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Overview
This Partner Solution Sales (PSS) role reports into Microsoft’s Enterprise Partner Solutions (EPS) organization and is focused on delivering sales impact in the Enterprise customer segment. You will drive pipeline creation and revenue acceleration by partnering with key strategic services partners managed in the Channel organization. These partners are core to our execution with Enterprise customers.
This is a hyper sales-focused role that works closely with Microsoft’s field teams to co-sell, land, and scale high-impact deals through aligned partner execution across Microsoft’s cloud solution
Qualifications
Qualifications
Required/Minimum Qualifications
- Bachelor’s Degree AND 6+ years’ experience in core Enterprise sales, Channel partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
Additional or Preferred Qualifications
- Bachelor’s Degree AND 12+ years’ experience in core Enterprise sales, Channel partner sales, industry or solution selling, marketing, or business development
- Master’s Degree AND 8+ years’ experience in core Enterprise sales, Channel sales, industry or solution selling, marketing, or business development
- OR Doctorate AND 5+ years’ experience in core Enterprise sales, Channel sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
Responsibilities
Partner Enterprise Sales Plan
- Proactively creates joint Enterprise sales plans in partnership with channel focused on Enterprise 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) relevant to Enterprise segment.
- Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
Partner Engagement
- Drives the acceleration of cloud solution area sales practice with partners, with a focus on Enterprise pipeline, go-to-market (GTM) sales and co-sell execution.
- Proactively collaborates with and influences Enterprise segment sales teams to drive co-sell performance with partners through joint execution.
- Proactively drives a predictable rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets.
- Works with the area-aligned partners to identify and cultivate new opportunities with Enterprise customers. Proactively drives the qualified partner Enterprise pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
- Influence and Elevate Enterprise Partner Strategy : Share insights from enterprise engagements to influence partner priorities and long-term investment decisions. Act as a trusted advisor to partners on enterprise sales alignment
Collaboration & Co-Sell
- Leads partner co-selling and GTM efforts with portfolio of assigned partners to drive Enterprise 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.
- Proactively tracks partner Enterprise 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. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Sales Process & Sales Management
- Proactively initiates 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 partners. Manages and supports top partner Enterprise deals and overall partner revenue aligned to solution area.
- Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads Enterprise 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.
- Maintains an in-depth understanding of, and upholds Microsoft’s current compliance processes.
