Director of Partner Solutions Sales
December 16 2024
Industries
IT: Software
Categories Computer Software, Hardware, Office Equipment,
Toronto, ON • Full time
Overview
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. GPS encompasses the following strategic partner channels: Distributors, Scale Partners, Hybrid Cloud Providers (HCP), and Telcos. Our GPS Partner Solution Sales Specialists develop and execute specialized sales and territory plans for assigned partners to drive sales through both partner-led and co-sell strategies.
As the Director of Partner Solutions Sales for the Corporate segment in Canada, you will lead a team to drive the Corporate segment's commercial performance while having a sustainable sales impact on both partners and customers. You will inspire expertise in end-to-end solution selling with connected follow-through that drives partner innovation and customer transformation. You will develop, lead, and manage the business strategy and revenue between Microsoft and its partners that address the Small, Medium, and Corporate (SMC) market customer segment.
As the Director of Partner Solutions Sales - Corporate, you will be at the forefront of partner engagement and segment sales performance! Your teams will facilitate the follow-through on Partner pipeline and Cosell, while aligning mutual business goals with Microsoft's mission, culture, and targets. You will help deliver the Corporate segment sales strategy, drive business performance, and maximize partner investments. You will also institute a predictable rhythm with partners, area, and core teams to drive sales execution and pipeline conversion.
You will bring your work ethic, positive energy, and passion to foster profound growth and change within our channel partner ecosystem. You will have the opportunity to leverage your inspirational leadership, deep technology industry knowledge, market insights, and expert understanding of the competitive landscape to activate partner engagement across the region. 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.
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.
Qualifications
Required/Minimum Qualifications
- Bachelor's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- 5+ years management experience.
Additional or Preferred Qualifications
- Bachelor's Degree AND 15+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- Master's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR Doctorate AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- 7+ years people management experience.
Partner Solution Sales M6 - The typical base pay range for this role across Canada is CAD $178,300 - CAD $303,000 per year.
Find additional pay information here: Canada pay information | Microsoft Careers
Microsoft will accept applications for the role until December 21, 2024.
Responsibilities
Partner Solution Area Sales Plan
- Oversees team on driving the creation of joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Creates and disseminates best practices for identifying, understanding, and evaluating partners' cloud solution area sales practice(s). Advises relevant internal stakeholders based on status of partners' cloud solution area sales practices. Guides team on contributing to the strategic alignment with organizational units to the Solution Area sales plans.
Partner Engagement
- Champions innovating methods for driving the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Oversees team on proactively driving a predictable cloud solution area rhythm of business (RoB) and anticipating and mitigating performance issues with partners to ensure delivery of cloud solution area partner targets. Drives teams on collaborating and influencing segment sales teams to accelerate co-sell performance with partners through joint execution across their area.
- Champions working with solution area-aligned prioritized partners across a region to drive new opportunities with customers. Oversees team on proactively driving the qualified partner pipeline and progressing it through the sales cycle. Ensures that the team is coaching the partner on the adoption of investment levers to create opportunities and accelerate deal velocity.
- Leads team on proactively sharing best practices for co-selling with partners with global peers through community forums, contributing to listening circles and influencing worldwide learning initiatives as a subject matter expert. Creates opportunities for team to participate in community forums, listening circles, and worldwide learning initiatives. Oversees team on sharing market business momentum insights and corporate research.
Collaboration & Co-Sell
- Champions driving partner co-selling efforts with portfolio of assigned partners to maximize sales pipeline outcomes. Drives innovation of co-sale strategies that define activities designed to meet and exceed Microsoft and partner sales targets. Assigns accountability to others to drive collaboration efforts between internal groups and external stakeholders to accelerate deal execution, leverage investments, and acceleration of sales. Drives innovation in novel sales best practices that drives business forward within the Microsoft ecosystem, and influences others across the market through their innovation.
- Oversees team on proactively tracking cloud solution area co-sell pipeline performance and addressing low performance through correction of errors (CoE) efforts. Drives proactively tracking partner capabilities for sales practice acceleration and growth, meanwhile providing insights into future practices. Leads team on proactively tracking partner incentive utilization and impact on pipeline velocity, and influencing partners and driving change to improve performance. Holds team accountable for tracking quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Sales Process & Sales Management
- Drives the initiation of solution area sales planning with assigned partners and ensuring coverage to support targets. Oversees team on monitoring, managing, and providing insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Holds team accountable for leading the management and support of top partner deals and overall partner revenue aligned to solution area.
- Oversees team on coaching and influencing partners and their leaders on solution play and guaranteeing partner has capability and capacity to deliver the value proposition of the solution play. Holds team accountable for serving as an expert in pipeline management meetings and leading the unblocking of deals by connecting with Microsoft resources. Oversees team on driving creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaching the partner on how to accelerate through the sale process using these tools/resources. Oversees team on driving business reviews with key partner stakeholder leaders and holding partners accountable for delivery against agreed plan. Serves as a subject matter expert within the community on driving innovation and best practices on how to leverage investments and funding to unblock and move deals forward.
- Holds team accountable for maintaining an in-depth understanding of, and upholding Microsoft's current compliance processes.
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