Job Description

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.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses, and lastly, making a difference in the lives of each other, our customers and the world around us.
You can help us build our culture and achieve our mission.
The Global Partner Solutions team mission is to build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft. Building on the GPS mission, the Go-To-Market team mission is to develop the strategy and marketing approach for how we build, nurture, and engage the partner ecosystem to drive tech acceleration and customer outcomes.
The Partner Marketing Advisor - Solution Area aligned role is a key strategy and leadership role within Microsoft’s Global Partner Solutions organization. This role is responsible for leading the Solution Area Go-To-Market business, driving business growth and building a strong partner ecosystem for the future. This role requires an individual who can drive and deliver business outcomes, and is a One-Microsoft leader.
As PMA-S, you will represent voice of the business and lead the GPS Go-To-Market strategy for the Solution Area, maintaining a 360-degree view, orchestrating the Area’s GTM strategy execution plan with key stakeholders. You will accelerate Area transformation and future growth to win and maximize the local market opportunity, based on the WW Solution Area priorities. You will work across the organization to raise Partners' technical capability bar and grow capacity across existing and new partners.
You will need to constantly focus on greater impact by ensuring the successful execution of local Solution Area Go-To-Market plan to exceed business targets and drive customer outcomes for key Solution Area priorities with and through prioritized Partners.
Finally, as a thought leader, you will explore synergies with other areas of the business to land integrated motions (segments, audience and solutions) in market, connecting activities to simplify and drive success.

• Be the voice of the business and lead the GPS Go-To-Market strategy for the Solution Area. Maintain a 360-degree view, orchestrate the Area’s GTM strategy execution plan with key stakeholders.
• Accelerate Area transformation and future growth to win and maximize the local market opportunity, based on the WW Solution Area priorities. Raise technical capability bar and grow capacity across existing and new partners.
• Increase focus for greater impact by ensuring the successful execution of local Solution Area Go-To-Market plan to exceed business targets. Drive customer outcomes for key Solution Area priorities with and through prioritized Partners.
• Explore synergies with other areas of the business to land integrated motions (segments, audience and solutions) in market.

Responsibilities

• Sales Plays aligned with industry to drive key local Solution Area growth initiatives.
• Demonstrated ability to land business strategy across Area LT.
• Partner capacity plan aligned to workload, industry and segment prioritization.
• Win/loss analysis and learnings + compete insights.
• prioritized partners aligned to Sales Plays/Industry with active co-selling opportunities.
• Revenue and scorecard attainment (eg: ACR, ACA, MAU, D365 Billed Revenue, Marketing and ECIF utilization).
• Area qualified pipeline coverage goal for 4 rolling quarters through strong sales, partner & marketing integration, partner share for Co-sell prioritized Partners > Area.
• Integrated GTM motions to drive key local Cross-Cloud growth initiatives (connected scenarios).

KEY RESPONSIBILITIES:

1. Define and shape the local Partner ecosystem, optimizing to help the Area take market share (DRI).
2. Be a visible thought leader for your respective Solution Area and the Solution Area business, leading strategic discussions with Area LT.
3. Lead the local GTM strategy, landing the Solution Area priorities and supporting programs and investments.
CRITICAL INDICATORS OF SUCCESS:

1. Sales Plays aligned with industry to drive key local Solution Area growth initiatives. 2. Demonstrated ability to land business strategy across Area LT.
KEY RESPONSIBILITIES:

1. Own and maintain a local capacity and capability plan for Prioritized Partners/solutions to deliver against the market opportunity.

2. With PB&D Lead support, owns/runs adoption/execution of Local Governance Council processes leveraging Objective Criteria model across GPS, M&O, Industry, BG, CSU, Segment, and other key Area stakeholders, to align on the fewer-and-deeper list of Partner solutions to prioritize for seller discoverability for the Solution Area.

3. Understand the market and competitive landscape by building Solution Area compete plans to drive share gaining opportunities.


CRITICAL INDICATORS OF SUCCESS:

1. Partner capacity plan aligned to workload (including EPP strategic workloads), industry and segment prioritization.
2. Win/loss analysis and learnings + compete insights.
3. # of prioritized partners aligned to Sales Plays/Industry with active co-selling opportunities.

KEY RESPONSIBILITIES:

1. Deliver against targets by orchestrating GTM execution motions.
2. Fully represent the Solution Area business in the local VSU and QBC processes in collaboration with Area stakeholders.
3. Drive continuous performance improvement and share your actionable insights, learnings and feedback locally, with peers and with Corporate stakeholders.

CRITICAL INDICATORS OF SUCCESS:

1. Revenue and scorecard attainment (eg: ACR, ACA, MAU, D365 Billed Revenue, Marketing and ECIF utilization).
2. Area qualified pipeline coverage goal for 4 rolling quarters through strong sales, partner & marketing integration.
3. partner share for Co-sell prioritized Partners > Area.

KEY RESPONSIBILITIES:

1. Explore synergies with other areas of the business and land integrated GTM motions for the Solution Area
2. Seek opportunities to collaborate across the Area teams, connecting activities to simplify and drive success
3. Be a champion for holistic growth. Advocate for investments and execution approaches that drive the One Microsoft business.


CRITICAL INDICATORS OF SUCCESS:

1. Actively listen and share feedback to Area LT and Corporate around areas of opportunity or improvement for processes, tools, and operational excellence.
2. Integrated GTM motions to drive key local Cross-Cloud growth initiatives (connected scenarios).

Qualifications

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.

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

• 8+ years of experience in product or channel marketing, partner channel development, business development or alliance management in the technology industry
• Experience with technology platforms and solutions with a reasonable level of technical proficiency

oExtensive experience of managing virtual teams across functions and geographies:
oInclusive and collaborative - driving teamwork and cross-team alignment

• Strong partner relationship management and solution development skills
• Strong analytical skills and data-driven thinking to connect digital and in-person marketing tactics using data
• Ability to succeed in a quickly changing business environment showing thought-leadership in driving market transformation
• Obsessed and committed to optimal partner and customer satisfaction
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners
• Bachelor degree required (Sales, Marketing, Business Operations); MBA desired.