Partner Solution Sales - Cloud & AI

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Enterprise Partner Solutions, part of Microsoft’s Industry & Partner Sales (IPS) organization, is accountable for building and co-selling innovative Microsoft Cloud & AI solutions and services, with our global Enterprise partners. Our Enterprise partner portfolio includes global systems integrators, advisories, high-value management consultancies (SI), independent software vendors (ISV) and software development companies - working together to empower people and organizations to achieve more.

Partner Solution Sales leads mid- to long-term partner strategy, drives AI Agent innovation through partners, and accelerates our cloud revenue growth. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.

In your role, you will be responsible for leading your partners' commercial performance and driving sustainable sales impact. You will gain expertise in end-to-end solution selling and influence partner innovation. Your role will involve developing and driving business strategy between Microsoft and your partner, acting as a trusted advisor and business leader. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build strong relationships in the C-Suite and collaborate across multiple stakeholders to accelerate performance and resolve complex issues. Additionally, you will actively seek to further your career through recommended and additional training.

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.

Required (RQs)

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field
• 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience

Preferred Qualifications (PQs)

• Bachelor's Degree in Engineering (e.g., Informatics), Business/Economics (Sales), or related field AND 8+ years experience in information technology (IT)-related industry sales, the partner channel sales and professional coaching/mentoring
• Workload Fundamental Certification
• 4+ years complex consultative or solutions selling experience

• You develop and help partner(s) develop relationships with internal stakeholders who facilitate external stakeholder connections, and collaborate with stakeholders as part of the account team to investigate selling opportunities. You encourage and support partners in offering solution pitches that satisfy customer's key performance indicators (KPIs) and identify the right partner solution for customer and industry needs. You align internal account strategy with account planning team to ensure initiative execution, and facilitate connection with industry subject matter expert and partner. You determine how increased industry knowledge will benefit the partner's engagements, and ensure that competitive analysis is done and that partner understands the competitive differentiators across partner offerings.
• You will develop a go to market plan and co-sell execution tactics, lead partner pipeline reviews and coach partners to transform their strategies around sales and consumption with partner development manager (PDM). You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet consumption and revenue targets. You will work with your partner on top opportunities following the Microsoft sales methodology and prioritize transactions through marketplace, where possible.
• You will be responsible for your partners’ performance with Microsoft and accountable for keeping a regular rhythm of connection with executive, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive adoption, usage and performance of programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations.
• You will build a trusted-advisor relationship with C-suite leaders of complex partners and align their priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans and achieve strategic alignment and growth.
• You will lead the integration of capability and capacity plans for your partners utilizing the right mix of sales and tech training to upskill the partner. You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation.
• You will represent the partner and lead the orchestration resolution to complex and urgent escalations. You will guide internal groups to prioritize partners' solutions and issues. You will engage across groups internally and with the partner organization to accelerate performance and execution.