Microsoft

Partner Solution Sales - Cloud & AI Platforms Sales

Microsoft • $142K — $214K *
Toronto, ON M3C 0E3In-Person
Enterprise Technology
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree and 6+ years in sales, partner sales, or business development.
  • Doctorate with 5+ years of relevant experience, or a Master’s with 8+ years, or a Bachelor's with 12+ years of experience would also be considered.
  • Equivalency based on demonstrated capabilities in sales or marketing roles is acceptable.

Responsibilities

  • Lead partner co-selling efforts to enhance sales pipelines.
  • Develop and execute co-sell strategies to exceed sales targets.
  • Facilitate collaboration across stakeholders to fast-track deal execution.
  • Share innovative sales practices to influence market growth.
  • Track and improve cloud solution area co-sell performance.
  • Drive strategic sales planning with prioritized partners.
  • Guide partners on leveraging Microsoft resources to accelerate sales.

Benefits

  • Collaborative work environment that fosters professional growth.
  • Opportunity to deepen business acumen and consultative selling skills.
  • Access to MCEM training and broader learning initiatives.
  • Engagement with high-performing partners in a cutting-edge technology space.
Full Job Description
Overview

As a Partner Solution Sales professional, you will focus on one of Microsoft's core Solution Areas-AI Business Process, Cloud & AI Platform, or Security. You will be focused on driving revenue acceleration and growth within the Corporate segment. You will be responsible for driving opportunities from commit to complete (Stages 2-3 of the Microsoft Customer Engagement Methodology, MCEM), operating across a high performing portfolio of 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 including Territory Planning activities to achieve quarterly CSA (Clous Solution Area) FRA across the Corporate 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, leading 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.

Responsibilities

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

  • 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.
  • 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.
  • Helps partners understand and realize the commercial and customer value of sharing security-related opportunities with specialized partners and coaches team to collaborate with specialized security partners for outbound sharing.
  • 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, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives.
  • Shares market local solution area business momentum insights and corporate research for customer demand.


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), addressing and aligning to security partner targets.
  • Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
  • Drives integration of security considerations into partner alignment processes, guiding the team to establish partner plans with clear positioning of Microsoft Security solutions that complement partner offerings, differentiate Microsoft versus competitive security solutions in the partner portfolio, and help mitigate customer risk.


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 Microsoft's 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.


Qualifications
Required/minimum qualifications

  • Bachelor's 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 Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's 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 $142,800 - CAD $214,900 per year.

Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Partner Solution Sales IC5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 142,800 $ CAD à 214,900 $ CAD par année.

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu'à 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.

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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