微软Partner Solution Sales-AI Biz Sol
任职要求
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. • Bachelor's Degree AND 4+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development • OR equivalent experience Preferred Qualifications (PQs) • Doctorate AND 3+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND • 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND • 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience
工作职责
• You will accelerate and close Cloud Solution Area (CSA) pipeline with assigned partners and leverage investments to drive pipeline velocity in the Corporate business • You will be accountable for CSA revenue forecasts across your partner portfolio. • You will drive Cloud Solution Provider (CSP) revenue growth through a scalable portfolio of partners and coach partners on the value of Microsoft solution area plays and the corresponding sales levers to drive strong business outcomes • You will be responsible for Top Deals with pinned partners & updating information in MSX (Microsoft Seller Experience tool) • Utilize investments and incentives to accelerate deal progression and encourage deployment and consumption. • You will achieve 40% of the total dollar value of all your won/completed opportunities through co-sell w pinned partners • You will support partners in advancing key deals, removing commercial blockers, and addressing competitive challenges.
• Customer Centric: Customer Satisfaction: Drive positive Customer Satisfaction, and become a trusted advisor to customers and partners, by leveraging M365 Enterprise Services expertise to enable defined Customer Success Plan outcomes. You will actively listen and respectfully challenge to drive the best outcomes.• Customer/Partner Insights: Provide feedback & insights from customers/partners back to the relevant MS teams including Product Groups, to enable continuous improvement.• Accelerate Value Realization: Actively engage with business and technical decision makers to drive intent, enablement and usage of Copilot for M365, securing long-term customer renewal. Galvanize technical and sales experts around additional identified opportunities to develop customer specific roadmaps that drive further growth & business value realization.• Business Impact: Usage (Cloud & Support) Growth: Develop opportunities to drive Customer Success business results by working with business and technical decision makers to ensure they understand Microsoft’s M365 value proposition and get value from their investment in Microsoft technology.• Resolution of Customer Blockers: Identify resolutions to issues blocking go-live of customer success projects by leveraging deep knowledge of M365 services & technical subject matter expertise. Lead technical conversations with customers to drive value from their MS investments. Deliver all work according to MS best practices & policies and using repeatable IP.• Technical Leadership: Learn It All: Demonstrate Self Learner mindset through continuous alignment of individual skilling to team/area demands and Customer Success goals• Accelerate Customer Outcomes: Engage in relevant communities to share expertise, contribute to IP creation, prioritize IP re-sure and learn from others to help accelerate your customers transformation journey.
You will lead and support your team as a people manager by fostering empowerment and accountability, guided by the principles of model, coach and care: • You will lead teams in identifying and advancing new business opportunities, integrating impactful industry insights into customer engagements, and driving strategic projects and high-impact AI solution deployments that deliver measurable business value. • You will guide your team in developing and executing opportunity strategies through effective orchestration, ensuring alignment with customer needs. This includes coaching on how to engage customers to uncover business challenges and facilitate meaningful solution discussions. • You will coach your team on applying the orchestration model and support them in building a strong partner network to drive cross-sell and up-sell motions. • Leveraging your technical and market expertise, you will mentor your team on connecting Microsoft solutions to customer outcomes and act as a thought leader in AI transformation conversations. • You will define long-term customer satisfaction strategies, lead whitespace analysis, and participate in strategic territory planning. You’ll ensure alignment across departments through regular ROB reviews and planning sessions. • You will be accountable for achieving sales targets and maintaining operational excellence. This includes coaching your team on product and sales knowledge, ensuring completion of required training and certifications, and monitoring key performance metrics across the territory.
In this technical role, you will be developing the emerging Independent Software Vendors (ISVs) categorized in AI, Data, Business Application, Infra. You will co-build/co-market/co-sell with ISVs. You daily routine includes: Engaging the Partner's Technology, Sales & Marketing leaders to determine the best approach to co-build/co-sell/co-market. Uplifting partner capability through workshops, player-coach. Accelerating partner opportunities through architecture design/review, PoC, technical resolution. Modernizing their architecture with AWS Packaging and promoting partner solution. Co-marketing their offering through Public Speaking/Blog/Workshop etc Partnering with the counterparts the PDMs (Partner Development Manager) in Partner development planing, execution and reviews. A day in the life - Co-build solution with partner, so the solution could run on, could differentiate on AWS - Co-sell with partner through opportunity engagement, validating solution through POCs. - C-market ISV solution through creating solution offering, advocating the solution through public speaking, workshops etc - Champion ISV across the AWS field team, driving partner solution adoption - Capture and share best-practice knowledge with our broader Solution Architect community. - Present AWS services and solutions to the wider partner community participating in external events, such as summits, webinars and product launches. - Share partner and customer feedback to internal product management and engineering teams to help drive improvements.
About the Role: Drive business growth by positioning Tencent Cloud as the strategic partner of choice for international clients in Financial Services and Public Sector organizations. Key Responsibilities: 1. Technical Value Proposition: Demonstrate deep expertise in public cloud, AI, hybrid cloud, and AI computing solutions. Translate complex integrated solutions (software, hardware, network, security) into clear business value addressing customer needs. 2. C-Level Engagement & Positioning: Articulate Tencent Cloud's competitive advantages and differentiation versus competitors. Influence key client stakeholders (C-level executives, project leaders) through technical briefings, whitepapers, and strategy sessions to build long-term partnerships and secure executive sponsorship. 3. Opportunity Identification & Conversion: Collaborate with sales, product R&D, and ecosystem partners to match client requirements with Tencent Cloud capabilities. Design actionable solution strategies and partnership roadmaps. Develop replicable, standardized solutions to address specific business challenges. 4. Sales & Solution Enablement: Support sales teams in addressing routine client inquiries regarding products/solutions. Champion the voice of the customer internally to drive improvements in products, solutions, and processes based on user feedback and experience. 5. Project Delivery Support: Manage end-to-end project execution, including participation in RFP/bid processes, project management, risk mitigation, and resource coordination. Ensure successful solution delivery.