EMEA Global Partner Solutions Lead

vor 3 Wochen

Zürich, Zürich, Schweiz Microsoft Vollzeit
Job Description

Overview

At Microsoft, we empower every person and organization on the planet to achieve more. The Global Partner Solutions (GPS) organization plays a crucial role in this mission by developing strategies for creating and maturing long-term trusted-advisor relationships with major global partners. As the EMEA GPS ISV organization, we ensure Microsoft becomes the AI & Cloud Partner of choice for software development companies to build innovative solutions and accelerate their business growth.

Key Responsibilities

  • Develop strategies with major ISV global partners to ensure strategic alignment and drive growth across EMEA.
  • Create the strategic vision for developing and executing ISV business plans that leverage creative solutions, drive growth for the partner and Microsoft, and streamline cloud consumption and digital transformation across EMEA.
  • Guide and hold teams accountable for creating regional and local strategies to align capacity and capability of ISVs to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services.
  • Develop innovative strategies at a regional scale for initiating and leading seamless and successful digital transformation processes of ISV plans and strategies around solutions and services.
  • Ensure ISV advocacy is a guiding force within the culture of the EMEA team and hold multiple teams accountable for advocating internally and escalating urgent ISV issues.

Requirements

  • Highly driven leader who consistently exceeds goals and expectations.
  • Extensive experience in managing and working across teams is required. Proven track record of driving decisions collaboratively, resolving conflicts and ensuring follow through.
  • Proven track record of building deep relationships with senior executives and growing cloud consumption share in large or highly strategic accounts.
  • Exceptional verbal and written communication up to the executive level.
  • Solid interpersonal skills, coaching skills, cross-group collaboration and proven ability to influence across organizational boundaries.
  • Strong knowledge of Born in the cloud B2B software solutions and platform landscape (AWS, Google, Microsoft, etc.) business drivers, and emerging trends required.
  • Presentation skills with a high degree of comfort with both large and small audiences.
  • Strong ability to execute and drive for results, especially in regard to leading WW teams to implement new sales strategies and execute effectively against these strategies.
  • Highly effective in a global, complex, matrixed environment, including excellence in impact and influence, cross-group collaboration and field community leadership.

Preferred Qualifications

  • At least 10+ years of recognized and rewarded experience selling Application Innovation and Data/AI business solutions to enterprise/ISV customers and 5+ years of sales experience for Cloud Application Development & modernization technologies such as server less, Kubernetes, RedHat OpenShift, Azure App Servies, Azure Data services, low-code platform, etc.
  • Strong understanding of cloud computing technologies, with a focus on open source.
  • Understanding of the broader tech ecosystem (Startups, Digital Natives and ISVs), their business drivers, and emerging trends as well as the impact of these on ISV and SI partners and their customers.
  • Demonstrated experience and success engaging with senior executives (CVP level and above).
  • Ability to work in an abstract, cross-organizational boundary and cross-discipline manner.
  • Ability to lead across a multi-disciplinary virtual team.

Responsibilities

  • Support the development and execution of customer and partner engagement models across proactive and reactive technical enablement and GTM resources and programs.
  • Manage and deliver revenue and consumption results for the named set of EMEA ISVs and GISVs in the Region.
  • Optimize the EMEA ISV customer co-sell motion with customer and account teams to build an effective operating model to drive ISV MACC / ACR consumption.
  • Lead & deliver the EMEA ISV community sales motions acting as the model partner lead, deal & licensing strategist, & sales execution SME including differentiated value propositions & objection handling.
  • Lead C-level dialogue with customers around ISV workloads in one-to-many venues (e.g. EBCs).
  • Ensure successful rollout across the world to help land sales initiatives/readiness plans in partnership with the Readiness Leads.
  • Facilitation and delivery of closed feedback loop with key executive sponsors, field leadership, and cross-organizational partners including Engineering, Product Marketing, WW Customer Success, Inside Sales, GPS, Services.
  • Service as voice of field, customer, & partner by establishing field relationships and ongoing engagement to formalize connection channels, listening systems, escalation management, and field council.
  • Partner with internal stakeholders and business sponsors to maximize sales synergy via knowledge transfer and best practices sharing.
  • Engage with customers to gather field insights and blockers to feed into the business strategy and orchestration process.
  • Synthesize findings into insights across sales projects, including implications that inform sales go-to-market objectives.

Benefits

  • Industry leading healthcare.
  • Educational resources.
  • Discounts on products and services.
  • Savings and investments.
  • Maternity and paternity leave.
  • Generous time away.
  • Giving programs.
  • Opportunities to network and connect.

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