Microsoft Partner Solution Sales Azure - ISV 

Australia 

302950166

your daily actions will contribute to our inclusive culture.

The purpose of this role

You will be joining a high performing team that works together to support ourreach their digital transformation goals. We want to hear from you if:

• you are reading this knowingyou'rea strong seller and bring high energy and passion for our partners every day
• you have a growth mindset, passion for partners and are a team player
• you have a professional approach to engage at all levels within anorganisation
• you are thinking that youdon'thave the laundry list of skills yet but do have the mindset and energy called out above

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND8+years experience

o OR equivalent experience.

or Preferred Qualifications

• , Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 8+years experience

Partner Management

• Uses Challenger mindset to build,maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners based in ANZ to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution,identifygaps and agree on any correction of errors. Builds,maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives.Identifiesand clearly articulates current and future business opportunities and ways to pursue them.​ Influences and plays an active role across a complex stakeholder map.
• Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads reviews of Partner’s pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc.
• Owns the relationship to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Leads the guiding of partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Leads effort to drive partner integration of the common sales and deliverymethodologyfor Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner.
• Leads efforts toidentifynew opportunities with partner, document in MSX, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates precise pipeline ownership, translating into advanced deal control and forecasting.
• Reviews pipeline performance against expectations.Identifiesgaps incapacityfor partner delivery. Forecasts preview of pipeline and develops trajectories for partners. Verifies and qualifies leads provided by partners, aligns specific sales teams within Microsoft on the opportunity, and defines next steps of how to move the opportunity down the sales pipeline. Manages complex industry opportunities and assess whether opportunities exist. Aligns partner offerings with customer potential/need and drive it further through partners.
• Provides guidance on the right partner offering and capability understanding based on opportunities across the segment. Helps partner sellersdetermineprioritization of specific solution areas (e.g., Azure,ModernWork, Business Application) based on customer needs/opportunities. Ensures that partners have access to resources; follows partner sales readiness of access to

• internal stakeholderswhofacilitateexternal stakeholder connection. Leverages input from stakeholders as part of the account team todeterminewhich opportunities should be pursued. Utilizes different stakeholders and partners based on their subject matter expert (SME) perspective on the need for specific projects. Navigates resource allocation between account managers and specialist sales on behalf of the partner. Understands the key performance indicators (KPIs) of internal stakeholders andleveragesthem. Negotiates with internal sales manager leadership team to pitch opportunities for top partners. Strategically increasesutilizationof these partners over distributing opportunities to various partners.
• Accompanies partners and primes them on how tomost effectively pitch productsto customers. Helps partners capitalize on and understand customer needs by educating them on customer needs based on customer insights to improve pitch strategy. Encourages and supports partners in offering solution pitches that satisfy customer's Key Performance Indicators (KPIs) andidentifythe partner solution that aligns on customer and industry needs. Aligns internal account strategy with account planning team to ensure initiative execution. Supports partner in development of plan to deliver proof of concept (POC). Evaluates and communicates to partner when it isappropriate/most strategic to do a POC or when to avoid it.
• Facilitates connection with industry subject matter expert (SME) and partner.Determineshow increased industry knowledge willbenefitthe partner's engagements. Ensures that competitive analysis isdoneand that partner understands the competitive differentiators across partner offerings. Communicatesdiffentiators