Industry Partner Sales Lead - Oil, Gas & Energy Industry

Microsoft•,

1d•$133,000 - $239,800

About The Position

The Industry Partner Sales Lead for the Oil, Gas & Energy Industry (OGE) 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 in the OU’s strategy and execution plans to accelerate partner revenue. It helps EPS initiatives land effectively in the OU, enables the OU to navigate EPS and drive partner-led business outcomes, and ensures EPS programs and motions reflect feedback from the OU. The position is organized around three pillars: Pipeline & Co-Sell (60%), OU-Partner Strategy & Planning (30%), and Rhythm of Business (RoB) & EPS Navigation (10%). Success is measured through partner-shared Stage 2-to-Stage 3 pipeline velocity, partner contribution, Marketplace Billed Sales, net-new partner-generated revenue opportunities, inbound co-sell pipeline coverage and conversion, and feedback from OU leadership. The role is part of Microsoft’s Americas Enterprise Partner Solutions sales organization, whose mission is to build and sell Microsoft Cloud applications and services with partners. The successful candidate 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.
Experience coaching solution sales and account development strategies.
Experience exceeding quotas by leading sales teams through complex sales cycles involving a partner ecosystem and centralized marketing engine.
Experience in global or area-level business management as a leader of Sales, Customer, or Partner teams selling technology solutions or developing practices, cloud/infrastructure technologies, and/or subscription services; senior sales leadership; or managing high-performance sales and technical-sales teams.
Ability to drive outcomes and influence across matrixed organizations 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 Oil, Gas & Energy (OGE) industry.
Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
Deep knowledge of 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.

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 suitable sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, 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 identify partners or create partner motions to accelerate revenue.
Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the OU, ensuring the appropriate partners and sellers are selected and follow-through occurs on opportunities discussed by sellers and partners.
Serve as the OU’s point of contact for Co-Sell Days.
Make partners 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.
Provide OU considerations to EPS planning cycles and embed partner considerations in OU planning and execution.
Represent EPS in OU rhythms of business at the leader level, including MBRs, forecast calls, and pipeline reviews, and partner with the OU leadership team to increase partner engagement.
Participate in 1–2 OU RevOps meetings per month to represent partner contribution and share relevant EPS programs and levers.
Translate information bidirectionally 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.