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The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more.

As a Leader of Solution Area Sales, your role involves driving your partner's sales execution at a large scale. Your deep solution area expertise and business acumen will be leveraged to drive revenue impact month-on-month and quarter-on-quarter. Success in your role will be achieved through skilling in the Solution Area and executing across the Microsoft Customer Execution Model. You will be responsible for creating and executing a well-designed Solution Area focused plan. Additionally, you will actively seek to enhance your career path through recommended and additional training.

Responsibilities

Business Excellence

Holds team accountable for forecasting expected sales revenue within the portfolio/customer segment(s) within their markets. Examines revenue subtotals by solution area from a bottom-up view to determine progress against unofficial budgets.

Proactively expands strategic network of key internal and external partners and other business decision makers for their team and partners to ensure execution of core tasks, grow sales and partner impact, and to drives engagements with key internal partners, business, and technical decision makers to develop long-range, comprehensive, tailored business strategies that meet Microsoft's and customers' needs; directs team(s) on the development of marketing strategies based on partner and Microsoft needs, and scaling business across regions, segments, and/or globally; identifies where there is a need for a partner(s) to act in Microsoft's market to accelerate consumption and/or growth.

Directs and holds virtual teams accountable to lead execution and customer escalations at the portfolio level, providing guidance and sharing best practices for executing prompt and swift corrective actions, understanding trends, and working with partners to mitigate recurrences; ensures team(s) provide support for account management and internal partners to facilitate efforts to proactively address customer escalations and revenue, delivery and consumption blockers, and/or sellers blockers; holds customers/partners accountable as part of the escalation cycle. Understands and develops contract elements (e.g., terms and conditions), contract negotiation, and risk management strategies.

Co-Sell Partnerships

Leads the creation of partner ecosystem connections and builds impactful relationships. Delivers partner expertise to account teams to facilitate solution selling, builds this expertise across teams, gains input and support from Microsoft executive stakeholders, and defines a governance structure to merge and manage lead pipelines. Leverages an understanding of emerging industry needs and the competitive landscape to identify and attract partners that can deliver solutions that drive broader customer adoption of Microsoft technologies.

Tracks and assesses co-sell/channel performance and adjusts strategies as needed ensure success. Provides guidance on priorities to build revenue and establish an optimal mix between inbound and outbound opportunities.

Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Ensures accountability for achieving intellectual property (IP) and/or service co-sell targets across teams at subsidiary and territory levels.

Leads partner strategy across teams at territory or industry level to identify partners that can generate increased revenue with unique industry solutions. Works with Account Team Unit (ATU) and Specialist Team Unit (STU) teams to ensure alignment around the partner strategy, generate pipeline and revenue dashboards, and determine the revenue generated through collaboration across teams.

Partner Impact

Makes recommendations to leadership team based on key performance indicators (KPIs) and maintains accountability for customer and partner experience indices. Leads correction of error plans and ensures execution across teams. Provides feedback to program management, marketing teams, and business groups, proposing changes to resources and programs, as necessary. Works with services leads to take action based on feedback to impact strategic change.

Maintains and stays up to date on sales compliance processes. Verifies, reviews, and approves sales execution submissions (e.g., funding requests). Ensures teams maintains alignment with Microsoft's compliance policies.

Champions executive sponsorship of innovative solutions and the presentation of solutions. Leads regular executive engagements and reviews

People and Cultural Transformational Leader

Leverages a strong knowledge of Microsoft's product landscape, solutions, and strategy to address customer's needs; shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance growth of teams, and influence business capabilities; provides advice and industry expertise to help inform decisions on pursuit or withdrawal, close deals in competitive situations, and execute on sell opportunities; evaluates opportunities and positions Microsoft favorably against competitors. Acts as a brand ambassador for Microsoft to external stakeholders, leading the discussions with partners and customers to improve understanding of the long-term impact of business decisions. Encourages development of connections between team and functional leaders to enhance understanding of the practitioner perspective; leverages the work of others (e.g., industry/sales executives) to enhance their own and their team's account planning.

Develops and holds team(s) accountable for developing a deep understanding of their clients and/or customers' business models and priorities; integrates and validates feedback from various sources to inform industry strategy; defines expectations and requirements for marketing and business strategies aimed at growing opportunities among current and new clients and/or customers; holds team(s) accountable for displaying customer and partner obsession by driving business value to customers and demonstrating that Microsoft is focused on their success; empowers their team(s) to achieve customer and partner goals; ensures team(s) gather and share feedback to enhance capabilities broadly across their organization, and consistently adapt Microsoft's messaging; guides team(s) and internal partners in contact with clients and/or customers on proper communication strategies that articulate Microsoft's offerings and value propositions. Develops new connections with teams locally and globally to enhance global market understanding.

Positions oneself as a thought leader and trusted advisor to executive-level business decision makers across their business areas; leverages and socializes best-in-class sales and communication techniques to direct efforts to lead teams and key internal and/or external stakeholders with deep industry expertise (e.g., industry solutions executives), and to enable their team(s) to build stronger relationships with decision makers across business areas.

Directs and facilitates the development and delivery of compelling, value-proposition presentations (e.g., with the use of business cases) and specialized business plans for clients that accelerate the closing of deals, facilitates connections between customers and broader Microsoft solutions, and consistently drives business outcomes; coaches others to tailor presentations for clients and/or specific industries, tracks outcomes from presentations, and shares best practices and overall plans with internal partners and peers; utilizes examples from other customers in the industry to demonstrate a mix of industry- and customer-focused needs being met when presenting business plans to clients; represents Microsoft as a thought leader by speaking at industry panels.

Directs and executes talent acquisition, recruiting, succession planning, and change management; provides guidance to team on how to have hard conversations, navigate employment law, support diversity and inclusion initiatives, and how to motivate/coach someone's behavioral changes; acts on "talents of the future," what will be needed in the role as time goes on/as the role evolves and how to build their workforce around that; adapts their coaching techniques periodically to ensure that they are working with their team(s) toward the most up-to-date expectations; recruits individual contributors as well as leaders, understands the market and how to attract diverse talent over competitors, and oversees leader development; influences the market by having presence and visibility that facilitates recruitment of market talent; cultivates development plans across teams, not solely top talent.

Qualifications

• 5+ years people management experience. Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 6+ years core sales, channel sales, industry or solution selling, or business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 8+ years core sales, channel sales, industry or solution selling, or business development experience OR 11+ years core sales, channel sales, industry or solution selling, or business development experience.

Additional or preferred qualifications

• 7+ years people management experience. Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 9+ years core sales, channel sales, industry or solution selling, or business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 11+ years core sales, channel sales, industry or solution selling, or business development experience OR 18+ years core sales, channel sales, industry or solution selling, or business development experience.

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .