Microsoft Corporation Cross Solutions Leader - Director in Cambridge, Massachusetts
The Global Partner Solutions ISV organization embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work – it is a team responsible for the partnership management with Independent Software Vendors (ISVs) who build solutions on the Microsoft Cloud.
Microsoft is searching for a talented new leader to head the Cross-Solutions ISV team and who will shape the direction and strategy of the partnership with a group of our largest ISV partners. This leaders’ primary objective is to expand on the portfolio of solutions built across the Microsoft Cloud with these partners and to accelerate end-customers’ digital transformation through joint go-to-market plans and co-sell targets.
The Microsoft relationship with these ISV partners spans across multiple initiatives and in a variety of partnership formats: we are each others’ customers, we are each others’ partners and we build and sell solutions to mutual end-customers. The Cross-Solutions ISV lead will manage an exceptional cross-functional team of PDMs and PDM managers within GPS which has end-to-end, 360-degree responsibility for all dimensions of the relationship with this group of partners, including alliance management, sales and channel management, joint marketing and go-to-market efforts.
This position will interface with the most senior decision makers and executives from these group of partners, and to be effective in this role, youand your team will need to be exceptional cross-team collaborators and bring multi-disciplinary teams together in order to build a compelling value proposition for these ISV partners. Success for this role will be measured by the depth of adoption of the Microsoft Cloud throughout the partners’ solution portfolio, by how satisfied they are with their relationship with Microsoft, and by the achievement of our joint sales and consumption targets.
To be successful in this role,you mustalso have strong skills in written and oral communications, agrowth mindset,and the willingness to tackle hard problems in innovative ways.You will be joining a team ofpassionate, collaborative partner managers!
- Partner Centered
Define business, marketingand technical adotionvision for the portfolio of partners
Reviews plans to ensure alignment between overall Microsoft value proposition and product truth, channels, or solutions to the partner's overall business goals
Articulates the overall Microsoft cloud strategy and value proposition to senior decision makers and executives
Track, manage, and influence action to resolve issues and critical blockers
Quota targets, revenue management and correction of error plans to hit scorecard metrics
Oversees the development of partner business plans that grow business and promote cloud consumption and digital transformation. Provide feedback on end-to-end plans to ensure they align short- and long-term goals, solution strategies, and performance expectations with partner needs and capabilities. Ensures high quality of the account planning process.
- Partner and ISV Ecosystem Transformation
- Work acrossMicrosoftteams and disciplines, includingbusiness planning,pricing,and licensing, product engineering, product marketing,and partner teams tocreatethe vision and the plan for greater adoption of the Microsoft Cloud across ISVs (global and local)
- Solution and Services
- Collaborate with the technical lead to get feedback and manage the orchestration between partner development and technical teams.
- Sales Leadership
Create clarity and generate energy across the GPS ISV organization
Attract,retainand grow top partner management talentand foster adiverse andhighly inclusiveteamenvironment
Coach, challenge, and lead team members to develop effective go-to-market and co-selling strategies across accounts. Leverage internal resources and outline key activities and expectations to drive Microsoft and partner sales goals.
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model - Live our culture. Embody our values. Practice our leadership principles.
Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.
Care - Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.
Coaches, challenges, and leads team members to develop effective go-to-market and co-selling strategies across accounts. Leverages internal resources and outlines key activities and expectations to drive Microsoft and partner sales goals.
Reviews and challenges marketing plans (e.g., campaigns, incentives, and promotions) developed by team members to ensure plans are aligned with sales goals and will achieve partner readiness. Evaluates and enhances team understanding of marketing resources (e.g., go-to-market offers) to enable them to provide partner support.
Ensures team members develop plans and strategies to capitalize on patterns, opportunities, and gaps in partner accounts by leveraging existing products or building new solutions to drive business. Reviews plans across different sales teams to ensure opportunities have been realized and facilitate strategic alignment.
Provides clarity about tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) and processes, as well as escalation support to update account information and maintain account hygiene and account activities.
Ensures team members achieve monthly sales forecasts or revenue goals. Reviews and provides feedback to team members on business metrics and performance data to optimize account performance and growth. Consolidates information across team members to conduct high-level analyses.
- Embody our culture and values
10+ years partner management, sales, business development, or partner channel development in the technology industry.
OR Bachelor's Degree in Sales, Marketing, Business Operations or related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry.
2+ years people management experience.
Additional or Preferred Qualifications
- Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry.
Experience in alliance management, enterprise sales, channels, and marketing is required. Effective people and project management and communication skills are critical. The ability to write and present complex ideas and concepts to a wide range and size of audiences, from CVP to CEO level, is a must.
BS/BA degree as a minimum. MBA is a plus
10+ years partner management, sales, business development, or partner channel development in the technology industry AND proven success in business development of cloud solutions with ISVs
Excellent understanding of the Microsoft platform, with a priority on Microsoft Azure, Microsoft Dynamics and Microsoft 365.Knowledge of competing cloud platforms is a plus
Current people management experience (or previous proven experience)
Demonstrated experience and success engaging with senior executives (CVP level and above)
Ability to work in an abstract, cross-organizational boundary and cross-discipline manner
Ability to lead across a multi-disciplinary virtual team
Excellent interpersonal, collaboration, verbal and written communication, analytical and presentation skills
The location for this position is in the United States and it will require travel 30% of the time.
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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