Director of Sales Enablement & Role Excellence, Global Partner Solutions

Come join our dynamic team with a vision to build and sell intelligent cloud and intelligent edge solutions with our partners, empowering people and organizations to achieve more! The Global Partner Solutions (GPS) organization is looking for a Director of Sales Enablement & Role Excellence to join our Partner Go-To-Market, Programs, & Operations (GPO) team.

You will lead the role strategy, role sales execution, and community engagement across the Partner Development Management (PDM) community within Microsoft on a global scale.

If you are passionate about collaborating with corporate and field leadership to develop role strategy and execution through data insights and community feedback, apply today!

Be one of the first applicants, read the complete overview of the role below, then send your application for consideration.

You will play a critical role in designing and executing role excellence (RolEx) for the PDM discipline across our Global System Integrator (GSI) and Independent Software Vendor (ISV) and Recruit organizations.

You will be accountable for working through corporate and field leaders, empowering them to develop and nurture the partner ecosystem through the PDM communities by focusing on :

• Driving partner sales performance across our Enterprise and Small-Medium-Corporate (SMC) customers.
• Driving sales transformation, productivity, and performance.
• Developing engagement across communities that connect partners' solutions with customers throughout the marketplace.

About the Team :

The Partner GPO team brings together GTM strategy, programs, and operations to accelerate growth and improve partner experience across all partner segments.

The Global Role Leads within the team not only ensure that all roles and motions around the world are landing in a coordinated way, but also build community through development practices and engagements.

Responsibilities

Create Clarity : design and deliver global role strategy and execution.

• Design and land RolEx for field and core positions with a focus on sales leadership that will attract the best talent and meet the priorities of the GPS.
• Build organizational blueprints and coverage guidelines to attain global business goals.
• Gain insights on role execution in the field and learn from any deviations from the role blueprint on a quarterly basis.
• Contribute to compensation design through expert advice and stakeholder engagement (e.g. internal senior leaders, global field leaders).
• Educate PDM leaders on RolEx which includes Profiles, Job Descriptions, Qualifications, and sales execution to drive clarity within and outside GPS.
• Connect with GPS Execution Motions, Solution Areas, and key field systems and tools.
• Enable skilling, readiness, and knowledge transfer across teams to maximize business results for customers, partners, and Microsoft.
• Develop coaching practices for PDM leaders to ensure role impact and success.
• Build out forward-thinking plans for the PDM role based on learnings, feedback, industry knowledge, competitive analysis, and business priorities.

Deliver Results : develop and land sales operating models.

• Create and implement operating models, develop roles and responsibilities, and design Responsible, Accountable, Consulted, and Informed (RACI) models to enhance role execution.
• Drive sales culture transformation initiatives for the PDM role in close collaboration with the other Global Role Leads, sales excellence and segment teams.
• Land key GPS initiatives, acting as a change agent and subject matter expert for the role, namely role execution for marketplace (ISV PDM community) and sales, consumption and opportunity management (GSI PDM community).
• Evaluate performance analysis of the role's metrics, KPI execution, gap identification, and correction plan for increased business and sales impact.
• Collaborate with Sales Operations team members to execute on key organizational processes such as : Managed Partner List (MPL), territory management, partner business plan, partner impact number setting, and red carpet and fast start.

Generate Energy : engage and inspire global communities.

• Enable the worldwide PDM community across individual contributors (IC) and managers by providing clarity of charter, goals, and sales culture.
• Optimize business impact and sales leadership for the PDM community through connection with key stakeholders.
• Collect, align, and scale best practices, asks, processes, and tooling improvements from the field with business objectives.
• Collaborate with Communications Leads across the organization to build upon the organization's rhythm of business (ROB), rhythm of connection (ROC), and virtual and in-person summits to support the business needs.
• Collaborate with Partner Transformation team to help land key changes and initiatives.

Qualifications

Required / Minimum Qualifications

• Bachelor's Degree in Business Administration, Marketing, Finance, Engineering, or related field AND 5+ years experience in business consulting, sales, sales operations, information technology (IT), account management, business development, marketing, IT field sales, or a related field
• OR equivalent experience.
• 6+ years experience in Near Term Strategy (2 years out), Management Consulting, Sales, or Finance.
• 5+ years experience in channel development, sales leadership, and / or field sales excellence within the technology industry.

Additional or Preferred Qualifications

• Bachelor's Degree in Business, Finance, Economics, Computer Science, or related field AND 7+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, finance, economics, and / or partner organization experience
• OR Master's Degree in Business Administration or related field AND 5+ years marketing, strategy, sales, sales leadership, program management, project management, business planning, consulting, banking, finance, economics, and / or partner organization experience
• OR equivalent experience.
• Experience engaging, understanding and determining the needs of a global community in their execution of worldwide strategy and country specific targets.
• Ability to design and execute an annual plan through effective communication and collaboration tools to enable replication and enhancement of practices across geo locations to foster community engagement.
• Demonstrated ability to use sound business judgment and collaborate effectively with others by exercising sales acumen and promoting technology solutions that benefit all parties.
• Ability to successfully drive cross-functional stakeholder direction and agreement with a cohesive action plan.
• Experience communicating and collaborating with senior leaders, stakeholders, and virtual teams to execute business strategies and meet requirements.
• Ability to influence the field and core PDMs without direct management to achieve consensus and drive results.

Sales Strategy Enablement IC5 - The typical base pay range for this role across the U.S. is USD $124,800 - $242,600 per year.

There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $159,000 - $264,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here : https : / / careers.

microsoft.com / us / en / us-corporate-pay.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and / or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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