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, to 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 Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

#MSFTDPS, #MSFTGPS

Responsibilities

The Partner Technical Specialist role is a key partner technical & sales enablement role within DPSS focused on the Modern Meeting and Teams devices go to market. This impactful role sits at the intersection of M365 & devices and focuses on capturing worldwide meeting room opportunity and enabling modern meetings with Teams devices. You will have the opportunity to study industry and market trends and products to help build effective strategies to win partners and customers to Microsoft based solutions.

In this DPSS regional role, you will own technical & sales enablement for a named set of priority partners (e.g. AV Integrators, IT Resellers, Distributors, OEMs). You will build and execute enablement plans that help partners development the necessary competencies required to support overall growth targets for your assigned territory. You will establish a sense of community for professionals who sell Teams based modern meeting solutions and IT decision makers who buy, deploy and manage them. You will leverage your vast partner network to cultivate rich monthly insights on what’s blocking growth – and influence how to change the overall sales, marketing and product strategies to accelerate.

Strategic Technology Advisor (25%)

• Understands market trends, market opportunities by reading, attending webinards, conferences delivered by industry thought leaders (e.g. Forrester, IDC, Gartner) – obtains key certifiactions for Microsoft 365, Windows 10 & Teams
• Understand key competitors go to market, positioning, strengths, and weaknesses
• Joins the strategic technology advisory/planning groups of partners, contributing insights that influence the technology roadmaps/go-to-markets and investments in favor of Microsoft and away from key competitors
• Consults on strategic alignment of partners towards Microsoft technology priorities and their technical readiness to address solution gaps

Sales & Technical Enablement for Teams Rooms (40%)

• Builds overall technical sales enablement plan for partners including on-boarding, up/cross skilling, bootcamps, trainings and certifications
• Deliver regular sales & technical readiness workshops for select partners roles in all priority partners (MRPP, Disti Champs, OEM)
• Collaborate with industry specialists and engineering teams to enhance the overall quality of technical sales enablement
• Participate in technical panels/user groups to provide insight and contribute to work that is shared across relevant community
• Create a sense of community for the modern meeting partners and customer IT decisions makers who are considering / using Teams Rooms based solutions

DPSS Lead for Co-Sell with Partners for Teams Rooms (15%)

• Act as point of contact for GSMO where 3P OEM partner and device sales resource is needed
• Orchestrate partner engagement and ownership for most deals, while owning strategic, large and compete deals as necessary
• Represent DPSS and partner ecosystem views into local compete v-teams locally

Developing & Presenting Rich Business Insights (20%)

• Spot patterns across individual deals and package meaning monthly insights back into the business on growth blockers
• Use partner and customer insights to influence sales, marketing and product strategy in ways that will unlock growth, accelerate pipeline velocity and reduce cost of sale for partners
• Anticipate market direction around modern meeting technology and ensure team is equipped with right capabilities
• Identify, share and scale best practices

Qualifications

Professional

• Demonstrated experience establishing and expanding executive level relationships with technical relationships with CXOs with partners
• Ability to identify key partners that can drives sales of meetings devices solution area
• Excellent communication & presentation skills with high degree of comfort at all levels of an organization
• 5 -10 years of experience in partner channel development, sales, business development and/or alliance management in technology industry
• Inclusive and collaborative – driving teamwork and cross-team alignment

Technical Sales Acumen

• Deep understanding of modern meeting business drivers, cloud platforms, emerging computing trends and impact on partner practice building
• 5-10 years of success in consultative, technical sales enablement and/or sales of video/voice meeting technology
• Ability to build strong business case to influence partner strategy to center on Microsoft based technologies to accelerate growth

Educational Experience

• Technical Bachelors Degree, Computer Science or equivalent work experience
• Technical certifications in Teams (e.g. MS-700), collaboration software, networking and video preferred

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. 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.