Partner Solution Sales

il y a 2 jours

Paris, Île-de-France Microsoft Temps plein
Overview

Brings stakeholders from different parts of the business together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Connects with Microsoft's sales and partner communities to bridge and support partner-to-partner engagements as needed - aiming to scale the offering also through co-sell-ready partners. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Maintains and stays up to date on Microsoft's sales compliance processes.

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 best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert. 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

Required / Minimum Qualifications

  • Bachelor's degree and a demonstrated track record in core sales, partner sales, industry or solution selling, marketing, or business development — or equivalent professional experience.

Additional / Preferred Qualifications

  • Doctorate with substantial experience in core sales, partner sales, industry or solution selling, marketing, or business development; or
  • Master's degree with advanced experience in these areas; or
  • Bachelor's degree with deep, progressively responsible experience in core sales, partner sales, industry or solution selling, marketing, or business development; or equivalent experience.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.


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. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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