[Hiring] Partner Solution Sales @Microsoft

Role Description

As a Partner Solution Sales professional, you will focus on one of Microsoft’s core Solution Areas—AI Business Process within the SMB segment. You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating at scale across a portfolio of high performing CSP (Cloud Solution Providers) partners. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.

You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies to achieve quarterly CSA (Cloud Solution Area) FRA across the SMB Business. You will lead your partners' commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader, developing the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

Responsibilities

• Collaboration & Co-Sell
  • Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline.
  • Develops and executes co-sell strategies that outline activities and expectations that drive Microsoft and partner sales targets.
  • Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales.
  • Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts.
  • Tracks partner sales capabilities and capacities for sales practice acceleration and growth.
  • Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance.
  • Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
• Partner Engagement
  • Shares top practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning 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.
  • Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets.
  • Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution.
  • Independently works with prioritized solution area-aligned partners to identify new opportunities with customers.
  • Drives the qualified partner pipeline and progress it through the sales cycle.
  • Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
• Partner Solution Area Sales Plan
  • Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability.
  • Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s).
  • Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
• Sales Process & Sales Management
  • Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets.
  • Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners.
  • Manages top partner deals and overall partner revenue aligned to solution area.
  • Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play.
  • Facilitates pipeline management meetings and unblocking deals by connecting with Microsoft resources.
  • Develops 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.
  • Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
  • Maintains an understanding of, and upholds Microsoft's current compliance processes.

Qualifications

• Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
• Doctorate AND 3+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
• Experience selling Dynamics365 solutions highly preferred.

Compensation

• The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year.
• There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Equal Opportunity Employer

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.