Are you a hungry & hardworking salesperson that enjoys helping customers achieve business outcomes and collaborating with Partner to amplify business outcomes to achieve our Cloud & AI (Azure) Sales targets? We are expanding our ANZ Partner Soution Sales team and looking for a Seller with high business acumen who can lead, sell & Cosell with our top partner.
The team:
At the Small Medium Business (SMB) Cloud & AI team, we are leading a high-growth, AIpowered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.
Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.
We are looking for a Partner Solution Sales (PSS) Manager to join our Cloud & AI & Platform (CAIP) business in the SMB segment. CAIP spans the workloads at the heart of AI transformation — Azure AI, Fabric and Applied AI, the cloud-native application platform, and the data and app-innovation services that customers build their intelligent applications on.
This is a sales leadership role: your impact is measured by how you multiply the performance of yourself and your partner ecosystem to deliver customer outcomes at scale across the ANZ market.
This role operates in a flexible work environment and may require travel to engage your team and partners.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where
everyone can thrive at work and beyond.
Responsibilities
Collaboration & Co-Sell
-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.
Partner Engagement
-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. Encourages partners to identify and share security related opportunities with specialized partners.
-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.
-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, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives. Shares market local solution area business momentum insights and corporate research for customer demand.
Partner Solution Area Sales Plan
-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), addressing and aligning to security partner targets. Contributes to the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Integrates security considerations into partner alignment processes, guiding the team to establish partner plans with clear positioning of Microsoft Security solutions that complement partner offerings, differentiate Microsoft versus competitive security solutions in the partner portfolio, and help mitigate customer risk.
Sales Process & Sales Management
-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.
Qualifications
Required/minimum qualifications
Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling or business development OR equivalent experience with the Cloud & Technology space. Understanding of Cloud & AI technologies & their application to drive customer outcomes is paramount; as you will need to sell & help partner’s sales team.
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
