Azure Partner Success

Overview

In our Small, Medium, Corporate (SMC) and Digital Sales organization, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. As part of local subsidiaries or Digital Sales centers around the world, you will support a dedicated set of customers in identifying and achieving their business objectives through best-in-class digital engagement and partner co-selling. You will also have an opportunity to work cross-collaboratively while living our shared SMC and Digital Sales Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC and Digital Sales organization and the value we deliver to our customers, partners, and one another, every day.

The Small and Medium Business (SMB) segment within SMC is at the leading edge of growth and transformation. It’s a tremendous growth engine for the company dedicated to bringing the Microsoft cloud to millions of SMB customers worldwide through scalable routes to market, growing revenue, market share and net new customers while enabling a high level of customer and partner experience.

The Azure Partner Success Manager, Small and Medium Business focused on Azure in SMB is accountable to the growth of the Azure consumption revenue through a set of key partners in an area. This requires continuous innovation and evolution of our sales engagement strategy, while remaining centered on the customer.

To be successful, you must have a deep understanding of the local market, customer success practices and up-sell/cross-sell motions across services/products and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, technical implementation, and sales operations teams, driving Azure consumption revenue in SMB through the building and development of customer success practices among key partners to help them invest accordingly to address customer needs and accelerate their digital transformation.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Qualifications

Required/Minimum Qualifications

· Bachelor's Degree in Engineering, Computer Science, Business, or related field AND 6+ years in sales, industry channel sales, and industry sales

o OR equivalent experience.

Additional or Preferred Qualifications

· Bachelor's Degree in Engineering or related field AND 11+ years experience in industry channel sales, and industry sales OR Master's Degree in Engineering, Business, or related field AND 9+ years experience in industry channel sales, and industry sales OR equivalent experience.

· 5+ years of partner engagement experience.

· Fully Bilingual English/Portuguese

· Have completed training and/or certification on these Microsoft technologies or similar information technology solutions or software applications: Azure - Microsoft Certified: Azure Fundamentals (AZ-900) or Designing and Implementing Microsoft Azure Networking Solutions (AZ-700) or higher.

· Willing to attain certification in Azure (AZ-900 or AZ-700) within 6 months.

· Enterprise and/or Channel Sales- Experience selling business to business IT solutions and meeting revenue target

· Self-starter with a track record of consistently meeting or exceeding sales targets

· Demonstrable sales hygiene & deal excellence discipline, using sales methods, processes and tools

· Capacity to learn and retain knowledge about individual products and business solutions quickly and accurately

· Desire to work in a competitive environment where growth potential is driven by one’s abilities and attitude

· Time Management Skills with an ability to work independently with a high level of integrity

· Leading, partnering and orchestrating with virtual teams of experts 

· Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities. 

· Collaboration- Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines. 

· Growth Mindset-Ability to overcome and work around problems that are inevitable in rapidly growing businesses – positive approach to problem solving, learning, and development.

· Purposeful Planner & Executor – Delivers business impact with intentional planning, driving clarity to the team with consistent coaching rhythms, removing blockers and ensuring quarterly business budget goals are met. 

#SMCDSCareer

Responsibilities

Partner Solution Selling/Sales

· Identifies sales and solutions opportunities and communicates them to partners. Leverages segment expertise to support partners by ensuring that they have access to the right capabilities as needed.

· Chooses and develops partners via partner development dimensions (PDDs) for specific projects/tasks. Collects information from internal and external stakeholders to provide feedback on the performance of partners. Communicates partner performance gaps to their development managers. Ensures that co-selling occurs for partners. Coaches partners on how to develop a consumption/usage or plan to generate leads for a specific product. Sets up and develops partner sales plans. Oversees partner solution sales plan execution to ensure that partners meet sales goals.

Delivering Partner Success

· Acts as a bridge between Microsoft corporate sellers and customers. Builds trust between partners and clients by emphasizing to the customer that they trust the target partner and describe how their experience may help the client. Instructs partners on how to approach customers to most effectively deliver results. Improves seller understanding of partners with tools and analyses (e.g., propensity analysis). Clarifies alignment of partner offerings with customer needs. Coordinates connection of partner with relevant parties to facilitate customer selling (e.g., marketing teams).

· Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components. Aligns partner

capabilities to business opportunities by activating partner capability with Microsoft sales plays focused on driving business outcome results.

· Leverages partner expertise on industry and competitive knowledge for current and emerging trends. Shares and discusses industry and competitive market knowledge internally to drive more competitive solutions, enhance partner growth, and influence business capabilities. Proactively builds and maintains a strong knowledge of Microsoft products and solutions, how products are positioned against those of competitors, and customers' business to identify ways to meet customers' needs. Leverages understanding of long-term/future elements to guide partner decision making. Leverages the work of others (e.g., industry/sales executives) to enhance their own account planning.

· Guides customers/sellers on the partners to leverage available solutions and aligns potential solutions with partner capabilities.Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities). Aligns with and seeks feedback from partners and various stakeholders on identified customer white space to determine feasibility of capitalizing on opportunities. Determines if partner has a reference customer for the white space opportunity with whom to follow through. Leverages knowledge of partner capabilities to identify alignment with solutions and applications.

Driving Sales/Business Growth

· Collaborates with partners and internal stakeholders to determine goals by solution area, vertical, account, and/or customer set. Determines partner requirements based on partner business needs, skills, and competencies. Develops consumption/usage plan in line with business goals, prioritizing the appropriate partners with the sales teams. Optimizes the usage of partner marketing investments. Drives the right return on investment (ROI) with the right partner.

· Implements strategies to engage relevant stakeholders of accounts within the portfolio. Guides partners to identify opportunities to drive sales, new customer acquisitions, and usage of Microsoft products. Shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency. Exhausts all opportunities to develop relationships between partners and new and existing customers. Assists partner in landing dedicated consumption/usage plan with the identification of the right customer list and prioritized co-sell solutions. Determine best methods of how to activate the activity. Assists partner to input the opportunity using the appropriate systems/tools once the customer is ready to move.

Other · Embody our culture and values

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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