Microsoft Careers Stage

Sales Excellence IC5

2025-12-02

India, Maharashtra, Mumbai

3 days / week in-office

<b>Overview</b><br><p><span data-teams="true">Drives sales growth through mid- to long-term account or business planning. Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Defines and drives a predictable rhythm of the connection (ROC) in collaboration with peers and/or leadership. Guides sales teams/leadership on sales motions/strategies for opportunity management as a subject matter expert. Coaches and builds relationships with sales leaders on executing key priorities. Drives awareness and clarity of Corporate or TimeZone programs. Leads optimization and improvement in sales team processes and capabilities across the organization. Identifies trends on sales challenges or blockers. Leads innovations in analytics on key revenue drivers. Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales leaders. Integrates the feedback to guide engineer/partner teams on improving tools. Supports segment leader capacity as a senior leader.</span></p><br><br><b>Responsibilities</b><br><div><div><img style="height: 18px; width: 3px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Business Partnership and Support</div><div><div>As primary orchestrator of the Account/Portfolio Partner Business Plan, activates sponsorship within segment leaders. Coaches managers and sellers on account/portfolio/partner business planning fundamentals, habits, and plan quality. Drives reinforcement and review of quality plans across region(s).</div></div><div><div>Guides sales teams/leadership on sales motions/strategies for opportunity management (e.g., up-sell, cross-sell, renewal, recapture) as a subject matter expert. Clarifies accountabilities and operationalizes the prioritized sales plays and industry solutions. Guides sales teams/leadership to generate new business and accelerates the closing of existing opportunities.</div></div><div><div>Drives sales growth through mid to long term account or business planning. Analyzes the outlook and generates business insights to benchmark performance and/or define sales/ organizational/partner strategies. Contributes to integrating strategy components (e.g., programs, blueprints), cascading, aligning, and executing the defined strategy across region(s).</div></div><div><div>Defines and drives a predictable rhythm of the connection (RoC) in collaboration with peers and/or leadership. Leads end-to-end RoC activities to enforce great discipline and ensure quality outcome delivery. Provides in-depth business insights and recommendations to effect positive changes. Leads efforts and coaches less experienced team members to streamline and improve the RoC cadence across region(s).</div></div><div><div>Guides segment leads or partners, or collaborates with peers to develop segment strategy for segmentation, territory planning, and quota setting. Shares feedback on proposed segmentation changes based on local business knowledge. Aligns with Business and Sales Operations (BSO) on quota distribution strategy and timeline for the Area. Leverages segment expertise to review on judgment/adjustments prior to quota decisions. Participates in sales leader and manager briefings to share quotas and rationale where needed.</div></div></div><div><div><img style="height: 18px; width: 3px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Driving Sales Process Discipline</div><div><div>Drives sales process discipline, adherence to standards and excellence in execution, or pipeline health in collaboration with sales managers. Holds sales managers accountable for account plan quality and completeness. Helps ensure consistency and excellence in the sales process across the segment(s)/region(s). Shares best practices and provides thought leadership across teams.</div></div><div><div>Leads analytics on key revenue drivers (e.g. by channel, by product, by geo) and generates data-based insights. Leverages and develops reporting and analytical capabilities to generate data-based insights and enable visibility into revenue and forecast for sellers, sales managers and leaders, or partners.</div></div><div><div>Acts as a subject matter expert to convey the value of tools and drive the effective and rigorous usage of common and/or new processes and tools developed for the wider business to improve internal and external communications and engagements. Owns consolidated input from the supported area into the feedback loop. Leverages the feedback to influence engineer/partner teams on improving tools.</div></div></div><div><div><img style="height: 18px; width: 3px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Sales Coaching for Growth and Transformation</div><div><div>Drives optimization and improvement in sales team processes and capabilities across the region(s). Assesses and anticipates customer/partner needs and applies or develops methodologies and resources to transform seller capabilities, sales processes, and/or partner engagement processes. Models transformation to a coaching culture.</div></div><div><div>Coaches and builds relationships with sales managers on executing key priorities. Identifies where coaching may be needed based on data-driven insights. Influences sales managers to become more effective coaches to their teams. Guides sales managers to achieve increased individual and team capability, employee satisfaction, and collaborative selling efforts. May coach and guide large deal pursuit.</div></div><div><div>Partners with Area Transformation Leads, Area Capability Leads, and Business and Sales Operations (BSO) to remove sales roadblocks, drive utilizations of investment, increase customer/partner-facing time, and enhance seller/partner capability and effectiveness. Shares insights and influences sales managers' strategies to anticipate and mitigate risks. Integrates feedback on sales challenges or blockers. Guides relevant teams to develop actions based on the feedback.</div></div><div><div>Drives awareness and clarity of Corporate or TimeZone programs. Intakes and drives the adoption of plans to create new habits among sales teams or partners.</div></div></div><div><div><img style="height: 18px; width: 3px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Supporting Executive Capacity</div><div><div>Supports segment leader capacity as a senior leader. Advises on and contributes to various aspects of business management (e.g., employee engagement, resource allocation, change management, building high-performing teams) in collaboration with leadership and cross-functional teams. Represents the segment as an internal advocate and an extension of the segment leadership.</div></div></div><br><br><b>Qualifications</b><br><p>Required/minimum qualifications</p><div>10+ years experience with active participation in sales, sales operations/management, account management, program management, business development, marketing, consulting, or a related field OR equivalent experience.</div><div>7+ years of experience using data to drive business outcomes or inform business decisions.</div><div>7+ years of experience managing relationships with stakeholders, clients, and/or customers.</div><div> </div><div>Additional or preferred qualifications<div>Bachelor's Degree in a related field.</div><div>7+ years managing projects, including planning, managing timelines, and tracking progress, and/or change management experience.</div></div> <br><p>This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.</p><br><hr><br><p>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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html"><b><u>requesting accommodations.</u></b></a></p>

