Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Do you want to be a key sales leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else.  This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking - a cloud-enabled world.

Joining Microsoft in the One Commercial Partner (“OCP”) organization as the OCP Sales Excellence Manager (Co-Sell Program) you will be advising the OCP Leaders and coaching Partner Development and Channel managers to build the momentum of digital transformation for our Customers and Partners as well as the company itself.

The OCP Sales Excellence Manager (Co-Sell) is a critical business role that looks left-right across the OCP organization and its subgroups (Build-with, Sell-with and Go to Market):

• Representing OCP across fiscal year planning processes to land programs that enable us to better collaborate with partners
• Leading the business rhythm across OCP to drive quality execution in partner co-sell and provide coaching for our sellers, OCP team and managers on key priorities as we execute co-sell
• Identifying and managing risks in sales/partner performance through translating business insights into business models accelerating business outcomes
• Driving and landing transformation across leadership styles, coaching, team efficiency and time spent with Customers/Partners.

Responsibilities

Support the Sales Excellence Lead to partner the Commercial Partner Lead in driving the Co-Sell Business

• Establish (in cooperation with Business and Sales Operations) and drive a well-defined, predictable rhythm of the business (eg month end close reviews, weekly forecasts) that enforces great discipline in Co-selling execution, tools, processes.
• Leverage business insights to benchmark performance, define current and future actions needed to address key challenges. Lead the v-teams spanning across roles and organizations to execute on the defined actions in pipeline orchestration, hygiene and pipeline build.
• Instil partner development and sales process discipline in co-sell, adherence to standards (hygiene, coverage, opportunity sharing, collaboration, etc.), and excellence in execution while holding cross team accountability to quality and accuracy.
• Collaborate across worldwide counterparts and Business Sales Operations to bring in best practices across the world or external learnings to drive co-sell outcomes (ie target attainment and growth).

Lead Sales Process Execution to scale Co-Sell for Business Growth

• Collaborate closely with top Partners and Microsoft internal teams on pipeline operations and execution steps needed to accelerate co-sell programs. Drive orchestration across various roles to enable success in co-sell program execution. Eg. providing clear guidelines and execution steps to partners, sellers, partner development managers and marketing v-teams as we manage deals going through co-sell programs
• Working with external partners on Co-Sell pipeline alignments, driving Inbound pipeline share, deal registrations and also directing internal Microsoft sellers to next course of actions to land revenue recognition for programs.
• Collaborating with Microsoft internal teams to coach and accelerate the culture of co-sell through Modern tools and business insight.
• Provide feedback on program learnings, tools and process to Corporate HQ to enable program adjustments and successful landing of programs into Australia.

Business Program Lead for Partner Solution Co-Sell

• Lead Partner Solution Co-Sell Program, connecting with Corp, Worldwide and local counterparts on program strategy and execution
• Connect with Key partners and internal sellers to enable pipeline and deal registration discipline and rigor
• Lead Planning, Forecasting and Performance Management
• Drive integrated business planning/rhythms to exceed co-sell growth targets and hold Partner Development Leaders and teams accountable to drive co-sell pipeline generation and growth activities

Support OCP Fiscal Year Planning in Co-Sell

• Partner with OCP Leaders, Marketing to connect fiscal year plans to partner level co-sell execution eg. planning on orchestration motion, process alignment to plans and growth ambitions.
• Leverage learnings from partner co-sell process to review our co-sell execution process, ensure it aligns to partner experiences, growth experiences.

Qualifications

Experience Required:

• Core Competencies: Trusted Advisor, Orchestration/Organizational skills, Analytical Problem Solving, Ability to Navigate Ambiguity
• Professional Competencies: Adaptability, Partner/Customer Focus, Drive for Results, Collaboration, Analytical Problem Solving, Organized and Disciplined, Business Analysis Skills (understands pipeline, advanced Excel user)
• Experience: 7+ years of related experiences eg sales and channel operations, partner marketing, business analysis, program management
• Education: Bachelor's degree or equivalent work experience in areas such as business management, finance, commerce and technology.
• Other Skills: PowerBI, Advanced Excel, Dynamics CRM. Project Management skills are plus
  

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. 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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