Are you inspired by the prospect of helping our customers achieve their digital transformation objectives by leveraging the power of the Microsoft Azure Cloud Platform? Are you excited by the opportunity to own Go-to-Market strategy for Applications & Infra across a select group of Microsoft’s most strategic and high growth Business Consulting Partners?
Microsoft’s Global Partner Solutions (GPS) Team is looking for an exceptional leader who can enable Accenture and Avanade to rapidly scale their business with Microsoft’s Azure Services.
In this role, you will help Accenture and Avanade develop and sell business solution offerings on Microsoft Azure, pursue go-to-market opportunities and land key customer wins. This is a unique role at the worldwide level that adds value both to Microsoft and to Accenture and Avanade. We are looking for an energetic, cross-team leader who can collaborate with a broad network of stakeholders across Microsoft and our partner organizations, both at a... global and regional level to accelerate our joint Azure business.
The central objective is to enable Accenture and Avanade scale unique offerings and surpass business goals for driving Digital Transformation and Azure Services consumption. You will engage with leaders across Microsoft Engineering, Sales, Services & Marketing teams for key “build-with” and “sell-with” initiatives with Accenture and Avanade. Overall success is measured against attainment of our scorecard targets for Azure Services, growth of the solution portfolio, iconic wins and coordination of strategic GTM priorities.
Infrastructure is the core of Microsoft Azure business and the global pandemic further accelerated the need for cloud migrations, rapid adoption of remote work solutions, hybrid, and security scenarios. We also have a great opportunity to accelerate our customers' digital transformation driving Digital and Application Innovation with our differentiated, end-to-end application innovation stack spanning Azure (Applications and Managed DBs), Visual Studio, GitHub, and Power Apps.
This role will require close coordination with a virtual team of experienced Cloud Solution Architects. The collective goal is to drive deep partner alignment, enablement and business growth on Microsoft Azure Services. We are looking for a strong team player who combines deep technical knowledge with business acumen. The ideal candidate is someone who knows what it takes to identify, pursue and win large Azure Services deals.
As the worldwide lead for our Infrastructure & Digital and Application Innovation GTMs, you will be a critical and visible leader internally and externally with an opportunity to influence and work with many senior leaders across Accenture and Avanade. This position reports to the VP, Accenture and Avanade Alliance and coordinates very closely with our Global Partner Development Managers, senior Microsoft engineering, product marketing and Solution Team Units resources.
Responsibilities
Specific responsibilities and required competencies include :
- Driving business initiatives to win new Azure Services deals: Leading efforts with Accenture and Avanade to create compelling offerings and go-to-market initiatives on Microsoft Azure Services. Must have the ability to recognize and quantify opportunities; assess market dynamics and recommend strategies.
- Driving Partner Enablement: Co-develop and oversee technical capability and capacity development plans for Microsoft Infrastructure & Digital and Application Innovation with Accenture and Avanade.
- Accelerating revenue, consumption, and usage through insights, problem solving and best practices: Align all stakeholders to maximize impact. Share real-time insights and best practices with Accenture and Avanade and Microsoft Field for accelerating Azure Services consumption. Apply business analytics on trends, pipeline, consumption and usage.
- Providing the key feedback loop: Be the primary interface between the Accenture/Avanade Team and the appropriate Microsoft engineering and business groups. Must have the ability to create structured business recommendations, adapt quickly based on senior stakeholder or market input and effectively communicate back to partner leadership teams.
Key Accountabilities:
- Ensure that the Infrastructure & Digital and Application Innovation GTMs with Accenture and Avanade are comprehensive and supported by a well-defined solutions portfolio that aligns with Microsoft’s industry and technology priorities.
- Support Infrastructure & Digital and Application Innovation sales opportunities by working with appropriate Accenture and Avanade and Microsoft field teams.
- Drive and measure pipeline health on key Azure Services deals and Infrastructure & Digital and Application Innovation workloads to accelerate sales momentum and cloud consumption.
- Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions to resolve issues with local leadership and escalate to WW as required.
- Build and manage relationships with executives, technology and sales leaders in Accenture and Avanade to evangelize Microsoft Azure Services and drive results in our field engagements.
- Drive quarterly QBRs between Accenture and Avanade LT teams and Microsoft Infrastructure & Digital and Application Innovation teams in engineering, sales, marketing and services.
- Develop strategic content that will allow better positioning of our alliances with Accenture and Avanade internally and externally.
Partner Centered
- Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services.
- Acts as a subject matter expert (SME) to identify, engage, onboard, and qualify highly sought-after partners with new and complex applications or solutions to expand Microsoft’s platform and fill gaps. Challenges partners on their business models.
- Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
- Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.
- Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Collaborates with internal teams to take advantage of opportunities that are aligned with competitive intelligence and Microsoft's goals.
- Builds and maintains a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
Partner Transformation
- Develops, manages, and executes highly strategic and impactful partner business plans for all managed partners that grow partner business and facilitate cloud consumption and digital transformation. Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.
- Identifies partner needs and capacities and finds optimal one-to-many training to fulfill those needs: creates strategic and customized roadmaps to maximize benefits for partners.
- Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of industry and competitors.
Solution and Services
- Coaches and challenges partners to transform their plans and strategies around Solutions and services. Advises partner throughout application or product launch processes to ensure smooth development. Identifies opportunities to make the market.
- Proactively promotes collaboration to drive business and enable other teams to be more impactful. Assembles and leads expanded/large-scale virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide complex partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.
- Works with technical teams to build solutions or services and to demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to articulate and bring business value to the partner.
Sales Leadership
- Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates go-to-market resources across accounts.
- Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.
- Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.
- Leverages tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.
- Evaluates and presents business metrics and performance data (e.g., return on investment [ROI]) to make strategic portfolio decisions. Shares information and best practices with colleagues.
Qualifications
Required/Minimum Qualifications
- 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.
Additional or Preferred Qualifications
Knowledge, Skills and Experience:
- Demonstrated 10+ years of experience in technology sales leadership with Fortune 500 companies
- Great leadership and the ability to mentor others
- Strategic business thinker coupled with a passion for execution
- High executive maturity and senior level communication skills
- Proven sales/operations management track record of consistently holding or exceeding quota, using an indirect sales model, focused on solving enterprise customer problems, taking new products and solutions to market
- Strong Team Player: work effectively across virtual teams to solve partner and channel issues, account issues, leverage best practices, & deliver results
- Knowledge on how to build a virtual team (across partners and Microsoft), solution sales oriented
- Solid knowledge of Microsoft Azure Services (Level 200) and hands-on experience in winning/delivering Azure business
- Sharp business acumen with insights and understanding of competitor offerings
- Strong communication skills and maturity to conduct partner executive briefings
- Passion to make an impact with a strong bias for action and keenness to solve customer problems
- International travel is required in this position and will represent a minimum of 25% and up to 40%.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Benefits Benefits
- Industry leading healthcare
- Savings and investments
- Giving programs
- Educational resources
- Maternity and paternity leave
- Opportunities to network and connect
- Discounts on products and services
- Generous time away
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