Partner Success Manager, Azure, CEMA (Central & Eastern Europe, Middle East

at  Microsoft

This role is for the EMEA SMB and SMC-C organization, Azure Success Manager for area CEMA (Central & Eastern Europe, Middle East & Africa).
The Small, Medium, and Corporate (SMC) organization helps businesses achieve their digital transformation and business goals by helping customers with Microsoft solutions and partners. One of the fastest growing customer segments in the industry, SMC helps customers realize value from the Microsoft Cloud across customer solution areas like Modern Work, Security, Business Applications, Infrastructure, Data and AI, and Application Innovation.
The SMC segment is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMC customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.
The Azure Success Manager focused on Azure in SMC is accountable to the growth of the Azure consumption revenue through a set of key partners in an area. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer.
To be successful, you must have a deep understanding of the local market, customer success practices and upsell/cross-sell motions across services/products and the respective routes to market with focus on Azure expertise. You collaborate with a v-team of key business partners from the partner, sales, technical implementation, and sales operations teams, driving Azure consumption revenue in SMC through the building and development of Partner success practices among key partners to help them invest accordingly to address customer needs and accelerate their digital transformation.
This role is flexible in that you can work up to 50% from home.
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

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities.
• Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines.
• Enterprise and/or Channel Sales. 6+ years’ experience selling business to business IT solutions and meeting revenue targets.
• Growth Mindset. Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.
• Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met.
  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

Partner Solution Selling - Identifies SMC Azure sales and solutions opportunities, such as next logical workload on customer cohorts, and communicates them to partners. Coaches partners on how to develop a consumption/usage practice including a plan to generate leads for a specific product. Leverages SMC segment expertise to support partners by ensuring that they have access to the right capabilities as needed. Knowledge on as Azure Migrate and Modernize incentives, Remote Monitoring and Management capabilities, Data Center Optimization (DCO), Azure Lighthouse APIs, Microsoft Fabric and Azure OpenAI is valued.
Delivering Partner Success - Develops consumption/usage customer practice building or enhancement plan in line with business goals, prioritizing the appropriate partners with the sales teams. Instructs the partner on how to approach customer success as a practice to deliver results most effectively. Improves understanding of partners with tools and analyses (e.g., consumption patterns, propensity analysis). Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities).
Drive Customer Success - Shares and discusses industry and competitive market knowledge with partners to drive more competitive solutions, enhance partner growth, and influence business capabilities. Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components.
Sales Performance Growth - Manage SMC Azure consumption revenue growth with key partners. Run the rhythm of business (ROB) motion with partners to drive accountability to Azure customer success practice. Work with the partner development manager to help address performance gaps. Share SMC customer insights and recommendations to shape Customer Success programs that drive customer retention, renewal, and consumption growth. Key success metrics around Revenue, Average Revenue per Customer, Services Adoptions & SMC priority metrics accountability
Sales Execution - Shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency.
Encourages and coaches partners on tools and resources to help exhaust all opportunities to develop relationships with existing customers.
Customer Insights and Satisfaction - Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction. Deep understanding of Cloud Ascent.