Partner Sales Executive SMSP

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Требуемый опыт работы: более 6 лет

Полная занятость, полный день

The Partner Sales Executive role exists to manage sales motions with strategic solution partners. These partners provide Microsoft the best opportunity to grow market share in key product and workload solutions and use Microsoft technology to solve customer business issues, focusing particularly on consumption. The Partner Sales Executive is the primary outcome owner for building cloud growth through partners. The PSE builds and manages the partner forecast and portfolio based pipeline and is the Virtual Sales Manager of the Partner Sellers (P-SSPs.)
The Impact You’ll Be Making…

Business Planning and Development (15%)

• Build a clear vision of Microsoft and Partner Go to Markets, fostering mutual success
• Analyze the partner’s sales capacity, capabilities, and customer base; map them to Microsoft’s market opportunities/goals
• Co-create and manage a joint Partner Sales Plan throughout the year, documenting how the partner and Microsoft will capture joint business opportunities in selected solution workloads

Sales Execution (60%)

Develop Partner Sales Capacity and Capabilties to Achieve Targets
• Emphasize “Cloud First” cultural adoption within every partners sales force through company-wide sales training, aggressive sales incentives, and additional rewards for driving deals involving Cloud; gain partner dedication to train sales professionals in Microsoft technologies
• Inspect sales team quality and work with partner sales manager to develop the appropriate capacities and capabilities within the team
• Create a common sales process language between partners and Microsoft; develop partner sales team knowledge of resources to advance opportunities
• Assure partner attendance at events including Sales Ignite and Worldwide Partner Conference

Drive Sales Management and Execution
• As part of Sales Rhythm of Business, and established/signed agreements, actively drive a partner’s sales review sessions, to include a review of the following:
o Sales plan and scorecard commitment (pipeline creation, pipeline velocity and closing activities)
o Pipeline quality and health of the pipeline (coverage, velocity and win rate ratios in each partner pipeline)
o Verifiable outcomes from each stage of solution selling
• Maintain partner opportunity information through Seller Workbench in order to track and monitor target attainment/opportunity pipeline

Drive Sales Orchestration and Partner Alignment with Microsoft
• Drive joint territory planning sessions with the partner and Corporate Account sellers to promote collaboration between Microsoft and partner sales teams
• Meet with Account Executive’s to understand the Account Plans for customers that are within the target of partners; attach partner resources in all phases of sales, adoption, and deployment
• Proactively schedule meetings with the applicable sales teams for segment focus; articulate the partner’s Go To Market strategy, sales goals and strategy and work to create strong relationships with each party
Partner Alignment to Broader Ecosystem
• Identify and facilitate connection to other Microsoft strategic or managed partners to assist with accelerating, growing, and fulfilling the solution/deal proposed

Performance Management (15%)

• Define a Rhythm of Business (ROB) - delivered through scheduled meetings, conference calls, or formal communications - to actively review and manage sales and scorecard targets; includes:
o Sales planning (identify joint account, sales strategies), pipeline management (health, win/loss reviews), opportunity review
o Providing a single voice to the partner, representing all relevant Microsoft communications and relevant issue escalations
o Driving partner satisfaction by ensuring majority of time is spent with partners; advocating for Solution Partner in various Microsoft internal meetings/discussions

Self-Development (10%)

• Possess an understanding of the Microsoft Platform and Productivity Capabilities, at least at a 100 sales level; if Specialism focused, at a 200 sales level
• Articulate a value proposition to align with Microsoft key strategies, products (existing and available in launch), and licensing programs
• Build and manage a growth development plan with Manager; actively evaluate personal business performance
• Review and act upon results from the Profile of Excellence Evaluation (POE); utilize Microsoft online training courses (Role Guide, Microsoft Career Model)


  • Proven sales experience with 6-8 years in channel sales
  • Self-directed, strong business acumen and analytical/ forecasting skills
  • Understanding of cloud and enterprise licensing sales and solutions
  • Strategic Thinking & Strategy Development, Teamwork (includes Field engagement and collaboration), Drive for results, Impact and influence, Organizational Agility, Problem Solving
  • The ideal candidate will have extensive experience of managing virtual teams across a subsidiary’s matrix structure - for example, Public
  • Sector, DPE, Incubation, Enterprise & Partner Group (EPG) and Small Medium Solutions & Partners (SMSP) virtual teams – and will display the following characteristics:
  • Very inclusive behaviors - driving teamwork and cross team alignment
  • Strong negotiation skills


  • BA/BS in Sales, Marketing, Business Operations, Computer Science, Engineering or related field required
  • Masters degree preferred
  • Technical Certification preferred
  • Business and Solution Selling training preferred
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Вакансия опубликована 14 октября 2016

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