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Sr. Digital Solution Area Specialist

2025-11-30

India, Maharashtra, Mumbai

3 days / week in-office

<b>Overview</b><br><p data-end="539" data-start="205">We are seeking a highly skilled <strong data-end="272" data-start="237">Azure Specialist</strong> to drive customer success through Microsoft’s cutting-edge cloud and AI technologies. This role is critical in <strong data-end="499" data-start="384">helping businesses modernize their cloud estate, build intelligent applications, and leverage AI-driven insights</strong> to accelerate digital transformation.</p><p data-end="539" data-start="205"> </p><p data-end="918" data-start="541">As a specialist, you will engage with customers, understand their business and technical challenges, and position <strong data-end="709" data-start="655">Microsoft Azure services</strong> as the preferred platform for innovation and growth. This role requires a blend of <strong data-end="875" data-start="793">technical expertise, strategic thinking, and customer-centric sales engagement</strong> to drive Azure adoption and consumption.</p><br><br><b>Responsibilities</b><br><p><strong><span data-contrast="auto">Sales Execution</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":160,"335559740":259}"> </span></strong></p><ul><li><span data-contrast="none">Engages in conversations with customers to introduce how other workloads could enable digital transformation areas that is aligned with the customer's industry and turns opportunities into deals. Has a deep understanding of customers' business and its priorities to drive conversations with customers on digital transformation across multiple solution areas, in collaboration with partners and services. Creates guiding examples of digital transformation through seminars, workshops, Webinars, and direct engagement.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Collaborates with team members to discover new opportunities. Drives incremental revenue growth through personal campaigns (e.g., portfolio analysis) or internal sources (e.g., marketing, account teams). Collaborates with account teams, partners, or services to track, qualify, and expand new opportunities. Collaborates with other teams (e.g., account teams) and services to build pipeline. Interfaces with customers and builds relationships via social selling. Applies Microsoft's sales process (MSP) to determine the quality of the opportunity and whether to proceed.</span> <span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Identifies opportunities to drive consumption and grow business with existing customers by initiating conversations, providing demos or quotes, and collaborating with partners or internal teams (e.g., Technical Sales Professionals, global black belts [GBBs]); for licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Identifies, articulates, and facilitates the removal of blockers to consumption by partnering with internal and external stakeholders.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Identifies customer business needs and technology readiness. Contributes to the development of solutions in collaboration with internal teams, partners, and services. Proposes prioritized solutions that align with customers' needs. Articulates the business value of proposed solutions.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Proactively builds external stakeholders' mapping. Collaborates with account teams (e.g., Account Executives) to identify and engage senior business subject matter decision makers at the customer's/partner's business.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Implements strategies to accelerate the closing of deals. Contributes input on strategies to drive and close prioritized opportunities. Coaches junior team members in deal plan execution. Implements close plans (e.g., how to map timeline, engage the customer, get customer buy in and commitment) to de-risk and drive predictable deal closure.</span> <span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><p><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":360,"335559739":0,"335559740":240}"> </span></p><p><strong><span data-contrast="auto">Scaling and Collaboration</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":0,"335559740":259}"> </span></strong></p><ul><li><span data-contrast="none">Collaborates with One Commercial Partner (OCP) and with a network of partners to cross-sell, up-sell, and co-sell. Identifies and supports on-boarding new partners by researching and discussing customer scenarios. Provides feedback to OCP on partner gaps. Develops joint proposals and consumption plans with partners. Contributes to developing partner strategies to address gaps in partner capabilities.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Applies the orchestration model to proactively drive deal closure by identifying and aligning internal stakeholders and leveraging and expanding relationships with partners.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><p><span data-ccp-props="{"201341983":0,"335559739":0,"335559740":240}"> </span></p><p><strong><span data-contrast="auto">Technical Expertise</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":0,"335559740":259}"> </span></strong></p><ul><li><span data-contrast="none">Collaborates with the "compete" global black belts (GBBs) to analyze competitor products, solutions, and/or services and implements strategies to position Microsoft against competitors in customer communication. Proactively provides analysis of the competitive landscape in supported solution area. Evaluates opportunities and makes recommendations on pursuit or withdrawal.