Overview

Maintains a long-term trusted-advisor relationship with partners' C-suite decision makers. Anticipates future direction of the partner company. Develops market and/or channel compete strategies and influences partners' senior leaders to convince them of Microsoft's value. Leads as an expert resource by leveraging, inspiring, and empowering internal teams to set a tone for collaboration. Prioritizes selling newer, modern devices and services ecosystem. Serves as a thought leader in industry representing Microsoft by speaking at internal and external events. Acts as an advisor to sell the value of Microsoft. Develops joint business plans in collaboration with internal stakeholders. Manages and executes complex account plans for partners. Sets standards for creating and distributing internal reports. Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys. Interprets advanced forecasting to develop insights into account trends. Provides thought leadership for identifying opportunities and gaps in partner accounts. Leads the development and implementation of processes for orchestrating go-to market and co-selling strategies for key partners. Acts as an advisor to partner C-suite decision makers.

Responsibilities Account Management:

• Interprets advanced forecasting for multiple managed products and/or partner accounts to develop insights into account trends, ensure progress, and identify opportunities for growth.

• Develops strategies to address gaps in overall team accountability and align forecasting across broader team objectives.

• Develops joint business plans in collaboration with internal stakeholders by leveraging creative solutions to drive revenue for the partner and Microsoft, drive partner transformations, and convert market opportunities into concrete projects and objectives.

• Develops end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations based on partners' needs and capabilities.

• Customizes agendas to gain buy in from internal stakeholders and partner C-suite decision-makers and align short-term plans with long-term priorities.

• Advocates for the adoption of plans within partner organizations and creates mutual accountability between Microsoft and partners.

• Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys.

• Creates, negotiates and executes special sell-through promotions, and ensures that proof of execution and claims are provided in compliance with guidelines.

• Responds to feedback from audits and solves past financial reconciliation.

• Advocates for simplification of processes, identifies process gaps, and proactively provides thoughts on improving compliance.

• Manages and executes complex account plans for partners to ensure engagements yield high-volume sales that are on track with sales goals and targets.

• Holds self and partner accountable for executing on plans.

• Sets standards for creating and distributing internal reports that include detailed account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are met.

• Evaluates the state of business to provide input on how accounts are performing and makes recommendations to improve performance.

• Provides thought leadership for identifying opportunities and gaps in partner accounts.

• Influences partners to purchase existing Microsoft products and solutions as "sell-with" opportunities to drive the transformation of partners' business (e.g., modern workplace, cloud operations) as a trusted advisor while driving Microsoft sales growth.

• Facilitates engagements between Microsoft sales teams and partners' key stakeholders to strategically leverage opportunities to sell additional products and solutions directly to partners to further drive partner transformations.

Business Development

• Anticipates future direction of the partner company. Influences both partner and Microsoft senior decision makers to broaden the proposed account vision by aligning and reinforcing value propositions of products, channels, or solutions to achieve mutual goals and better position Microsoft in the ecosystem.

• Maintains a long-term trusted-advisor relationship with partners' C-suite decision makers to ensure strategic alignment, influence partners to buy Microsoft products and services in difficult situations or challenging markets, and develop mutually beneficial business plans that promote partner and Microsoft priorities, strategies, and goals.

• Understands markets and partner trends and develops connections with key market players to close and execute on projects, as well as share business opportunities internally.

• Supports Business Development with renewals and new deal negotiations.

• Executes on creative win-win opportunities that enable successful business growth with existing partners.

• Operates within established contractual parameters and mentors less experienced team members to do the same.

• Develops market and/or channel compete strategies and influences partners' senior leaders to convince them of Microsoft's value above competitors in high-stakes situations. Anticipates and addresses competition.

Market/Partner Readiness

• Acts as an advisor to partner C-suite decision makers for developing education (e.g., accreditation programs), advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies (e.g., promotions, incentives, loyalty programs) to attract customers, drive sales, and ensure progress against targets.

• Works with partners to develop strategies to scale business capabilities with dynamic market opportunities.

• Leads the development and implementation of processes for orchestrating go-to market and co-selling strategies for key partners that outline activities and expectations for both Microsoft and the partner to achieve sales goals.

Relationship Building and Management

• Leads as an expert resource by leveraging, inspiring, and empowering internal teams (e.g., category, specialist sales, marketing) to set a tone for collaboration by building alignment on the overall business plan and trusted advisor status with key partners.

• Acts as an advisor to sell the value of the different category assortments, product or service specifications, and/or channel strategies Microsoft offers in order to influence partners in making business decisions that will optimize Microsoft sales.

• Collaborates with teams in Microsoft Consumer Business (MCB) to share accountabilities. Leverages One Microsoft value propositions and mentors others.

• Prioritizes selling newer, modern solutions and services ecosystem to partners to drive Microsoft’s mission.

• Upsells and cross-sells products and services to partners by influencing business decision makers and articulating the impact of modern solution ecosystem on partner business.

• Develops collaboration strategies and leads collaboration with intelligent edge third-party providers.

• Serves as a thought leader in industry representing Microsoft by speaking at internal and external events to strengthen networks and remain abreast on industry, competitor, and market trends.

• Ensures learning from events are landed within their team and provides input and feedback to influence and improve overall event strategy.

Qualifications Required/minimum qualifications:

• Bachelor's Degree in Business Administration, Engineering or related field AND 10+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR 12+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR equivalent experience.
• 7+ years experience with planning, budgeting, and other project management activities.
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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.