accountability and aligns forecasts across the team.

Identifies and pursues opportunities in partners' business or channels to broaden Microsoft reach. Promotes "sell-with" opportunities for existing products and solutions to help partners transform their business (e.g., modern workplace, cloud operations) as a trusted advisor while driving Microsoft sales growth. Informs Microsoft sales teams of strategic opportunities to sell additional products and solutions directly to partners and to drive partner transformation.

Articulates complicated licensing agreements to partners. Follows protocols to develop and align plans that are compliant with company and industry rules and regulations.          

Market / Partner Readiness

Leads the development of go-to-market and co-selling strategies with key partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates resources across accounts for developing go-to-market strategies.

Leads conversations with partner senior decision makers to develop education (e.g., accreditation programs), advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies (e.g., promotions, incentives, loyalty programs) to attract customers, drive sales, and ensure progress against targets. Provides recommendations to help partners scale business capabilities to align with market opportunities.

Qualifications

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Required/Minimum Qualifications

5+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

OR Bachelor's Degree in Business Administration, Enginering or related field AND 8+ year(s) partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

OR equivalent experience.

5+ year(s) experience with planning, budgeting, and other project management activities.