EMEA ISV Director

at  Microsoft

Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission and it is the Independent Software Vendor (ISV) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all our customers, partners and Microsoft. The ISV Team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.
ISVs at Microsoft are unique in the sense they are both customers we sell to, and partners we co-sell with. To support the ‘sell to’ motion, these enterprise customers require streamlined sales, account, and technical enablement processes and resources. To support the ‘sell with’ motion, these customers need support in access to Microsoft’s broad base of industry customers, strong partnership and alignment with our GPS team, in addition to taking advantage of all of our partner products and services. As tech centric organizations, ISVs expect technical depth across common scenarios and access to PG via a “level 300”, single named source.
We’re looking for an exceptional sales leader and cross-team collaborator to partner with stakeholders to lead the EMEA ISV business. Primarily centered on the objective of meeting and exceeding our revenue and scorecard targets for ISVs, this role includes owning global sales insights, sales patterns analysis (deal inhibitors & sales enablers), issue resolution management and communication, business/product group alignment, and ultimately enabling our priority field sellers & partner sales motions to compete, co-sell and win.

As the EMEA ISV Lead:

• You will Partner closely with stakeholders including senior leaders in the Product Group, Business Group (BG), EMEA ISS SDP, Customer Success, Strategic Pursuits Team, the Globa ISV Team, FastTrack and other business units to shape & execute global ISV field sales motions.
• You will represent the Microsoft EMEA ISV business internally in global and regional forums, in addition to being the face of EMEA ISV publicly. You will also be a representative of the broader EMEA Leadership team and more specifically the Industry, Enterprise and SDP group.
• This role requires a balance of leadership and influence skills, integration with strategic project management, and execution to directly ensure the customers in the ISV portfolio land and thrive

• Support the development and execution of customer and partner engagement models across proactive and reactive technical enablement and GTM resources and programs.
• Sales & Consumption: Manage and deliver revenue and consumption results for the named set of EMEA ISVs and GISVs in the Region .
• ISV Co-Sell Effectiveness: Optimize the EMEA ISV customer co-sell motion with customer and account teams to build an effective operating model to drive ISV MACC / ACR consumption.
• Community Advocacy: Lead & deliver the EMEA ISV community sales motions acting as the model partner lead, deal & licensing strategist, & sales execution SME including differentiated value propositions & objection handling. Work closely across the assigned areas to create a sales playbook with best practices ISV customers.
• Executive Briefing & Critical Deal Facilitation: Lead C-level dialogue with customers around ISV workloads in one-to-many venues (e.g. EBCs).
• Field Landing & Readiness: Ensure successful rollout across the world to help land sales initiatives/readiness plans in partnership with the Readiness Leads. Includes as appropriate engagement in virtual training, executive meetings, field readiness events, etc.
• Closed Feedback Loop: Facilitation and delivery of closed feedback loop with key executive sponsors, field leadership, and cross-organizational partners including Engineering, Product Marketing, WW Customer Success, Inside Sales, GPS, Services.
• Field Connection & Immersion: Service as voice of field, customer, & partner by establishing field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council.
• Best Practice Sharing:
• Partner with internal stakeholders and business sponsors to maximize sales synergy via knowledge transfer and best practices sharing. Own Sales Manager connection and ROB to build community and a platform for sharing best practices across sales leadership.
• Engage with customers to gather field insights and blockers to feed into the business strategy and orchestration process
• Synthesize findings into insights across sales projects, including implications that inform sales go-to-market objectives. Leverages insights to develop recommendations and seeks to provide thought leadership (e.g., sales trend identification, implications of competitor moves, solution area gaps) around potential future growth opportunities and strategic issues for Microsoft sales processes. Assists with creating frameworks and methodologies to drive problem solving and insights.
• Through strategy and a sound experience model, enable field sales teams to drive business and technical outcomes, providing value to our customers throughout their journey in a customer centric manner.
• Communicates with field sales on business updates and plans within assigned areas.