Industry Partner Sales Lead - Professional Services Industry
About The Position
The Industry Partner Sales Lead - Professional Services Industry (PRO) is the dedicated Operating Unit (OU)-aligned voice of Americas Enterprise Partner Solutions (EPS) and its partners within an Enterprise OU, and the voice of the OU within EPS. The role embeds partners into OU strategy and execution plans to accelerate partner revenue. It helps EPS initiatives land effectively in the OU, enables the OU to navigate EPS to drive partner-led outcomes, and brings OU feedback into the development of EPS programs and motions. The role focuses on pipeline and co-sell, OU-partner strategy and planning, and Rhythm of Business (RoB) and EPS navigation. It represents partner contributions in OU leadership and operating forums, coordinates partner and seller engagement, and serves as a bidirectional connection between EPS and the OU. Success is measured through partner-shared pipeline velocity, partner contribution, Marketplace billed sales, partner-generated opportunities, co-sell pipeline coverage and conversion, and feedback from OU leadership.
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.
- Experience coaching solution sales and account development strategies; exceeding quotas by leading sales teams through complex sales cycles via a partner ecosystem and centralized marketing engine; Global or Area-level Business Management as a leader of Sales, Customer, or Partner teams selling technology solutions/practice development, cloud or infrastructure technologies, and/or subscription services; senior sales leadership; or managing high-performing sales and technical-sales teams.
- Effective communication and relationship-building skills, with the ability 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 Professional Services Industry (PRO).
- Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
- Deep 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 motion and complex deal orchestration.
- Proven ability to orchestrate and influence across matrixed organizations and drive outcomes without direct authority.
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, identifying 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 suitable 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 by sellers and partners on discussed opportunities.
- Serve as the OU’s point of contact for Co-Sell Days.
- Make partner engagement a first-class objective in OU 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 and inform EPS planning cycles with OU considerations.
- Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.
- Represent EPS and partner contributions in OU Rhythms of Business, including leader-level MBRs, forecast calls, and pipeline reviews; partner 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, surfacing field feedback and blockers to EPS leadership to inform strategy and program design.
- Embody Microsoft’s Culture and Values.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
