By joining the One Commercial Partner (OCP) organization in the OCP Business and Role Excellence Team (BRE) you will be advising the Chief of Staff and partnering closely with a Business Unit within the OCP organization to build the momentum of digital transformation for our Customers and Partners as well as the company itself. You will have exceptional negotiating, selling and coaching skills and have a proven track record of driving growth in complex and ever-changing business environments and market lifecycles.

The Business and Role Excellence (BRE) lead: Sell With role is responsible for operational business process across the One Commercial Partner (OCP) Sell With team and works concert with the Finance, Business & Operations team and the rest of the BRE team to provide insights across the business and solve problems to help the One Commercial team in achieving their business goals.  BREs drive the OCP Sell With team accountabilities and support suitable planning, execution, performance tracking, and where necessary initiate remediation efforts with the teams to achieve the FY OCP scorecard and P&L goals.

It is a critical business role that: looks left-right across Microsoft’s Partner management, identifying risks and mitigating those, identifying/targeting high-value Solutions and Partners, accelerating Partner Co-Sell, modeling our coaching culture transformation, and translating business insights into business models that accelerate business outcomes and Customer/Partner satisfaction.

Responsibilities

As a partner to the OCP Chief of Staff running the business

• Establish (in cooperation with Business and Sales Operations (BSO) Team and Finance) and drive a well-defined, predictable rhythm of the business (RoB) for the OCP Sell With business unit, that enforces great discipline in Partner Solution development; Partner Go-To-Market and Performance management; Co-selling and Consumption processes
• Leverage business insights to benchmark performance and define current and future actions needed to address key challenges and remove blockers. Drive the v-teams spanning across roles, segments and Subsidiary executing on the defined actions.

As a Business and Role Excellence Leader coaching for growth

• Coach and advise on motions/strategies needed to expand Partner capacity and drive up-sell and co-sell trough Partners and their solutions. Drive awareness on solution mix needed to meet targets, meet with Partners to increase their awareness of business opportunities available and accelerate the Digital Transformation of our Partners.
• Drive orchestration across various roles within OCP (Build with: Services, Sell With, ISV, Technical and Go To Market teams)
• Collaborate closely with the Customer Segment Sales teams to accelerate Co-Sell and scaling trough Partner motions aspiring for exponential growth through Partners
• Obtain first-hand insights on Customer/Partner feedback, issues and aspirations through targeted Customer /Partner engagements

As a Transformational Leader

• Partner with the OCP Senate, Area Transformation Leads, Area Capability Leads and Business and Sales Operations (BSO) Team to increase time spent with Partners by every Partner-facing role in the team and remove roadblocks and increase seller capability and productivity both at Partners and internally.
• Role model the internal transformation from an inspection to coaching culture through providing meaningful insights to the OCP Chief of Staff and the business unit VP.

 As a Driver of Sales Process Discipline

• Instilling Partner development and Sales process discipline, adherence to standards, and excellence in execution while holding Partner development managers and Enterprise Channel managers accountable to quality and accuracy
• Coach pipeline discipline leading to healthy coverage and the appropriate partner associations with every deal

SALES OPERATIONS & EXCELLENCE: (20%)

• Partner with Finance on managing the forecast, outlook & industry insights on the business
• Populate MBR templates with financials for the Channel Directors to remove some of the burden of populating the templates.
• Identify risks, remove roadblocks and drive utilization of partner-centric tools and processes
• Deliver standardized, scalable sales operations programs for the Sell With team
• Drive support as applicable for account assignment, quota, pipeline/opportunity management, account planning, Co-Sell engines, and Common RoB 

DELIVER BUSINESS PERFORMANCE SALES INSIGHTS: (40%)

• Deliver standardized, scalable sales reporting using standardized tools to support visibility & understanding for MBRs (OU and OCP), scorecard, pipeline/opportunity/success engagements, TPP, account planning, Co-Sell engine events, DTA reporting
• Provide insight into sales execution/performance blockers for partner attach, CTAs, customer adds, consumption, pipeline, Co-Sell engine events
• Identify growth opportunities & drive utilization of partner funding & incentives
   

EMPOWERING DIGITAL SUCCESS (EDS): Contribute to EDS landing within Sell With team (10%)

• Create, manage, maintain, and drive standardization of processes, tools, BI, and reporting to accelerate transformation/utilization for Sell With leaders 

MODELING, LEARNING & CULTURE: (30%)

• Partner with Business and Role excellence peers to look left-right across OCP to ensure consistency on approach. Have a learner mindset to see what can scale from your business unit into other units successfully.
• Connect with field Sales Excellence Community to help coach, model and support the field on Partner Inclusion in everything they do in the field.
• Model transformation by helping managers understand how to coach around the 12 Things and the use of MSUS Playbook
• Lead by example by evangelizing simplicity and utilizing standard tools set
• Demonstrate a growth mindset by developing and maintaining elite operational skills and business knowledge to improve internal adoption of TPP, MSX-I/OCP Insights, AppSource and other OCP Tools
• Use community relationships and orchestration to solve complex business problems and drive unique solutions for the Sell With team

Qualifications

• Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Planning, Sales/Partner management
• Professional Competencies: Adaptability, Partner/Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change
• Experience: 5+ years of related experience in either: Senior Sales or Partner/Channel Management or Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Partner Marketing Management or Business Analysis Skills (understands financials, pipeline, scorecards etc.) is required.
• Education: Bachelor’s degree or equivalent work experience in either economics, finance, organizational management or business management is required.

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.