The One Commercial Partner (OCP) organization plays a critical role in Microsoft’s cloud growth and digital transformation with customers. The Go To Market (GTM) team in OCP is responsible for driving the holistic go-to-market approach across the partner ecosystem for all customer solution areas (Modern Workplace, Business Applications, Apps & Infrastructure, Data & Analytics). Our mission is to accelerate Partner success in market through people, programs, investments, and campaigns across the partner lifecycle.

Responsibilities

The Small and Medium Business (SMB) segment at Microsoft is at the leading edge our

Transformation with explosive growth. The SMB GTM engines are a critical asset to drive exponential growth in cloud as well as continued momentum in the traditional on-premises business. Dedicated to empowering every SMB worldwide to achieve more, this high performing team delivers compelling Microsoft cloud solutions, through a series of our largest Indirect and Direct Providers to scale our reach to millions of SMB customers globally, by delivering strong Go-To-Markets, Community Engagement, Solutions and programs both directly and in-directly to our customers to drive revenue and market share while enabling a high level of customer and partner experience

The MSUS Subsidiary OCP GTM team is looking to hire a senior leader to drive the SMB Go-To Market team. The Senior Director of OCP SMB Go To Market plays a critical role and is at the center of transformation where the focus is on innovating and driving scale engines to accelerate the SMB partner channel. The core responsibilities for this role include:

1. Lead and execute GTM plans with top Distribution, CSP indirect provider and SMB Scale Partners accounts to accelerate the cloud transformation via the CSP business model (Cloud Solution Provider), including:
   1. Solution Area Plays campaigns and partner enablement execution to achieve new customer acquisition focusing on strategic imperatives: WS/SQL end of support; Windows/Office end of support; DCO, Dynamics Secure Installed base, etc. leveraging tools like Cloud Ascend
   2. Leadership of channel programs like: SureStep to increase reseller reach, Modern Workplace Specialists, etc.
   3. Innovation and execution of incentives and investments programs like: Rapid Acceleration Program (RAP), Sky is the Limit, etc.
   4. Accountability to exceed top metrics and KPI’s such a SMB MW NSA targets (Subsidiary Scorecard), Reseller Reach, Frequency and Yiel

2. Lead and execute the ‘always on’ SMB scale engines to drive partner engagement, enablement and cloud practice development for the 3 clouds: Modern Workplace, Business Apps and Azure. The execution consists of an integrated marketing approach focused on the following partner development areas:
   1. Digital marketing
   2. Sales enablement
   3. Technical enablement
   4. Modern marketing enablement
   5. Customer Lifecycle management enablement
   6. Profitability
   7. SMB C3 program execution to acquire net new customers in Top Unmanaged SMB.

3. CSP (Cloud Solution Provider) & Modern Commerce Leadership
4. CSP roadmap program management including insights development, orchestration and execution across functional stakeholders including: Business Group leads of the Cloud and Enterprise, Modern Workplace and Business Apps solution areas; Licensing; Support; Partner Incentives; Compensation, etc.
5. Lead Modern Commerce launch program management including partner and partner facing roles awareness, enablement and communications strategy for New Azure experiences and upcoming Modern Workplace and Business Applications.

4. Strategic leadership and cross group collaboration with top SMB stakeholders including OCP Build With Channel Development PDM team, OCP Technical team, SMC-s Customer Program Managers, Business Group SMB and Partner v-team through the SMB Operating Model.

Qualifications

Skills and Experiences Required

• 10+ years of experience leading in product or channel marketing, partner channel development, business development, through partner marketing, in the IT industry
• Proven track record and experience in partner or product marketing and sales programs strategy and execution
• Proven management experience in leading, developing and motivating team members
• Strategic thinking with demonstrated creative problem solving of complex business issues through analytics, data driven insights, organizational skills and sound judgment
• Inclusive and collaborative – driving teamwork and cross-team alignment
• Strong executive presence including communication and presentation skills
• Experience with technology platforms and solutions with a reasonable level of technical proficiency across the four Microsoft solution areas
• Bachelor’s degree required (Sales, Marketing, Business Operations); MBA desired

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.

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