Microsoft Corporation Partner Account Planning and Sales Excellence Lead in Cambridge, Massachusetts
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission. Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking - a cloud-enabled world.
Joining Microsoft in the Global Partner Sales Organization as the GPS Partner Account Planning and Sales Excellence Lead you will define the strategy, provide direction, coaching, and mentoring to the entire GPS field salespeople community on effective partner management, including MPL selection, processes to maximize value in the pipeline, and in sales. You will demonstrate exceptional relationship management, negotiating, and a proven track record of managing growth in complex and ever-changing business environments and market lifecycles.
The GPS Partner Account Planning and Sales Excellence Lead is a critical business role that looks left-right across the GPS organization and its subgroups across the Services, ISV and GSI partner segments (Build-with, Sell-with and Go to Market):
Representing GPS Field across fiscal year planning around partner account planning (MPL) sales processes, including mid-year refreshes and exceptions workstreams
Leading the sales excellence and business sales operation rhythm across GPS to drive quality execution and provide coaching for PDMs on key business priorities and orchestration of the execution
Identifying and managing risks in sales/partner performance through translating business insights into business models accelerating business outcomes
Defining business requirements to improve sales processes
Align with the Solution Area Strategy team and with the GPS BluePrint planning, help define the shape of Managed Partner List and segmentation for FY22 and drive segmentation adoption with GPS Field teams
Drive the Partner Business Plan improvement process for quality outcome · Work closely with finance and partner segments for PIN creation and deployment as part of PBP (see above)
Understand, and propose adjustments to, the current GPS processes (build with, co-sell, GTM) based on changes in GPS as part of partner transformation (e.g. Partner Center)
Collaborate with segments (EOU, SMC) sales excellence to make sure GPS mirrors/ adjusts to segment processes
Brief and connect with the IISTAR team to have business requirements reflected in tools and reporting · Running the business
Manage the MPL Exceptions process (in-year change windows), lead MPL special projects and MPL FY Segment refresh
Lead business insights to support business decisions with the help of IISTAR (e.g. SMB analysis)
Ensure partner sharing is supported by accurate process for GPS roles, RACI and connection to tools
Own Pipeline health and Forecast accuracy.
Drive Opportunity & Engagement Management discipline for GPS Partner segments
Ensure processes are defined for smooth field implementation of the above
Own all communication and readiness activities, land guidance & processes such as the MPL, PBP, PIN, opportunity and engagements sharing, and forecast - working closely with GPS Leads and Sales Excellence Field Leads
Collect insights and adjust based on SEL field feedback and GRLs/community feedback
Work with Global Role Leads to integrate various communities, as applicable (e.g. PBP – PDM and PTS)
Keep track of progress and build COE if needed.
Bachelor's Degree in Business, Finance, Economics, Liberal Arts, Computer Science, or related field AND 4+ years, marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
OR Master's Degree in Business Administration or related field AND 3+ years marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
OR equivalent experience (e.g., scaling a business, incubation, driving change in a large company, entrepreneurship, management consulting).
Additional or Preferred Qualifications
Bachelor's Degree in Business, Finance, Economics, Liberal Arts, Computer Science, or related field AND 8+ years marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
OR Master’s Degree in Business Administration or related field AND 6+ years marketing, strategy, business planning, consulting, banking, finance, economics, and/or partner organization experience
OR equivalent experience (e.g., scaling a business, incubation, driving change in a large company, entrepreneurship)
3+ years experience in Strategy, Management Consulting, and/or Finance.
5+ years of related experience in: Senior Sales or Partner/Channel Management or Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Partner Marketing Management
Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Planning, Sales/Partner management, Team Leadership
Professional Competencies: Adaptability, Partner/Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change, Business Analysis Skills (understands financials, pipeline, scorecards etc.)
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
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