Partner Solutions Professional - Security & Collaboration

The Opportunity: Joining the One Commercial Partner team as a Partner Solutions Professional (PSP) means you will be playing a critical role helping Microsoft Partners to capitalize on the $2.2 trillion-dollar Digital Transformation market opportunity by 2019 - a 60% increase since 2016. Working in OCP means you are shaping the world’s largest eco-system of technology companies.

Microsoft’s Mission: Through our partners Microsoft brings digital ambitions to life by helping companies empower their employees, engage their customers, optimize their operations, and transform their products.

Overseeing Digital Transformation Success: The PSP Modern Workplace plays a critical role in working with partners to share a compelling vision for building new practices and solutions based on Modern Workplace, with a special focus on all aspects of Security and Collaboration , that enable customers to realize the vision of Digital Transformation.

The Role: The PSP is a Technology Solution Seller building relationships with C-Suite business and practice management executives sharing a compelling practice building vision leading to partners investing in building new practices based on Microsoft’s technologies. PSP’s are armed with the world’s best success stories of how Independent Software Vendors, Managed Service Providers, Channel partners and System Integrators, have built market leading practices on the Azure platform leveraging machine learning, AI and data to deliver new services that have transformed Industries and markets.

A Solutions Professional: The PSP Is a Is an expert who stands out because of their ideas and Insights on how partners can build rapidly accelerating businesses based on solutions areas across multiple partner types

Partner Types Managed: The PSP works in partnership with the Partner Development Manager (PDM and PDM-R) and Partner Technology Strategist and Tech Evangelists (PTS/TE) through the solution creation stages of the Partner Life-cycle engaging with Independent Software Vendors, Managed Service Providers, Channel partners.

Responsibilities

Building own Market Acumen: Understands partner practice building trends and opportunities. Attends webinars, conferences delivered by Industry thought leaders such as Gartner, IDC, Saugatuck, top VC’s

Solution Mapping: Builds internal contacts across account sales teams to learn about customer solution needs Feeds knowledge from Sales Planning into Capacity Planning and Solution Mapping, sharing insights about customer solution needs and opportunities to build new practices

Technology Understanding: In addition to solution expertise, the PSP should have a solid understanding (L200) of the Microsoft technologies underpinning the solution area (Modern Workplace, specifically Security and collaboration - Teams) and the adjacent technologies leading to cross workload solutions, with the ability to connect the application of technology to partner business opportunities.

Partner Alignment: identifies partners that have the knowhow, entrepreneurship, agility, IP to capitalize on new practice building opportunities

Perfect Pitcher: Delivers impactful insight led pitches to partner C-Suite executives that reframe the way partners think about how a Microsoft Solution Area can help partners build profitable practices and new solutions of significance

Perfect Pitcher: Utilizes partner ready solution area pitches on the market and practice building opportunity to partners C-level executives, and contributes to the technical development plan leveraging the OCP Services Framework

Compete: Engages with partner development roles as the Solution Area specialist with competition platform knowledge to pitch Microsoft solution area Technical capabilities and how it competes in capabilities and partner profitability with our key competitors.

Sales Challenger: Has the mentality of a Sales Challenger able to share provocative insights that create constructive tension in order to guide partner practice building decisions towards Microsoft

Story Teller: Able to share the stories that sit behind world-class examples of partners who have built disruptive and market leading new practices based on specific Solutions Areas

Value Creator: Lays out the business case for investing in building a new practice using data/charts to reveal the costs and the magnitude of the partner opportunity gaining commitment to invest

Solution Prototyping: Working closely with other technical roles champions hackathons, POCs, ADS sessions with partners doing rapid prototyping of solutions to prove the business case

Enablement Planning: Inputs into the partners enablement Plan leading with insights about customer targeting, selling and on-boarding, to drive sales and consumption of the partners Microsoft technology-based solution.

Sales Orchestrator: Leads cross-team orchestration with sales counterparts through the first mile, ensuring partners are ready before passing the baton for future Co-selling

Qualifications

• Deep understanding of digital transformation business drivers, cloud platforms, emerging computing trends and their impact on partner practice building opportunities.
• 10+ years of related experience in technology solutions/practice development, Security technologies and Microsoft’s workplace and productivity technologies. Knowledge of MS platform preferable, project management, technical Sales and technical account management.
• Proven track record of building deep sales relationships with CXOs and practice building executives in ISV, MSP, CD and SIs
• Inclusive and collaborative - driving teamwork and cross-team alignment
• Strong partner relationship management and solution selling skills
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small technical audiences.
• Certified as a Sales Challenger and Social Seller with an SSI score in the highest quartile of role/profession
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Technical BS degree / MBA 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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.