Partner Solutions Professional at Microsoft

Job description

The Opportunity: Joining the One Commercial Partner team as a Partner Solutions Professional (PSP) means you will be playing a critical role helping Microsoft Partners to capitalize on the $2.2 trillion-dollar Digital Transformation market opportunity by 2019 - a 60% increase since 2016. Working in OCP means you are shaping the world’s largest eco-system of technology companies.

Microsoft’s Mission: Through our partners Microsoft brings digital ambitions to life by helping companies empower their employees, engage their customers, optimize their operations, and transform their products.

Overseeing Digital Transformation Success: The PSP Business Applications plays a critical role in working with partners to share a compelling vision for building new practices and solutions based on Business Apps that enable customers to realize the vision of Digital Transformation.

The Role: The PSP is a Technology Solution Seller building relationships with C-Suite business and practice management executives sharing a compelling practice building vision leading to partners investing in building new practices based on Microsoft’s technologies. As a solution specialist, you will lead partner resources to advance the sales process and achieve/exceed solution sales for Dynamics 365. You will help partner resources evaluate customer’s applications, recommend solutions that meet customer requirements, remove roadblocks to deployment and drive customer satisfaction.

A Solutions Professional: The PSP is an expert who stands out because of their ideas and Insights on how partners can build rapidly accelerating businesses based on solutions areas across multiple partner types

Responsibilities

• Sales Orchestrator: Develop and maintain customer account plans for all the accounts in your designated territory which includes white space analysis, current customer solution and technology footprint/landscape, customer pains, competitive landscape, and industry trends. Leads cross-team orchestration with sales counterparts through the first mile, ensuring partners are ready before passing the baton for future Co-selling.
• Solution Mapping: Builds internal contacts across account sales teams to learn about customer solution needs Feeds knowledge from Sales Planning into Capacity Planning and Solution Mapping, sharing insights about customer solution needs and opportunities to build new practices
• Partner Alignment: identifies partners that have the knowhow, entrepreneurship, agility, IP to capitalize on new practice building and sales opportunities
• Perfect Pitcher: Delivers impactful insight led pitches to partner C-Suite executives that reframe the way partners think about how a Microsoft Solution Area can help partners build profitable practices and new solutions of significance
• Perfect Pitcher: Utilizes partner ready solution area pitches on the market and practice building opportunity to partners C-level executives, and contributes to the technical development plan leveraging the OCP Services Framework
• Compete: Engages with partner development roles as the Solution Area specialist with competition platform knowledge to pitch Microsoft solution area Technical capabilities and how it competes in capabilities and partner profitability with our key competitors.
• Sales Challenger: Has the mentality of a Sales Challenger able to share provocative insights that create constructive tension in order to guide partner practice building decisions towards Microsoft
• Story Teller: Able to share the stories that sit behind world-class examples of partners who have built disruptive and market leading new practices based on specific Solutions Areas
• Value Creator: Lays out the business case for investing in building a new practice using data/charts to reveal the costs and the magnitude of the partner opportunity gaining commitment to invest
• Solution Prototyping: Working closely with other technical roles champions hackathons, POCs, ADS sessions with partners doing rapid prototyping of solutions to prove the business case
• Enablement Planning: Inputs into the partners enablement Plan leading with insights about customer targeting, selling and on-boarding, to drive sales and consumption of the partners Microsoft technology-based solution.

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• Deep understanding of digital transformation business drivers, cloud platforms, emerging computing trends and their impact on partner practice building opportunities.
• 10+ years of related experience in technology solutions/practice development, Cloud / Infrastructure technologies. Knowledge of MS platform preferable, project management, technical Sales and technical account management.
• Proven track record of building deep sales relationships with CXOs and practice building executives in ISV, MSP, CD and SIs
• Inclusive and collaborative - driving teamwork and cross-team alignment
• Strong partner relationship management and solution selling skills
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small technical audiences.
• Certified as a Sales Challenger and Social Seller with an SSI score in the highest quartile of role/profession
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners, BGs, Field leadership.
• Proven consultative sales solution skills, including the ability to articulate a clear, concise return on investment value statement.
• Strong time management skills - able to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment
• Business and/or Technical BS degree, MBA preferred.

Deep Understanding Of

Business solutions, CRM, ERP, Supply chain, Talent, Field Service and Advanced solution like AI, ML and BI and how they translate into business impact
The security, regulatory & compliance needs of global customers

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.