As the Partner Sales  Specialist, the CS-E leads partner impact in a portfolio of customer accounts and leverages a set of curated partner solutions (IP and Services) to accelerate the customer’s digital transformation. The CSE drives connection with the PDM to ensure partner led opportunities progress to close.  The CS-E orchestrates across the Enterprise Sales, Partner Management and Go-to-Market teams to ensure partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps.  The CS-E will also lead as a sales manager with his partners on specific accounts in order to scale on Major with our partners.

The primary sales initiative for the Channel Sales Enterprise role is to Accelerate Partner Co-Sell at scale.  Focusing on Services and IP co-selling motions, the CS-E drives partner connection and performance at the customer level and maps top Co-Sell solution prioritized partners (CSSPP) to customers during account/territory planning, aligning partner solutions to the customer (TPID) by industry and solution area. In addition, the CS-E accelerates the Azure customer acquisition motion with the Digital STU.  Finally, it’s imperative that the CSE develops an escalation path within the partner’s organization to issues not resolved by the Opportunity/Engagement Managers.

The CS-E Lands a Partner Ecosystem around Customers by aligning ATU/STU/Digital STU to the right partners for their accounts/territories including P200 Industry/Solution partners (where applicable) for joint selling.  The CSE is on point drive connections to partners’ sellers.  The CSE is pivotal in providing feedback to Global Partner Sales where partner capacity, coverage and readiness gaps exist as well as enriching the partner ecosystem by delivering to GTM and Partner Manager stakeholders channel and customer insights.  Within Strategic Accounts, the CS-E should build & maintain partner ecosystem map & proactively engage with top GSIs.  The CS-E will be expected to have and continually develop deep knowledge and expertise of the partners in the geography to support solution selling and customers’ digital transformation. 

Responsibilities

Business Development

Drive deals on MS Cloud Solutions (from pipeline creation to closure) with partners & customers 

Builds trusting relationships with partners to grow business and develop deep understanding partner priorities, strategies, and goals and how they align with Microsoft’s. Understands markets and partner trends and develops connections with key market players to close and execute on business opportunities.

Sells account vision to stakeholders at Microsoft and scale partners by aligning value propositions of products, channels, or solutions that are mutually beneficial to both the partner and Microsoft.

Understands and follows established compete strategies, communicates the value of Microsoft products and services over competitors, and contributes to the development of partner compete strategies.

 Relationship Building and Management

Collaborates with internal teams (e.g., category, specialist sales, marketing) to support partners. Shares overall business plans with relevant stakeholders. Influences and drives actions with internal teams.

Sells newer, modern devices and services ecosystem to partners to drive Microsoft’s mission. Articulates the impact of modern device ecosystem on partner business. Understands and contributes to developing the strategy to collaborate with intelligent edge third-party providers.

Attends internal and external events and training to maintain up-to-date awareness of industry and competitor information. Develops professional connections, builds networks, and gains understanding of industry, competitor, and market trends. Leverages learning from the events to provide input and feedback on improving future events.

Understands specifications and assortments of Microsoft's categories, products, services, and/or channels, within their scope of responsibility, in technical conversations with partners. Collaborates with teams in Global Sales, Marketing, and Operations (GSMO) and/or Microsoft Consumer Business (MCB) to share accountabilities. Leverages One Microsoft value propositions.

 Account Management

Proposes joint business plans in collaboration with internal stakeholders to generate revenue for the partner and Microsoft. Develops short- and long-term goals and performance expectations based on partner capabilities. Supports the adoption of plans by evaluating the alignment the plan and partners' short- and long-term goals and priorities.

Manages and executes account plans to ensure Microsoft and partner sales goals are on target. Coordinates with key stakeholders on plan execution. Holds self and partner accountable for executing on plans.

Generates and distributes reports, with minimal guidance, that include account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are being met.

Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys. Creates, negotiates and executes special sell-through promotions and ensures that proof of execution and claims are provided in compliance with guidelines. Is responsive to feedback from audits and solves past financial reconciliation.

Forecasts managed products and/or partner accounts to examine account trends, monitor progress, and identify opportunities for growth.

Identifies opportunities in partners' business or channels to broaden Microsoft reach. Suggests existing products and solutions to fill account gaps, drive sales, and expand partner/channel position in Microsoft's ecosystem.

Shares licensing agreement information with partners to help inform decision making. Considers company rules and regulations when executing plans.

 Market / Partner Readiness

Leverages internal stakeholders and resources to develop go-to market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes and allocates resources across accounts for developing go-to-market strategies.

Develops partner marketing strategies (e.g., promotions, incentives, loyalty programs) to attract customers and generate sales. Identifies opportunities for partners to scale business capabilities to align with market opportunities.

 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.

 Qualifications

Required/Minimum Qualifications

5+ years direct sales experience in B2B business as Account Executive or equivalent , business development, platform ecosystem/network, or partner channel development in the technology industry

OR Bachelor's Degree in Business Administration, Enginering or related field AND 2+ year(s)  in B2B sales, business development, platform ecosystem/network, or partner channel development in the technology industry  in a role with direct touch with customers

OR equivalent experience.

French as native language 

Additional or Preferred Qualifications

Master's Degree in Business Administration AND 5+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

OR equivalent experienc