Global Partner Solutions, US - ISV and Industry Leader

Microsoft

Seattle, Washington, United States Remote only

Full time

Sales

Sep 13

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 Global Partner Solutions (GPS) organization that drives the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

 

As the Manager of Managers in our ISV Managed Partner Portfolio team, you will have the opportunity to drive global scale and impact with a focused set of partners while also serving as the Industry vertical expert for our high priority channel sales partners and field account teams. This senior leader represents Microsoft to the ISV ecosystems and manages a team of Partner Development Manager vertically-organized teams, communicating our strategy, selling our vision and bringing partners along in helping our customers digital transform. The seniority of this role is evidence of Microsoft's deep commitment of our ISV's success in the cloud and to enable mutually beneficial relationships.

 

Leads a growth-oriented technical strategist organization that envisions, creates, and executes Partner Business Plans to deliver Partner/3rd Party Services digital transformation journey aligned to Microsoft key market share growth initiatives. This role is critical in driving three specific focus areas for our prioritized partners: Developing net new, updated, and agile solutions into market build on Microsoft Services, driving an organized and efficient resource skilling and technical enablement plan, and prioritizing field and customer engagement cycles to accelerate customer adoption and usage of the Partner s solutions. This leader acts as a trusted advisor to key decision makers by learning about the Partner organization, advising on solutions, and positioning Microsoft offerings, as well as prioritizes go-to-market strategies and how best to accelerate partner sales success. Finally, this leader generates business insights to inform strategic planning and leverages teams in gathering insights to address client business challenges, requiring collaboration across multiple teams at Microsoft to optimize the 3rd-party solution development and co-sell success.

Responsibilities

Partner Strategy: Lead the development and execution of GPS ISV recruitment and cross-industry managed partner business growth strategies and plans, ISV trusted advisory relationships, solution capacity development, and overall partner performance for all Recruit ISVa in the US market. Build high impact relationships with partners' senior leadership. Be the voice of Microsoft to the Partner Ecosystem and to the market and industry.

 

Team Leadership: Recruit, retain, coach and manage a world-class high performing team that will transform and grow ISVs' businesses in the Microsoft clouds and guide ISVs to build Microsoft solutions and services aligned with market opportunities. Oversee and be responsible for team commitments and strive for success. Be a team leader who sets aspirational goals, develops high levels of enthusiasm towards success and ensures effective teaming and coordination between roles and across US and WW GPS and other Microsoft US and WW teams to win business and remove blockers.

 

Business Leadership: Make business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management to grow Microsoft business and impact across the ISV partner portfolio. Influence US GPS and subsidiary leadership to align strategy and resources to help the team achieve targets as measured by revenue, consumption/usage, solution-build, capacity/capability and partner satisfaction.

 

People Management: Managers deliver success through empowerment and accountability by modeling, coaching, and caring:

  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual's capabilities and aspirations; Invest in the growth of others.

 

Partner and Industry Insights:

  • Acts as a thought leader for synthesizing and combining various and often conflicting business insights across all teams and business units, global best practices, proof points from experience across multiple countries and regions, and broad and deep industry expertise (e.g., level 300) related to customers/partners and their competitors to conduct forecasting and develop recommendations for managing the most prominent, high impact, and/or challenging partner accounts. Ensures that all levels of the organization challenge partners to consider alternatives and adapt strategies, plans, business models, and solutions to insights.
  • Orchestrates global teams across the organization to gather and utilize information on the partner. Leverages professional credibility, relationships, and personal experience with similar partners to anticipate and bring in business and industry insights that address the broader business challenges for the partner. Sets the overall business and technical strategy and determines which opportunities should be pursued.

 

Qualifications

Required/Minimum Qualifications:

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry or related experience.
  • OR equivalent experience.
  • 5+ years people management experience.

Additional or Preferred Qualifications:

 

Experience in alliance management, enterprise sales, channels, and marketing is required. Effective people management, business management, and communication skills are critical. The ability to write and present complex ideas and concepts to a wide range and size of audiences, from the CVP to CEO level, is a must. 

  • Experience in Retail and Manufacturing. Depth experience in one or both of those industries
  • 10+ years of technology sales experience, partner channel development, business development, alliance management, cloud solutions practice development
  • Proven success delivering joint solutions on the Microsoft platform with ISVs or customers
  • Strong working knowledge of key elements impacting and influencing Partner P&L
  • Working knowledge of software and solution development practices
  • Working knowledge of enterprise software management practices, including selection, deployment, and management processes
  • Demonstrated experience and success engaging with senior executives (CVP level and above)
  • Ability to work in a cross-organizational boundary and a cross-discipline manner
  • Extensive experience managing people an virtual teams across functions and geographies:
  • Inclusive and collaborative driving teamwork, diversity and cross-team alignment
  • Strong partner relationship management and solution development skills
  • Able to motivate team and manage complex people dynamics
  • Solid business understanding of:
  • Microsoft cloud platforms - Microsoft Azure, Business Applications, Microsoft 365
  • Knowledge of competing cloud platforms
  • Cloud competing technologies, business drivers and emerging trends
  • Strong executive communication and presentation skills with a high degree of comfort with large and small audiences
  • Excellent interpersonal, collaboration, verbal and written communication, analytical and presentation skills
  • Business degree or MBA, preferred.

 

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Benefits and Perks

  • Industry leading healthcare
  • Savings and investments
  • Giving programs
  • Educational resources
  • Maternity and paternity leave
  • Opportunities to network and connect
  • Discounts on products and services
  • Generous time away


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