Industry Partner Sales Leader

The
**Industry Partner Sales Leader - GSI** is a Microsoft Business Leader who applies a range of impactful strategies to convince C-suite leaders of Microsoft's value over competitors and adapts or customizes Microsoft corporate strategies based on local partner market in collaboration with internal teams (e.g., Specialist Team Unit, Global Partner Solutions).

**Industry Partner Sales Leader - GSI** coaches team on communicating Microsoft's value to partner leaders above competitors. Anticipates and communicates competitive threats throughout the selling and account management lifecycle. Defines partner selection for the team. Delivers business impact and focuses the team on driving business outcomes.

**Responsibilities**:
**People Management**
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

**Microsoft Business Leader**
- Applies a range of impactful strategies to convince C-suite leaders of Microsoft's value over competitors. Adapts or customizes Microsoft corporate strategies based on local partner market in collaboration with internal teams (e.g.Specialist Team Unit, Global Partner Solutions).
- Coaches team on communicating Microsoft's value to partner leaders above competitors. Anticipates and communicates competitive threats throughout the selling and account management lifecycle. Defines partner selection for the team. Delivers business impact and focuses the team on driving business outcomes.
- Reviews proposed account visions to ensure they are aligned with overall Microsoft value proposition and value propositions and overall partner business goals. Mentors and challenges team to influence senior business decision makers to adopt proposed account visions. Articulates value propositions to C-suite decision makers. Drives strategic alignment internally, as well as with account planning and business planning partners, integrating key information across teams to help facilitate shared purpose.
- Reviews across accounts to identify high-level opportunities to secure Microsoft as an industry leader and ahead of emerging trends. Disseminates competitive intelligence information to team members to enable development of informed plans to address opportunities. Ensures alignment with the executive industry team at Microsoft.
- Sets an example for creating/developing long-term trusted-advisor relationship with major global partners, even in difficult situations, to ensure strategic alignment and drive growth. Provides guidance on developing mutually beneficial account plans that account for both partner and Microsoft priorities, strategies, and goals

**Partner Transformation**
- Sets and communicates the strategic vision for developing and executing partner business plans that leverage creative solutions, drive growth for the partner and Microsoft, and streamline cloud consumption and digital transformation.
- Reviews the goals, strategies, and expectations of plans. Establishes and ensures high quality and rigor of the planning and execution process (e.g., ensures follow through, tracking of key metrics, etc.) for both Microsoft and partners. Ensures additional cloud services and prioritized solutions are included in the plan.
- Coaches and holds team accountable for providing thorough training or onboarding on a variety of topics (e.g., independent selling, market opportunities, technical information) based on partner needs to ensure partner readiness. Defines and incorporates partner capacity into onboarding and training processes. Works with executive partner stakeholders to drive capabilities. Works with stakeholders (e.g., Go-to-Market [GTM] managers and teams) to secure right training/onboarding offering information and ensure it is in place.

**Partner Sales and Consumption**
- Develops strategies for initiating and leading seamless and successful digital transformation processes of partner plans and strategies around solutions and services. Guides, challenges, and sets up structures for key team members to stay on top of the pipeline by deeply integrating themselves with partners and being proactive in challenging partners' needs and goals.
- Leads complex and high impact campaigns with various functional areas and the partners marketing teams. Creates structures and processes to ensure campaign tactics, offers, and incentives for partners are relevant and updated as needed. Holds team members accountable for following up on the core sales activities and will guide resourcing efforts.
- Ensures sales targets are clear and that actions and accountabilities are being routinely followed up.
- Supports team members and partner