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As a Partner Solution Sales Manager for Channel, we are looking for you to bring your tenacious work ethic, your enthusiasm, optimism, and your passion to foster profound growth and change within our channel partner ecosystem. You will leverage your challenger mindset, deep technology industry knowledge, market insights, expert understanding of the competitive landscape, executive presence and best in class interpersonal abilities to empower your regional and area teams to grow our robust ecosystem of world class channel partners.

As a Partner Solution Sales Manager you are at the forefront of partner performance! You will develop and execute Partner Solution Sales and Territory plan with pinned partners through both partner-led and co-sell to achieve quarterly FRA. Articulate solution area value to pinned partners; secure partner commitment for further sales practice acceleration to increase share of wallet. Execute prioritized sales plays for SMBs, focusing on several key areas: Drive business transformation with Co-pilot for M365 and Secure Productivity under Modern Workplace (MW). Emphasize security by migrating and securing Windows Server, SQL, and Linux systems. Scale business operations through Business Applications (Biz Apps). Address Azure infrastructure needs by migrating and securing Windows Server, SQL, and Linux estates. Empower business decisions with cloud-scale analytics and innovate using the Azure AI platform under Data & AI initiatives. Drive scalable execution motions and growth 

You will institute a predictable rhythm with partners to drive sales execution.

This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships in the C-Suite and collaborating across multiple internal stakeholders to resolve complex issues.

Responsibilities

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

Partner Management

• Autonomously takes on decision-making responsibilities. Determines which pipeline opportunities the partner should follow through with. Provides direction and pushback on partner decision-making. Increases partner understanding of opportunities; helps specific partners understand and envision potential market opportunities. Allocates resources to partners as needed. Interacts with a diverse network of connections, including Chief Executive Officer (CEO) or sales manager of the partner. Provides resources to partners as needed. Works with partners to drive digital transformation opportunities. Influences and impacts as a market maker through embracing partners' strength.

• Reviews pipeline performance against expectations. Identifies gaps in capacity for partner delivery. Forecasts preview of pipeline and develops trajectories for partners. Verifies and qualifies leads provided by partners, aligns specific sales teams within Microsoft on the opportunity, and defines next steps of how to move the opportunity down the sales pipeline. Aligns partner offerings with customer potential/need and drive it further through partners.

• Ensures the right partner offering and capability understanding based on opportunities across the segment. Helps partner sellers determine prioritization of specific solution areas (e.g., Azure, ModernWork, Business Application) basedon customer needs/opportunities.

Driving and Facilitating Sales/Business Growth

• Facilitates the sales cycle by managing partner and stakeholder collaboration. Develops and helps partner(s) develop relationships with internal stakeholders who facilitate external stakeholder connection. Leverages input from stakeholders as part of the account team to determine which opportunities should be pursued. Understands the key performance indicators (KPIs) of internal stakeholders and leverages them. Negotiates with internal sales manager leadership team to pitch opportunities for top partners. Strategically increases utilization of these partners over distributing opportunities to various partners.

• Accompanies partners and primes them on how to most effectively pitch products to customers. Helps partners capitalize on and understand customer needs by educating them on customer needs based on customer insights to improve pitch strategy. Encourages and supports partners in offering solution pitches that satisfy customer's Key Performance Indicators (KPIs) and identify the partner solution that aligns on customer and industry needs. Supports partner in development of plan to deliver proof of concept (POC).

• Facilitates connection with industry subject matter expert (SME) and partner. Determines how increased industry knowledge will benefit the partner's engagements. Ensures that competitive analysis is done and that partner understands the competitive differentiators across partner offerings. Proactively reaches out to partners to articulate/showcase use cases for a particular industry (e.g., how modern work solutions are used in the public sector) based on local/regional needs.

Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field

• Several years of experience in partner management, sales, business development, or partner channel development in the technology industry or related experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .