Azure Partner Success

OverviewIn our Small, Medium, Corporate (SMC) and Digital Sales organization, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners.Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in.As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling.You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning.If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.The Small and Medium Business (SMB) segment within SMC 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 SMB 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 Partner Success Manager, Small and Medium Business focused on Azure in SMB 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 up-sell/cross-sell motions across services/products and the respective routes to market.You will lead a v-team of key business partners from the partner, sales, technical implementation, and sales operations teams, driving Azure consumption revenue in SMB through the building and development of customer success practices among key partners to help them invest accordingly to address customer needs and accelerate their digital transformation.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.QualificationsRequired/Minimum Qualifications· Bachelor's Degree in Engineering, Computer Science, Business, or related field AND 6+ years in sales, industry channel sales, and industry saleso OR equivalent experience.Additional or Preferred Qualifications· Bachelor's Degree in Engineering or related field AND 11+ years experience in industry channel sales, and industry saleso OR Master's Degree in Engineering, Business, or related field AND 9+ years experience in industry channel sales, and industry saleso OR equivalent experience.· 5+ years of partner engagement experience.· Have completed training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or Designing and Implementing Microsoft Azure Networking Solutions (AZ-700) or higher.· Willing to attain certification in Azure (AZ-900 or AZ-700) within 6 months.· Enterprise and/or Channel Sales- Experience selling business to business IT solutions and meeting revenue target· Self-starter with a track record of consistently meeting or exceeding sales targets· Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools· Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately· Desire to work in a competitive environment where growth potential is driven by one's abilities and attitude· Time Management Skills with an ability to work independently with a high level of integrity· Leading, partnering and orchestrating with virtual teams of experts · 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.· 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.#SMCDSCareerResponsibilitiesPartner Solution Selling/Sales· Identifies strategic sales and solution opportunities and communicates them to partners.Ideates and illustrates the benefit of strategic go-to-market plans.Supports and incentivizes partners to meet their end-to-end goals.· Oversees partner development by determining ratings of partner development dimensions (PDDs) using information gathered from parties who interacted with the target partner.Identifies gaps in partner performance and ensures partner development managers are addressing these gaps.Meets with partner development managers to ensure that they are up to date on partner gaps that have opportunities for development.Delivering Partner Success· Facilitates diversification of partner solutions provided to the customer to maximize customer consumption of Microsoft products.Enables alignment between unique solution areas to activate product components and ensure that the customer is benefitting from all product components· Leverages Microsoft product landscape, solution, and strategy subject matter expertise to address partner needs.Acts as an industry spokesperson to guide partners with information on trends and discuss industry and competitive market knowledge to inform partner decisions on pursuit or withdrawal, close deals in competitive situations, and execute on sell opportunities.Drives competitive solutions, enhances partner growth, and influences business capabilities by leveraging partner insights.Encourages development of connections between partner and stakeholders to enhance understanding of the practitioner perspective.· Guides customers/sellers on the partners to leverage available solutions and aligns potential solutions with partner capabilities.Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities).Aligns with and seeks feedback from partners and various stakeholders on identified customer white space to determine feasibility of capitalizing on opportunities.Determines if partner has a reference customer for the white space opportunity with whom to follow through.Leverages knowledge of partner capabilities to identify alignment with solutions and applications.Driving Sales/Business Growth· Facilitates the sales cycle by managing partner and stakeholder collaboration.Develops and facilitates development of partner relationships with internal and external stakeholders.Collaborates with partners and internal stakeholders to drive goal generation by solution area, vertical, account, and/or customer set.Determines partner requirements based on partner business needs, skills, and competencies.Oversees development of sales plans in line with business goals, prioritizing the appropriate partners with the sales teams.Utilizes different stakeholders and partners based on their subject matter expert (SME) perspective on the need for specific projects.· Oversees the development and implementation of strategies to grow the business and expand the market.Generates new business opportunities with partners and develops go-to-market strategy, inclusive of investments and marketing plans for sets of customers.Maximizes selling and customer add opportunities.Provides partners guidance on evaluating account performance and acting upon optimization opportunities.Shares best practices to drive growth, revenue, and adoption outside of the portfolio.Encourages and coaches partners on tools and resources to help exhaust all opportunities to develop relationships with new and existing customers.Other · Embody our culture and valuesBenefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect