The Impact You’ll Be Making…The Microsoft Dynamics Partner Team has an indirect sales model based on effective recruitment, development, management, and sales engagement support to enable selling through an integrated partner ecosystem. The Partner Sales Executive (PSE) is the primary sales driver supporting these partners in a manner that optimizes partner priority, strategy, and execution. This entails a mastery of one or multiple Cloud or On-Premise product solutions, along with supporting tools and programs.The primary objectives of the Partner Sales Executive role include
(35%) Business Development Excellence – Drive revenue contribution of key industry / solution focused partners and grow partner commitment to Microsoft. The approach is to include partners to market, sell & deliver solutions on Microsoft technologies, establishing and executing on routine assessments to review partner performance against planned revenue and market share growth commitments. Priority management is on higher revenue generating partners focused on CRM solutions and or ERP industry solutions to increase the frequency (new customers) and yield (more license revenue per customer).
(25%) Sales Engagement Excellence – Incorporate Microsoft field resources, working closely with Corporate Accounts across the target market and assigned geographies (national, regional, & local if applicable) to support strategic goals and co-selling sales engagement with managed partners.
(25%) Collaboration Excellence – Coordinate collaboration among partner team resources (such as Partner Technical Strategists, Operations Account Managers, Partner Practice Recruiters, Microsoft Consulting Services, etc.) across sales, technical, and marketing development to execute strategic goals to increase capacity and capability of our partners, while increasing business valuation for the partner.
(15%) Knowledge Excellence – Invest time to understand market trends, sales opportunities, pipeline management, business planning and execution on key business initiatives for a win/win with and for partners.
Who we’re looking for….
Professional & Technical Role Requirements
3-4 years of strong sales, account management, and business strategy planning skills with proven complex account management, project management, negotiation, and problem solving abilities (level 200-300)
2-3 years of experience with Cloud technologies (required)
Experience working with CRM or AX (preferred)
Executive maturity and demonstrable ability to interact at CXO-level (level 200-300)
Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies and initiatives, generating excitement and enthusiasm for Microsoft products and technology.
To be successful in the role, you will need to have the following capabilities:
Knowledge Builder – Immersed in industry trends, engaged in industry conversation, speak at / attend industry conferences & events, learn customer practices, establish personal development plan and attend partner strategy meetings
Business Challenger – Understand industry challenges, deliver insight led sales challenger pitches & deliver these pitchers as reframed to partner views or to resonate with various audiences and link opportunities to Microsoft Cloud based services.
Business Planner – Establish a bold ambition for success, lead partner profitability modeling, challenge partners in investments while fueling the partner pipeline with opportunities, orchestrate account alignment workshops and lead both marketing campaign planning and capacity & capability planning
Marketing Transformer – Ensures partner transformation and investments in marketing (including SEO), drives a differentiated value proposition, guiding partners how to design their marketing content to meet the buying behavior of their targeted customer profile.
Sales Challenger Coach – Act as a leader in sales coaching and deal maker with sales challenger methods, pre-planning of situational methodology as appropriate to the partner and customer scenario, lay out a detail business case, leverage CRM and social channels, accurately relay Microsoft’s unique value proposition, and utilize advance “white boarding” techniques
Business Manager – Meet forecasting standards, exceed sales growth and win rate targets, align sales reporting to deal prioritization and pipeline health, review customer implementation & consumption, and gain certification in putting together an optimal pitch
Education
BS in Business Administration, Accounting, or other (required)
Master’s in Business Administration, Accounting, or other (preferred)
Microsoft Dynamics AX or CRM Certifications (preferred)
Sales: Level 200+ training (pass) in one of the following (required):
Solution Selling,
Power Base Selling or
Challenger (preferred)
