OverviewIdentifies sales and solutions opportunities and communicates them to partners. Leverages segment expertise to support partners by ensuring that they have access to the right capabilities as needed. Chooses and develops partners via partner development dimensions (PDDs) for specific projects/tasks. Collects information from internal and external stakeholders to provide feedback on the performance. Coaches partners on how to develop a consumption/usage or plan to generate leads for a specific product. Sets up and develops partner sales plans. Oversees partner solution sales plan execution to ensure that partners meet sales goals. Acts as a bridge between Microsoft corporate sellers and customers. Utilizes partner capabilities that aligns to business outcomes. Leverages partner expertise on industry and competitive knowledge for current and emerging trends. Guides customers/sellers on the partners to leverage available solutions and aligns potential solutions with partner capabilities. Collaborates with partners and internal stakeholders to determine goals by solution area, vertical, account, and/or customer set. Determines partner requirements based on partner business needs, skills, and competencies. Implements strategies to engage relevant stakeholders of accounts within the portfolio. Assists partner in landing dedicated consumption/usage plan with the identification of the right customer list and prioritized co-sell solutions.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities Delivering Partner Success
Leverages partner expertise on industry and competitive knowledge for current and emerging trends; shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance partner growth, and influence business capabilities; proactively builds and maintains a strong knowledge of Microsoft products and solutions, how products are positioned against those of competitors, and customers' business to identify ways to meet customers' needs. Leverages understanding of long-term/future elements to guide partner decision making. Leverages the work of others (e.g., industry/sales executives) to enhance their own account planning.
Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components. Aligns partner capabilities to business opportunities by activating partner capability with Microsoft sales plays focused on driving business outcome results.
Acts as a bridge between Microsoft corporate sellers and customers; builds trust between partners and clients by emphasizing to the customer that they trust the target partner and describe how their experience may help the client; instructs partners on how to approach customers to most effectively deliver results. Improves seller understanding of partners with tools and analyses (e.g., propensity analysis); clarifies alignment of partner offerings with customer needs. Coordinates connection of partner with relevant parties to facilitate customer selling (e.g., marketing teams).
Guides customers/sellers on the partners to leverage available solutions and aligns potential solutions with partner capabilities. Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities). Aligns with and seeks feedback from partners and various stakeholders on identified customer white space to determine feasibility of capitalizing on opportunities. Determines if partner has a reference customer for the white space opportunity with whom to follow through. Leverages knowledge of partner capabilities to identify alignment with solutions and applications.
Driving Sales/Business Growth
Implements strategies to engage relevant stakeholders of accounts within the portfolio; guides partners to identify opportunities to drive sales, new customer acquisitions, and usage of Microsoft products; shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency; exhausts all opportunities to develop relationships between partners and new and existing customers. Assists partner in landing dedicated consumption/usage plan with the identification of the right customer list and prioritized co-sell solutions. Determine best methods of how to activate the activity. Assists partner to input the opportunity using the appropriate systems/tools once the customer is ready to move.
Collaborates with partners and internal stakeholders to determine goals by solution area, vertical, account, and/or customer set. Determines partner requirements based on partner business needs, skills, and competencies. Develops consumption/usage plan in line with business goals, prioritizing the appropriate partners with the sales teams. Optimizes the usage of partner marketing investments. Drives the right return on investment (ROI) with the right partner.
Partner Solution Selling/Sales Plan
Identifies sales and solutions opportunities and communicates them to partners. Leverages segment expertise to support partners by ensuring that they have access to the right capabilities as needed.
Chooses and develops partners via partner development dimensions (PDDs) for specific projects/tasks; collects information from internal and external stakeholders to provide feedback on the performance of partners; communicates partner performance gaps to their development managers. Ensures that co-selling occurs for partners. Coaches partners on how to develop a consumption/usage or plan to generate leads for a specific product. Sets up and develops partner sales plans. Oversees partner solution sales plan execution to ensure that partners meet sales goals.
QualificationsRequired/minimum qualifications
Bachelor's Degree in Engineering, Computer Science, Business, or related field AND 6+ years experience in sales, industry channel sales, and industry sales OR equivalent experience.
Additional or preferred qualifications Master's Degree in Engineering, Business, or related field AND 9+ years experience in industry channel sales, and industry sales OR Bachelor's Degree in Engineering or related field AND 11+ years experience in industry channel sales, and industry sales OR equivalent experience.
5+ years of partner engagement experience.
Partner Success IC4 - The typical base pay range for this role across the U.S. is USD $106,400 - $203,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $137,600 - $222,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
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.
