Partner Solution Sales Manager

at  Microsoft

Microsoft has a rich and diverse partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs, global, regional, and local Systems Integration partners, Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions, and services to the table, powered by the Microsoft Cloud, helping customers to achieve their digital transformation goals.
Microsoft’s partner ecosystem is constantly evolving, with a focus on driving growth and profitability for both Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem, through the Microsoft Cloud and AI Partner Programme to ensure we have a world class ecosystem partnering with us, to drive mutual customer success. And now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.
Microsoft Global Partner Solutions (GPS) is the commercial organisation accountable for driving Microsoft’s growth and success, through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.
As UK Managed ISV Lead, you will be responsible for our top local and global ISVs (60 partners), leading a broad team of Partner Development Managers (PDMs) and Partner Solutions Sales (PSS). These are our largest and most strategic ISV partners in the UK, with huge influence in shaping our Enterprise customers’ digital transformation journeys. As Managed ISV Lead, you will leverage your challenger mindset, deep technology and industry expertise, market insights, expert understanding of the competitive landscape, and best in class interpersonal abilities to empower your team to further grow our robust ecosystem of world class partners, enabling them to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships and influence with their C-Suite, building deeper and more strategic relationships between our organizations and shaping our strategic partnership to deliver on our growth ambitions.

You will be responsible for developing and leading an exceptionally high performing team to deliver on our Managed ISV strategy to:

• Define our growth strategy and plan for our Managed ISV partner segment, across the Microsoft cloud and deliver on our growth commitments (measured primarily through Azure Consumed Revenue, and Marketplace Billed Sales)
• Originate and shape industry transformational partnerships and product innovations with our Managed ISV partners, AI and Security at the core of these offerings.
• Accelerate the AI opportunity with our Managed ISVs by supporting our partners’ development of AI powered industry and horizonal solutions and services enabling us (together) to transform customers and industries leveraging the power of AI.
• Accelerate co-selling with them, specifically through Marketplace, and our recently launched Multi-Party Private Offers (MPO). Our ISV PDMs and PSSs are the CRO’s of our partners’ Microsoft businesses, responsible for delivering exceptionally strong YoY growth across industries and solution areas.

QUALIFICATIONS

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

RESPONSIBILITIES

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 portfolio leadership and optimization

You will establish long-term partner strategies and expand current partnerships to create a balanced high-performance portfolio, grow business, and anticipate or fill market opportunities.

• STRATEGIC VISION AND VALUE PARTNERING / STRATEGIC ALIGNMENTYou will lead your team in the creation of a strategic vision, creating and executing partner business plans that ensure alignment between the overall value proposition of Microsoft, our products, channels, and solutions and the Partner’s business goals, coaching and challenging your team to land the partner business plans with the partner’s senior leadership.
• Partner Sales Leadership

You will act as sales leader and coach the team through pipeline processes and opportunity management, following Microsoft internal sales methodology and tools. You will build and maintain a rhythm of business to ensure sales execution with partners, in collaboration with other sales teams at Microsoft. You will coach teams through resolving blockers to accelerate sales and act as ultimate escalation point for complex partner situations.

• MARKET INSIGHT AND BUSINESS OPPORTUNITYYou will lead and challenge your team to identify high-level opportunities to pursue with partners incorporating your industry expertise, market insights and depth knowledge of the competitive landscape ensuring your teams position Microsoft as the industry leader.
• EXECUTIVE RELATIONSHIP BUILDINGYou will guide your team in the development of deep, trusted-advisor relationships with complex partners and provide applicable training and coaching to ensure your teams maintain a thorough understanding of partner and Microsoft priorities, strategies, and goals. You will be the executive sponsor for top partners and spend more than 50% of your time externally, with partners and customers.
• CAREER DEVELOPMENTYou will be focused on the development of your team, leveraging resources to help employees grow skillsets, encourage mentorship, and support their career interests. You will be an expert at workforce development, and succession planning, identifying growth opportunities, building development plans with direct reports, and conducting development discussions.

You will be responsible for developing and leading an exceptionally high performing team to deliver on our Managed ISV strategy to:

• Define our growth strategy and plan for our Managed ISV partner segment, across the Microsoft cloud and deliver on our growth commitments (measured primarily through Azure Consumed Revenue, and Marketplace Billed Sales)
• Originate and shape industry transformational partnerships and product innovations with our Managed ISV partners, AI and Security at the core of these offerings.
• Accelerate the AI opportunity with our Managed ISVs by supporting our partners’ development of AI powered industry and horizonal solutions and services enabling us (together) to transform customers and industries leveraging the power of AI.
• Accelerate co-selling with them, specifically through Marketplace, and our recently launched Multi-Party Private Offers (MPO). Our ISV PDMs and PSSs are the CRO’s of our partners’ Microsoft businesses, responsible for delivering exceptionally strong YoY growth across industries and solution areas