Director Partner Sales Strategy CAIP

Microsoft

About The Position

With a vision to "Build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more," Global Channel Partner Sales (GCPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale! The Global Partner GTM, Programs, & Operations (GPO) organization within GPS brings together the go-to-market strategy, programs, and platforms to accelerate growth and improve partner experience across all partner segments. In this role, Director Partner Sales Strategy CAIP, you will be accountable to develop and execute the Migrate and Modernize partner strategy that drives success across the Cloud and AI Platform solution area for channel partners. This role will focus on defining and mainstreaming our partner program strategy aligned to Microsoft’s Cloud and AI Platform solution area. The position will be responsible for working collaboratively across Sales, Marketing, Engineering, SME&C, and stakeholder teams across the company to translate the strategy into a set of actionable plans across all markets. The role engages regularly with Solution Area Product Marketing Groups (PMG), Solution Area GTM teams (CSA), Global Sales and Operations (GS&O) and across many commercial and technical roles to identify opportunities that strengthen partner investment, programs, messaging, and engagement across the go-to-market journey to accelerate CSP ACR. 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.

Requirements

Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field OR equivalent experience.
6+ years experience in in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.

Nice To Haves

5+ years working directly with partner ecosystem, the ability to provide valuable business and technical guidance to them and to secure their commitment to use business solutions
Strong technical understanding of Microsoft cloud technologies and the work that partners do to develop, build-upon, and extend cloud solutions
Exceptional Product Management and/or audience marketing experience is required, including modern marketing practices, and advanced skills at writing marketing materials, value propositions, and messaging
Ability to articulate both business and technical value of Microsoft cloud services to senior business and technical decision makers
Demonstrated track record of creating repeatable best practices on demand generation and awareness campaigns, workshops, metrics, and sales readiness
Passionate, results-driven, and organized approach; with an attention to detail: A self-starter who can create and deliver scalable plans from concept to delivery, including the ability to prioritize and manage multiple projects, effectively driving to measurable results.
The ability to work cross-team in ambiguous and changing environments, along with excellent listening and partnering skills. Must be comfortable working in a highly matrixed environment, and leading program v-teams or workstreams aligned to shared goals and measures.
Engagement expertise: Storytelling skills and passion for delighting partners, advocating on their behalf, creating great partner experiences, and understanding the linkage between these experiences and business success
Brings demonstrated experience proposing, creating, and managing executive-level proposals and presentations
Executive Relations: The ability to interact confidently with senior leaders in a highly-matrixed organization to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle pushback from a high-level audience, and maintain an executive demeanour while engaging in challenging or sometimes high-pressure situations

Responsibilities

Responsible for the end-to-end partner business planning and strategy for Microsoft Cloud and AI Platforms assigned to translate Business Group (BG) plans and goals into partner execution and growth plans.
Integrating high impact partner motions into our CSA team’s go-to-market motions, in collaboration with field leaders in Sales and Sales Execution and Operations.
Set strategy for how we build, nurture, and engage partner ecosystem aligned to Solution Area. Perform partner planning, define scorecard metrics and key performance indicators (KPIs), and co-design the partner programs and investments with manager, team, and in partnership with Microsoft’s Product Marketing Group (PMG) and other stakeholders
Engage with global and local partners, partner development managers (PDM) and field sellers to gather feedback, share actionable insights and design/refine new strategies/programs to drive business growth through partners aligned to cloud strategy and programs
Lead partner targeting/recruitment strategy based on partner technical capabilities and sales capacity requirements and partner practice development approach to drive the highest Partner return on investment (ROI) for Microsoft.
Define partner value propositions and lead the development of partner messaging and positioning frameworks
Partner with finance and operations teams to track business progress and leverage monthly review cadence, KPI reporting and ongoing business improvement
Develop and land SME&C field guidance and execution strategy and practices across all partner sales and technical roles
Perform scorecard and KPI analysis as data driven approach to draw trending, learning and insight. Engage with SME&C Worldwide and field personnel to proactively identify data driven business insights from monthly performance and effectiveness of the strategy and execution, as well as action plans to drive ongoing improvement across all partner GTM levers (recruit, build, GTM, sell-with, etc.)
Put in place partner listening mechanisms to capture voice of partner. Capture feedback, synthesize and prioritize as an input to Industry engineering and business group plans.