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><p><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240}"> </span></p><p><strong><span data-contrast="auto">Sales Excellence</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":160,"335559740":259}"> </span></strong></p><ul><li><span data-contrast="none">Collaborates with partners and resources and leverages customer insights or industry knowledge. Contributes to exploring business and emerging opportunities to optimize the portfolio and support customer innovation.</span> <span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Reviews feedback report and coaches others on ensuring customer/partner satisfaction and decreasing dissatisfaction by establishing recovery action plans to improve clients' overall experience. Manages and/or orchestrates sales and delivery success through the account team and pursuit team. </span> <span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Engages with internal and external stakeholders on business planning, rhythm-of-business (ROB) meetings to review and plan for accounts in the assigned territory.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Collaborates with extended sales team, partners, and marketing to conduct business analysis (e.g., whitespace analysis, identify industry trends) to pursue high-potential customers and develop a target list of potential business.</span> <span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li><li><span data-contrast="none">Manages the end-to-end business of the assigned territory. Cnducts forecasting for accounts and develops a portfolio and territory plan to drive intentional selling aligned with strategic priorities.</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><br><br><b>Qualifications</b><br><p><strong><span data-contrast="auto">Required/Minimum Qualifications</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":160,"335559740":259}"> </span></strong></p><ul><li data-aria-level="1" data-aria-posinset="17" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":360,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-listid="33" data-font="Symbol" data-leveltext=""><span data-contrast="none">12+ years of technology-related sales or account management experience</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><ul><li data-aria-level="2" data-aria-posinset="1" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":1440,"335559991":360,"469769226":"Courier New","469769242":[9675],"469777803":"left","469777804":"o","469777815":"hybridMultilevel"}" data-listid="43" data-font="Courier New" data-leveltext="o"><span data-contrast="auto">OR Bachelor's Degree in Information Technology, Business Administration, or related field AND 5+ years of technology-related sales or account management experience.</span><span data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}"> </span></li></ul><p><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":160,"335559740":259}"> </span></p><p><strong><span data-contrast="auto">Additional or Preferred Qualifications</span><span data-ccp-props="{"201341983":0,"335559685":0,"335559739":160,"335559740":259}"> </span></strong></p><ul><li data-aria-level="1" data-aria-posinset="18" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":360,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-listid="33" data-font="Symbol" data-leveltext=""><span data-contrast="none">10+ years of technology-related sales or account management experience</span><span data-ccp-props="{"134233279":false,"201341983":0,"335559685":720,"335559739":0,"335559740":240,"335559991":720}"> </span></li></ul><ul><li data-aria-level="2" data-aria-posinset="2" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":1440,"335559991":360,"469769226":"Courier New","469769242":[9675],"469777803":"left","469777804":"o","469777815":"hybridMultilevel"}" data-listid="43" data-font="Courier New" data-leveltext="o"><span data-contrast="auto">OR Bachelor's Degree in Information Technology, or related field AND 6+ years of technology-related sales or account management experience</span><span data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}"> </span></li></ul><ul><li data-aria-level="2" data-aria-posinset="3" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":1440,"335559991":360,"469769226":"Courier New","469769242":[9675],"469777803":"left","469777804":"o","469777815":"hybridMultilevel"}" data-listid="43" data-font="Courier New" data-leveltext="o"><span data-contrast="auto">OR Master's Degree in Business Administration (e.g., MBA), Information Technology, or related field AND 5+ years of technology-related sales or account management experience</span><span data-ccp-props="{"201341983":0,"335559739":160,"335559740":259}"> </span></li></ul><ul><li data-aria-level="1" data-aria-posinset="19" aria-setsize="-1" data-list-defn-props="{"335552541":1,"335559685":360,"335559991":360,"469769226":"Symbol","469769242":[8226],"469777803":"left","469777804":"","469777815":"hybridMultilevel"}" data-listid="33" data-font="Symbol" data-leveltext=""><span data-contrast="auto">5+ years of solution sales or consulting services sales experience</span></li></ul> <br><p>This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.</p><br><hr><br><p>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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html"><b><u>requesting accommodations.</u></b></a></p>

