Join the Microsoft One Commercial Partner (OCP) organization in the OCP Business and Role Excellence Team (BRE) where you will advise the ISV and Industry Vice President and OCP Chief of Staff 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 Sales Excellence manager: ISV & Industry role is responsible for identifying business risks and driving a change management process that produces improved impact.  This includes driving operational business process across the One Commercial Partner (OCP) ISV & Industry team and work collaboratively across  the Finance, Business & Operations team and the rest of the team to provide insights across the business and solve problems to help the One Commercial team in achieving their business goals.  You will drive the OCP ISV & Industry team accountabilities and support suitable planning, execution, performance tracking, change management, training, readiness and, where necessary will 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

The Impact You’ll Be Making…
 

As a partner to the VP of ISV & Industry and 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 ISV & Industry business unit, that enforces great discipline in Partner Solution development; ISV recruit, develop and grow practice and overall industry tracking.

-          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 through 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

Role Time Allocation

 
Core Activities

SALES OPERATIONS & EXCELLENCE: (10%)

•        Partner with Finance on managing the forecast, outlook & industry insights on the business

•        Identify risks, remove roadblocks and drive utilization of partner-centric tools and processes

•        Deliver standardized, scalable sales operations programs with cross-team functionality and engagement Drive support as applicable for account assignment, quota, pipeline/opportunity management, account planning, Co-Sell engines, and Common RoB

•        Deliver standardized, scalable sales reporting using standardized tools to support visibility & understanding for key reviews and rhythms.

CHANGE MANAGEMENT EXPERT DELIVERING BUSINESS PERFORMANCE INSIGHTS: (50%)

•        Be the change management expert and own the Correction of Errors plan to drive execution differently, forming new connections across the business.

•        Be a thought leader on driving the business forward, providing insights into execution/performance blockers for partner attach, partner recruit, CTAs, customer adds, consumption, pipeline, Co-Sell engine events

•        Prepare data packs for Executive reviews with deep data insights on the business and overall industry

•        Be the conduit with WW, managing close connections, driving alignment and providing feedback with data driven insights.

EMPOWERING DIGITAL SUCCESS (EDS): Contribute to EDS landing within ISV & Industry team (10%)

•        Create, manage, maintain, and drive standardization of processes, readiness, tools, BI, and reporting to accelerate transformation/utilization for ISV & Industry leaders

•        Taking on special projects to accelerate outcomes within ISV & Industry team, as an example research projects influencing recruit strategy.

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 US key priorities.

•        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 internal tooling.

•        Use community relationships and orchestration to solve complex business problems and drive unique solutions for the ISV & Industry 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.
• Core Competencies:  Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Planning, Sales/Partner management

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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