Industry Partner Sales Lead - Telco, Media & Gaming Industry
About The Position
The Industry Partner Sales Lead for the Telco, Media & Gaming Industry (TMG) is the dedicated Operating Unit-aligned voice of Americas Enterprise Partner Solutions (EPS) and its partners within an Enterprise OU, and represents the OU within EPS. The role embeds partners into OU strategy and execution to accelerate partner-led revenue, ensures EPS initiatives land effectively in the OU, helps the OU navigate EPS, and brings OU feedback into EPS programs and motions. The role focuses on three strategic pillars: Pipeline & Co-Sell (60%), OU-Partner Strategy & Planning (30%), and Rhythm of the Business (RoB) & EPS Navigation (10%). Success is measured by partner-shared Stage 2-to-Stage 3 pipeline velocity, partner contribution, Marketplace Billed Sales, new partner-generated revenue opportunities, inbound co-sell pipeline coverage and conversion, and feedback from OU leadership. The role is expected to embody Microsoft’s culture and values.
Requirements
- Bachelor’s degree in Business Administration, Computer Science, Engineering, Business Management, or a related field and 6+ years of related experience, or equivalent experience.
- Related experience must include coaching solution sales and account development strategies; exceeding quotas by leading sales teams through complex sales cycles involving a partner ecosystem and centralized marketing engine; and experience in global or area-level business management as a leader of sales, customer, or partner teams selling technology solutions or developing practices in cloud/infrastructure technologies or subscription services, senior sales leadership, or managing high-performing sales and technical-sales teams.
- Ability to influence and orchestrate across matrixed organizations and drive outcomes without direct authority.
- Effective communication and relationship-building skills to engage and influence sales leadership and partner executives.
Nice To Haves
- 8+ years in partner, sales, or business development roles in enterprise technology.
- Working experience in the Telco, Media & Gaming industry.
- Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
- Fluency in Microsoft’s commercial sales motion, ATU/STU/CSU structure, and partner ecosystem, including ACME, Partner Accelerated Cloud Engineering (PACE), Partner Delivery Orchestration Center (PDOC), and Marketplace.
- Direct experience with Marketplace deal motions and complex deal orchestration.
Responsibilities
- Drive high-value inbound pipeline (Stages 1–3) at the opportunity level in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU).
- Reinforce activation and action on inbound partner pipeline across ATU, STU, and Customer Success Unit (CSU) teams, including opportunities for partner acceleration, renewals, or sub-industry motions.
- Identify sub-industry partners and partner solutions to expand outbound pipeline sharing, drive strategic Marketplace deals, and enable sellers to execute independently at scale.
- Identify business challenges or revenue shortfalls within the OU and work with EPS to surface appropriate partners or create partner motions to accelerate revenue.
- Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the OU and ensure follow-through on opportunities from both seller and partner sides.
- Serve as the OU’s point of contact for Co-Sell Days.
- Make partner a first-class objective in OU planning and strategic account planning.
- Align partner inputs and mapping with OU customer and territory planning.
- Apply an OU relevance filter to EPS initiatives before they reach the field.
- Inform EPS planning cycles with OU considerations.
- Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.
- Represent partner contributions in OU Rhythms of Business, including leader-level MBRs, forecast calls, and pipeline reviews, and work with the OU leadership team to increase partner engagement.
- Participate in 1–2 OU RevOps meetings per month to represent partner contributions and share relevant EPS programs and levers.
- Translate between EPS and the OU by surfacing field feedback and blockers to EPS leadership to inform strategy and program design.
- Embody Microsoft’s culture and values.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
