Channel Sales Enterprise (Azure – Marketplace) in Bucuresti

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 Channel Sales Enterprise (Azure – Marketplace) role is key to Microsoft's channel management strategy as part of the Global Partner Solution organization. The role is required to lead the cultural change management for Marketplace transactions in Enterprise and is responsible to orchestrate 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 Channel Sales Enterprise (Azure – Marketplace) will drive Marketplace partner Co-Sell success with assigned customers thru selected ISV partners. The role is expected to have deep knowledge and expertise of marketplace ISV partner solutions relevant to assigned customers in their geography. These partner sellers will promote ISV Marketplace solutions internally, act as ambassador for ISVs and advocates for their success & experience within GPS and the Enterprise segment. It is a senior sales role with experience working with ISVs, showcasing Microsoft’s deep commitment to the partner ecosystem and nurturing partners’ seller network by building sales partnerships transacted through Marketplace.

Responsibilities

Accelerate Partner Co-Sell for Marketplace success

  • Lead culture change management for Marketplace Co-Sell activities in Enterprise
  • Orchestrate an area v-team tasked with developing/executing strategies to accelerate Marketplace growth
  • Extend ISV partner solutions & function as representative to ISV Sales Teams through Marketplace expertise
  • Promote solutions and guide the ATU account team through Marketplace transaction
  • Build and support partner sales business plan for demand generation, opportunity tracking and deal reg
  • Land a Partner Ecosystem around Customers

  • Accelerate customer Digital Transformation by driving or influencing cloud consumption usage across all clouds leverage ISV partner connection and utilization of their Marketplace offerings
  • Identify gaps in ecosystem and provide feedback to GTM on trends and channel / customer insights. Build and maintain partner ecosystem map & proactively engage with top ISVs
  • Address escalation on partner performance coming from MS sales team
  • Act as Change management leader to drive increased sales/ACR

  • Lead ATU account team cultural change management in applying MACC agreements to Marketplace purchases
  • Promotes ISV portfolio internally, act as ambassador for ISV and advocates for their success & experience
  • Deliver results based on partner scope – namely Marketplace Billed Revenue and MACC commitment usage.
  • Qualifications

  • Experience - core sales, channel sales, industry or solution selling, business development.
  • Financial Services Industry experience preferable 
  • MS platform experience preferable
  • Reasonable level of technical proficiency
  • Extensive experience of managing virtual teams across functions and geographies:
  • Inclusive and collaborative - driving teamwork and cross-team alignment
  • Strong partner relationship management and solution development skills
  • 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
  • Contact

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