Cloud and AI Partner Solution Specialist

At Small Medium Enterprises and Channel (SME&C) we are leading a high-growth AI-powered global sales teamone that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business Corporate Strategy and Partner teams we are unlocking the largest customer opportunity backed by the industrys most significant investments. Leveraging the power of AI and our extensive partner ecosystem we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organizationits a culture of innovation opportunity and inclusivity. Here youll be part of a diverse high-performing and customer-obsessed team where collaboration connection and continuous learning fuel everything we do.

If you thrive in a fast-paced digital-first environment and are eager to make a meaningful impact explore how SME&C can be the next step in your career. Together we are shaping the future of business.

As a Partner Solution Sales professional you will focus on one of Microsofts core Solution AreasAI Business Process Cloud & AI Platform or Security within the SMB segment. You will be responsible for driving opportunities from commit to complete (Stages 23 of the Microsoft Customer Engagement Methodology MCEM) operating at scale across a portfolio of high performing CSP (Cloud Solution Providers) partners. This opportunity will allow you to accelerate your career growth develop deep business acumen hone your selling skills and become adept at deal structuring.

You will develop and execute a Partner Solution Area Sales Plan with assigned partners driving sales through co-sell strategies to achieve quarterly CSA (Clous Solution Area) FRA across the SMB Business. You will lead your partners commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader developing the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

Microsofts mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect integrity and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Collaboration & Co-Sell
Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution proactively leverage investments and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market.
Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.

Partner Engagement
Proactively develops and shares best practices for co-selling with partners and global peers through community forums contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert. Shares market local solution area business momentum insights and corporate research for customer demand.
Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity
Drives the acceleration of cloud solution area sales practice with partners with a focus on pipeline go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.

Partner Solution Area Sales Plan
Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification understanding and evaluation of partners cloud solution area sales practice(s). Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.

Sales Process & Sales Management
Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources. Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g. investments funding) and coaches the partner on how to accelerate their sale process using these tools/resources. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Maintains an in-depth understanding of and upholds Microsofts current compliance processes.
Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors manages and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.

Required/minimum qualifications
Bachelors Degree AND 6 years experience in core sales partner sales industry or solution selling marketing or business development OR equivalent experience.

Additional or preferred qualifications
Doctorate AND 5 years experience in core sales partner sales industry or solution selling marketing or business development OR Masters Degree AND 8 years experience in core sales partner sales industry or solution selling marketing or business development OR Bachelors Degree AND 12 years experience in core sales partner sales industry or solution selling marketing or business development OR equivalent experience.

Partner Solution Sales IC5 - The typical base pay range for this role across Canada is CAD $142800 - CAD $214900 per year.

Find additional pay information here:
Solution Sales IC5 - Léchelle salariale de base typique pour ce rôle dans lensemble du Canada est de 142800 $ CAD à 214900 $ CAD par année.

Pour plus dinformation au sujet de la rémunération veuillez cliquer ici:
poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusquà ce que le poste soit pourvu.

This position will be open for a minimum of 5 days with applications accepted on an ongoing basis until the position is filled.

Microsoft est un employeur offrant légalité daccès à lemploi. Tous les candidats qualifiés seront pris en considération pour lemploi sans égard à lâge à lascendance à la citoyenneté à la couleur aux congés médicaux ou familiaux à lidentité ou à lexpression de genre aux renseignements génétiques à létat dimmigration à létat matrimonial à létat de santé à lorigine nationale à un éventuel handicap physique ou mental à laffiliation politique au statut de vétéran protégé ou au statut militaire à la race à lethnie à la religion au sexe (y compris la grossesse) à lorientation sexuelle ou à toute autre caractéristique protégée par les lois ordonnances et règlements locaux applicables. Si vous avez besoin daide avec des accommodements religieux et/ou dun accommodement raisonnable en raison dun handicap pendant le processus de candidature apprenez-en plus sur la demande daccommodement.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age ancestry citizenship color family or medical care leave gender identity or expression genetic information immigration status marital status medical condition national origin physical or mental disability political affiliation protected veteran or military status race ethnicity religion sex (including pregnancy) sexual orientation or any other characteristic protected by applicable local laws regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process read more about requesting accommodations.

Required Experience:

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