Cloud & AI Platforms Partner Solution Sales Job at Microsoft Corporation (Atlanta)

Job Description

As a Cloud & AI Platforms Partner Solution Sales professional, you will focus on one of Microsoft’s core Solution Areas—AI Business Process, Cloud & AI Platform, or Security. You will be focused on driving revenue acceleration and growth within the Corporate segment. You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating across a high performing portfolio of CSP (Cloud Solution Providers) partners. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring. You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies including Territory Planning activities to achieve quarterly CSA (Clous Solution Area) FRA across the Corporate Business. You will lead your partners' commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader, leading the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

Job Responsibility

Collaborates with segment sellers and other internal stakeholders on partner co-selling efforts with portfolio of assigned partners to drive sales pipeline.
Develops and executes co-sell strategies that outline activities and expectations that drive Microsoft and partner sales targets.
Leads collaboration between internal and external stakeholders to accelerate deal execution, leverage investments, and accelerate sales.
Tracks cloud solution area co-sell pipeline performance and independently addresses low performance through correction of errors (CoE) efforts.
Tracks partner sales capabilities and capacities for sales practice acceleration and growth.
Tracks partner incentive utilization and impact on pipeline velocity, and provides recommendations to partner to improve performance.
Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to worldwide learning initiatives as a subject matter expert.
Shares market local solution area business momentum insights and corporate research for customer demand.
Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution.
Drives a predictable cloud solution area rhythm of business (RoB) and addresses performance issues with partners to ensure delivery of cloud solution area partner targets.
Independently collaborates with segment sales teams to ensure co-sell performance with partners through joint execution.
Independently works with prioritized solution area-aligned partners to identify new opportunities with customers.
Drives the qualified partner pipeline and progress it through the sales cycle.
Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
Creates joint solution area sales plans in partnership with prioritized partners in their solution area portfolio relevant to customer segment to address customer needs and drive quarterly revenue accountability.
Independently identifies, understands, and evaluates partners' cloud solution area sales practice(s).
Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
Independently initiates solution area sales planning with assigned partners and ensures coverage to support targets.
Owns a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners.
Manages top partner deals and overall partner revenue aligned to solution area.
Coaches partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play.
Facilitates pipeline management meetings and unblocking deals by connecting with Microsoft resources.
Develops plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources.
Leads business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Maintains an understanding of, and upholds Microsoft's current compliance processes.
Embody our Culture and Values

Requirements

Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.
This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
3+ years of experience in Hyperscale Public Cloud
3+ years of experience in the Microsoft ecosystem
3+ years of experience in Cyber Security

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Cloud & AI Platforms Partner Solution Sales

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