Senior Partner Strategy Manager - Modern work

Microsoft

Location: United States

Job Type: Full time

Posted

Be brave, not perfect.
- Reshma Saujani

Sr. Partner Strategy Manager- Modern Work

With a vision to "Build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more," Global Partner Solutions (GPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale!

The Partner GTM, Programs, & Experiences team within GPS brings together the Go-to-Market strategy, programs, and platforms to accelerate growth and improve partner experience across all partner segments.

We are hiring for a Senior Partner Strategy Manager in our Microsoft Cloud & Solution Areas – Modern Work team focused on defining and mainstreaming our partner program strategy aligned to Microsoft’s Solution areas. This role will lead the Modern Work Converged Communication and Collaborative Apps solution plays for GPS and is responsible for working collaboratively across Marketing, Engineering, GPS Industry, and stakeholder teams across the company to translate Modern Work cloud strategy into a set of actionable plans and requirements that can be built into Partners’ business growth plans.

Microsoft 365 continues to lead the way in providing organizations with an integrated cloud productivity solution for the new hybrid work era with more than 300 million Office 365 commercial paid seats and 270 million Microsoft Teams monthly active users. A key element of building a hybrid work strategy is modernizing communications.

We have an opportunity to accelerate the move to converged communications and monetize this trend through Rooms, Phone, and advanced enterprise capabilities. Another key element of building a hybrid work strategy is leveraging collaborative apps to connect everyone in the flow of work. Collaborative Apps in Teams help everyone better meet the demands of hybrid work by connecting them to the information, expertise, and tools they need to get all their work done in one place. To scale our execution and address the diverse requirements of our customers, we need a vibrant partner ecosystem with services and solutions that deliver on our Converged Communication and Collaborative Apps vision. We are looking for a new Senior Partner Business Strategy Manager to lead this exciting market development effort by building partner capacity and driving through-partner go-to-market execution that will help us deliver on our revenue and share growth ambitions.

The role engages regularly with Solution Area Product Marketing Groups (PMG) and other strategic subject matter experts (SMEs) across technical and business roles to identify opportunities that strengthen partner investment, programs, messaging, and engagement across the go-to-market journey. The perfect fit is a senior leader with experience working in a highly matrixed organization, with technical acumen of Microsoft cloud services technology and with proven ability for program development and definition and translating thought leadership into operational execution.

Responsibilities

  • Responsible for the end-to-end partner business planning and strategy for Modern Work Converged Communications and Collaborative Apps Solution plays to translate Business Group (BG) plans and goals into partner execution and growth plans.
  • Set strategy for how we build, nurture, and engage partner ecosystem aligned to Solution Area. Perform partner planning, define scorecard metrics and KPIs, and co-design the partner programs and investments with manager, team, and in partnership with Microsoft’s Product Marketing Group (PMG) and other stakeholders
  • Engage with global and local partners, partner development managers (PDM) and field sellers to gather feedback, share actionable insights and design/refine new strategy/programs to drive business growth through infrastructure partners aligned to cloud strategy and programs
  • Lead partner targeting/recruitment strategy based on partner technical capabilities and sales capacity and partner practice development approach to drive the highest Partner ROI for Microsoft.
  • Define partner value propositions and lead the development of partner messaging and positioning frameworks in partnership with PMG and GPS teams
  • Act as virtual business leader for Microsoft subsidiary's Partner Management Teams to identify and recruit partners or invest in new practice build-with, in partnership with the Tech team, Partner Success Team, and Product Marketing teams
  • Partner with finance and operations teams to track business progress and leverage monthly review cadence, KPI reporting and ongoing business improvement
  • Develop and land GPS field guidance and execution strategy and practices across all partner sales and technical roles
  • Perform scorecard and KPI analysis as data driven approach to draw trending, learning and insight. Engage with GPS Worldwide and field personnel to proactively identify data driven business insights from monthly performance and effectiveness of the strategy and execution, as well as action plans to drive ongoing improvement across all partner GTM levers (recruit, build, GTM, sell-with, etc.)
  • Put in place partner listening mechanisms to capture voice of partner. Capture feedback, synthesize and prioritize as an input to Industry engineering and business group plans.

Qualifications

Required Qualifications

  • 5+ years working directly with partner ecosystem, the ability to provide valuable business and technical guidance to them and to secure their commitment to use business solutions; Experience with Telecommunications Operators and/or ISVs is ideal
  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related fielld

Additional or Preferred Qualifications

  • Strong technical understanding of Microsoft cloud infrastructure technologies and the work that partners do to develop, build-upon, and extend cloud solutions
  • Experience building, managing, and landing scale programs is highly desirable
  • Product Management experience is highly desired, including marketing value proposition and messaging development
  • Passionate, results-driven, and organized approach; with an attention to detail: A self-starter who can create and deliver scalable plans from concept to delivery, including the ability to prioritize and manage multiple projects, effectively driving to measurable results.
  • The ability to work cross-team in ambiguous and changing environments, along with excellent listening and partnering skills. Must be comfortable working in a highly matrixed environment, and leading program v-teams or workstreams aligned to shared goals and measures.
  • Engagement expertise: Storytelling skills and passion for delighting partners, advocating on their behalf, creating great partner experiences, and understanding the linkage between these experiences and business success
  • Global leadership at scale, Experience leading/navigating large cross-functional teams is a critical skill for success. Comfortable challenging the status quo. Brings demonstrated experience proposing, creating, and managing executive-level proposals and presentations. Experience with large-scale transformations. Demonstrates ability to make data-driven investment decisions.
  • Executive Relations: The ability to interact confidently with senior leaders in a highly-matrixed organization to present/defend/clarify concerns or issues regarding an existing project, program, or solution. This includes the ability to confidently address difficult questions, handle pushback from a high-level audience, and maintain an executive demeanour while engaging in challenging or sometimes high-pressure situations

The salary for this role in the state of Colorado is between $129,800 - 194,800 USD

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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.

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