AdresThe ISV team enables SaaS companies to drive future growth in partnership with Microsoft leveraging Azure, the Microsoft marketplace and investment programs. As ISV team, we are part of GPS. The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more.
As a Partner Development Manager ISV Recruit, we are looking for you to bring your enthusiasm, optimism, and passion for customer acquisition to foster growth, compete and change within our partner ecosystem. You will leverage your challenger mindset, sales management skills, technology, and industry knowledge, and best in class interpersonal abilities to enable our partners to bring market-defining solutions to our customers. 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 including compete deal making. This job requires attending 3rd party events, building influencer relationships, and building out external networks and communities.
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.
Responsibilities
Partner ecosystem strategy and acquisition
Informed and aware of top market leading SaaS companies in NL, influencers in the ecosystem and networks that are driving this ecosystem.
Connected and participating within 3rd-party events driving an external network within this community.
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.
Engages with 20 partners max going deep with 10 target partners. Establishes solid rhythm of connection with partner w/ clear follow ups. You will identify areas of interest that align with Microsoft offerings, e.g., AOAI, and mobilizes internal resources to support initial envisioning sessions.
Partner Development and growth
You will develop and execute a strategic and tactical partner business plan aligned with Microsoft goals and objectives for managed partners to grow their business. You will promote cloud consumption and digital transformation; plans will consider short and long-term goals and performance expectations aligned with partner needs and capabilities.
You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation.
Partner Sales and Acceleration
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 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. 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 thru marketplace, where possible.
Advocate for Partner and Team Mobilizer
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.
Qualifications
Bachelor's Degree in Marketing, Business Operations, Computer Science or related field AND 5+ years partner management, sales, business development, or partner channel development in the technology industry
OR equivalent experience
Master's Degree in Business Administration, Business Science, OR advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or related field AND 8+ years partner management, sales, developer, business development, or partner channel development in the technology industry
OR equivalent experience.
Experience with competitive sales scenarios: Proven history as a strong negotiator with an ability to influence and achieve mutually satisfying agreements through negotiations.
Experience with Consultative Selling and developing tactics to manage pipeline, sales opportunities and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities.
Executive relationships: ability to interact confidently with senior leaders to present and address concerns regarding an existing project, program or solution.
Experience communicating with proficiency in English (both written and verbal), and an ability to deliver business and technical topics with clarity and accuracy to internal and external stakeholders across all seniorities.
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) .
