Area Services Partner Sales Lead

Job Description

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.Do you want to be a critical member of the Microsoft Consulting Services team by collaborating with Microsoft s partner ecosystem and driving business development jointly with partners and Microsoft Services Do you want a role that drives execution in a complex and growing part of the services business Do you enjoy teaming with multiple groups internal and external to Microsoft to build relationships, pipeline and results for our key areas of focus If yes, then do we have the job for you!The Area Partner Sales Lead (APSL) is responsible for the success and management of the MS Services Partner Program for a specific set of partners and sales solution scenarios across the [insert region] region. The successful candidate will have strong understanding of Services and Partner Ecosystem to be able to coordinate the alignment & governance of the Intentional Partner Sales Business Plans through a regular cadence with the One Commercial Partner team. This person is recognized across Services and Partner teams as a natural cross group leader possessing strong ability to get things done .Key Accountabilities:The primary focus of the APSL is to develop and coordinate Area Partner Program in alignment with Services Leadership, develop and manage joint partner sales plans with partners in collaboration with the One Commercial Partner team, resulting in joint Microsoft Services/Partner wins leading to incremental consumption & revenue. Responsibilities include:Develop a Microsoft Services Area Partner Program. Leveraging the Microsoft Services Regional Partner Sales lead for your time zone as your advisor, work with their Services Sales, Pursuit and Delivery, One Commercial Partner and EOU counterparts to develop an Area Services Partner Sales plan that cover how that Area will proactively and intentionally sell to, through and with partners as well as any partner enablement activities. This plan should leverage any Global Microsoft Services Partner Joint Initiatives. In addition, participate in established alignment meetings with your Services Regional Partner Sales lead and Services Partner Community to provide status against your plan as well as share and learn best practices.Develop and manage Joint Partner Sales Plans with partners Leveraging the Microsoft Services Regional Partner Sales lead for your time zone as your advisor, work with OCP, the identified partners, and Microsoft Services to negotiate and drive any required joint business plans or supplier agreements between partners and Microsoft Services. These joint plans and agreements should ensure there are clear joint business goals, all required contracts and agreements are in place, clear joint sponsorship and accountability is established, and a governance model that is integrated with OCP is in place and being executed. Manage any programmatic joint business development of joint selling relationships with the identified partners and collaborate with the Domain teams to ensure the partner supplier relationships are managed. In addition, work with the Solution Strategy and Marketing teams to identify any joint events, etc.Establish and drive a rhythm of the business between One Commercial Partner (OCP) and Microsoft Services. Work with OCP and Services teams to establish a ROB that will be leveraged to review the status of the Services Area Partner Program, provide a forum for the teams to stay aligned on any new priorities being driven, allow Microsoft Services the opportunity to evangelize the value they can provide to the partner ecosystem and allow OCP to provide insight into how partners can provide value to MS Services. In addition, work with the Sales Excellence leads to ensure the impact of the proactive partnering activities are correctly captured and visible in the standard sales motions, processes, tools and BI.Enable deal-based collaboration between Microsoft Consulting Services Sales and the partners to drive successful joint sales and delivery. Provide guidance to Services Sellers on how to proactively select and engage with partners at an account or opportunity level including who to engage and collaborate with and when. Support Microsoft Services sales teams with partner coordination (e.g., teaming agreements, escalations, etc.) as needed on Services opportunities in the pipeline. Coordinate partner requests for Services support on partner led. In addition, for the partners identified on the Area Partner Program or Local Sales Plan, coordinate with the Domains to support any requests or escalations during the delivery of the engagement.PRIMARY RESPONSIBILITIES: The Services Partner Sales Lead will have the following measures of success: Frequent partner and field connections (Consulting team, SPT Services team, OCP Team, MCS Domains) to drive MCS and partner co-sell execution and learning Create and maintain evergreen industry and solution area partner co-sell offering views for field landing and include MCS with Partner offerings in OCP catalogs/programs Drive campaigns and repeatable motions to achieve partner growth targets Identify repeatable win formulas to sell with partner The role will be seen by others to be able to: Identify root causes of problems with sales revenue, processes and tools Formulate a strategy to seize new opportunities Create and execute a program to pilot, revise and implement the strategy Engage with sales leads, partners and customers in a consultative manner Cross-group collaborate with other Segments, executive leads, and their representatives

This individual will be seen as having executive presence with partners and an influencer to grow sales field muscle (knowledge and confidence) in driving MCS w/ Partner joint pipeline and wins. This individual will also be responsible for sharing bi-directional feedback with WW Consulting to influence future strategy/execution of MCS w/ Partner Strategy.,

• Experiences Required: Education, Key Experiences, Skills and Knowledge:
• 7+ years of experience - services sales, partner alliance management, program management, business development.
• MS platform experience preferable
• Reasonable level of Microsoft solutions preferable
• Extensive experience of managing virtual teams across functions and geographies:
• Inclusive and collaborative driving teamwork and cross-team alignment
• Strong partner relationship management and solution development skills
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
• Problem solving mentality leveraging internal and/or external resources, and conflict resolution.

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.

Keyskills :
sales leadsservice salestargetlocal salesvirtual teamssalessales planprogram managementpresentation skillsmarketingbusiness developmentaccounts