Partner Solution Sales Manager

Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Drives collaboration between stakeholders from different parts of the business to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Connects partners with sales teams and drives increased awareness in new industry solutions that can be applied across accounts to move sales forward. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Leverages resources and programs across accounts to support partner co-sell pipeline velocity and alleviate friction points. Maintains and stays up to date on Microsoft's sales compliance processes.

Responsibilities

Collaboration & Co-Sell

Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.

Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market.

Partner Engagement

Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity. Helps partners understand and realize the commercial and customer value of sharing security-related opportunities with specialized partners and coaches team to collaborate with specialized security partners for outbound sharing.

Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives. Shares market local solution area business momentum insights and corporate research for customer demand.

Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.

Partner Solution Area Sales Plan

Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s), addressing and aligning to security partner targets. Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Drives integration of security considerations into partner alignment processes, guiding the team to establish partner plans with clear positioning of Microsoft Security solutions that complement partner offerings, differentiate Microsoft versus competitive security solutions in the partner portfolio, and help mitigate customer risk.

Sales Process & Sales Management

Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes.

Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources. Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.

Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.

Qualifications

Required/minimum qualifications

Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

Additional or preferred qualifications

Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

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.