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Sr. Partner Development Manager

2025-11-26

India, Maharashtra, Mumbai

3 days / week in-office

<b>Overview</b><br><p>Leads the creation of a long-range strategic vision rooted to the partners impact and potential across segments, and serves larger and more complex Telco partners. Sells account vision to senior business decision makers at highly sought-after Telco partners. Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Builds, maintains, and owns a trusted-advisor relationship with C-suite leaders of complex Telco partners to achieve strategic alignment and drive growth. Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Coaches and challenges Telco partners to transform their plans and strategies around consumption and key targets. Leads campaigns with various functional areas and the partners marketing teams. Ensures partners are investing in the building of world-class teams that are staffed with talent and enabled and incentivized to drive sales. Develops Go-to-Market (GTM) and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Ensures partner readiness by developing marketing plans to promote customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations.</p><br><br><b>Responsibilities</b><br><div><div><strong>Microsoft Business Leader</strong></div><div><div>Uses Challenger mindset to build, maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives. Identifies and clearly articulates current and future business opportunities and ways to pursue them.? Influences and plays an active role across a complex stakeholder map.</div></div><div><div>Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies. Leads partner to convert capacity and capability to revenue by setting clear revenue targets and works with partners and/or customers to provide coaching and guidance to convert partners to revenue streams. Strategically builds plans to drive growth and transformation. Create local strategies to align capacity and capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Creates process to build and scale partner digital selling capabilities. Actively monitors market landscape and partner's impact and uses in-depth knowledge to influence the local strategy in business planning decisions.</div></div><div><div>Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings</div></div><div><div>Leads the creation of a long-range strategic vision rooted to the Partners impact and potential across segments, and serves larger and more complex partners. Demonstrates a deeper and expert understanding of the industry and Partners business and how it can be integrated into the Microsoft landscape and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections to think long-term, and establishes long-term strategic vision and the art of the possible for the partnership, leading opportunities for deeper commitments. Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Leads Executive roundtables and updates on Microsoft’s cloud and Industry strategies with prep sessions and prepares solid backgrounders for Executives. Develops and maintains deep end-to-end knowledge of products, channels, end customers, and industry and market trends to share with partner(s).? Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing business plans, and aligns partner with current industry trends.</div></div><div><div>Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact Microsoft partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land Global Partner Solutions (GPS) priorities.? Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans.</div></div></div><div><div><strong><img style="height: 18.0px; width: 3.0px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Partner Assessment and Qualification</strong></div><div><div>Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins. Leverages their understanding of the investing community and pulls information and insights from them.</div></div></div><div><div><strong><img style="height: 18.0px; width: 3.0px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Partner Performance and Impact</strong></div><div><div>Ensures partners are investing in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Leads 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. Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories)</div></div><div><div>Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of Microsoft solutions through partner GTM. Advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects.? Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.</div></div></div><div><div><strong><img style="height: 18.0px; width: 3.0px;" src="https://msrolelibrary.microsoft.com/assets/Rectangle.svg" alt="responsibility description">Partner Sales and Consumption</strong></div><div><div>Leads campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Provides oversight to ensure Launch Excellence with sales readiness, and GTM activities. Critically analyzes current investment structures and incentives in order to identify and recommend improvements. Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans. Develops plans to work on deals to gain commercial and consumer share. Helps ensure Launch Excellence by developing plans to promote Partner sales readiness and go-to-market activities. Demonstrates a comprehensive understanding of GTM programs and runs complex campaigns, and actively coaches team. Identifies new sources of GTM funding. Identifies strategies to build and launch integrated industry specific offerings on Marketplace with partners.</div></div><div><div><strong>Develops go-to-market and co-selling strategies</strong> with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates incentives and go-to-market resources across accounts. Helps partners understand what a consumption-led business is and how it operates, coaches partners around consumption economics (e.g., leverages reports, analyses, etc.). </div></div><div><div><strong>Coaches and challenges partners</strong> to transform their plans and strategies around consumption and key targets. Leads reviews of Partner’s pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Leads the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Leads the guiding of partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Leads effort to drive partner integration of the common sales and delivery methodology for Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner. </div></div></div><br><br><b>Qualifications</b><br><p>Required/minimum qualifications</p><div><div>Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) 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 OR equivalent experience.</div><div> </div><div>Min 7+ years of Work Experience in a Large Telco across Product, Business Development or Sales function</div></div> <br><p>This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.</p><br><hr><br><p>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 <a href="https://careers.microsoft.com/v2/global/en/accessibility.html"><b><u>requesting accommodations.</u></b></a></p>

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