Are you looking for an opportunity to drive significant impact in one of the most strategic areas of Microsoft? Microsoft’s Global Partner Solutions team is hiring a ISV Pursuit Lead to drive Microsoft’s ambitious growth with our top ISV Partners.

This is a unique opportunity for a bold, partner oriented, strategic thinker to help identify prospects and execute Microsoft cloud deals that drive significant publicity, competitive share, and revenue for the Microsoft Azure platform.

We’re looking for a proven deal maker who can identify strategic market opportunities for Microsoft, present and work with CxOs, qualify partner prospects, build credibility with customers that desire to be partners (Customer as a Partner), and orchestrate the complex pursuit of business. Core competencies in the role include: customer obsession, resilience, goal oriented, embraces internal and external leadership opportunities, strong business networking ability, public speaking, CxO level presentation and partnering skills, structured thinking, and deep project management.

This senior role will partner closely with resources in Sales, especially the Software and Digital Platforms team. In addition, this role will work closely with Business Development, Services, Engineering, Marketing, Finance, Legal, Deal Desk, and other groups across Microsoft.

Responsibilities

Specific responsibilities include:

• Build the portfolio of prospective ISV Partners to drive large scale adoption of Microsoft Azure in the marketplace
• Grow and develop the Customer as a Partner (CaaP) sales process by working with customers and sales teams
• Lead the deal process from the envision phase through contract and close
• Evaluate and prioritize market opportunities that realize large revenue or change market perception for Microsoft Azure in the marketplace
• Business Development and Planning with the customer to help them transform their business
• Drive deals broadly across the Microsoft cloud eco-system
• Cross Microsoft orchestration to drive the pursuit to closure

Required Competencies:

• Business Development and Sales Leadership
• Ability to translate strategy into action and a clear passion for closing deals
• Ability to influence senior technical and business audiences internally and externally to arrive at deal terms that fully address the objectives of both
• Deeply understand how to create a new business offering from scratch via different forms of partnerships, and strategic investments while keeping a laser focus on revenue, profitability, and market share growth
• Ability to collaborate across different functional teams to drive the right business and technical outcomes
• Ability to ramp up quickly and understand thoroughly the economics, dynamics and intricacy of the cloud business, knowing what levers to pull and when to pull them to influence change, and continually monitoring ongoing trends to anticipate change and proactively lead a timely response
• Assess markets and trends to determine opportunities for Microsoft that provide opportunities for customers and partners to leverage the Microsoft Azure platform
• Apply innovative thinking to develop or refine product or services approaches, business models, or marketing strategies to proactively and strategically respond to opportunities
• See the big picture, develop models, learn from experience, and see the system impact on the business ecosystem (of actions, decisions). Stay focused on situations, problems, or technology as they relate to the marketplace and customers
• Demonstrate a deep understanding of what is critical to the business in making appropriate decisions that directly affect Microsoft product lines or portfolios, solutions, or services
• Focus on the essential issues in complex technical and business problems to make appropriate decisions
• Understand industry, business, and/or technology trends and competitor strategies to make effective decisions and compromises

Qualifications

Required Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience.

• Experience building long-term commercial agreements that deal with ambiguities and dynamic business changes while minimizing risk
• Experience moving difficult deals forward by restructuring the deal and/or finding ‘win-win’ scenarios and ensuring competitive advantage
• Experience analyzing and modeling financial data, including revenue plans

Preferred Qualifications

• 10+ years' experience spanning complex solution selling, consulting services sales, sales management, corporate strategy, investment banking
• Prior business development experience highly desired
• Deep understanding of cloud computing, AI, machine learning, application hosting, and software development (level 200+).
• Able to coordinate partners and internal teams, both business and technical to deliver on strategies
• Executive communication skills and ability to provide senior executives with required information

The salary for this role in the state of Colorado is between $152,000 - $198,000

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.