Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
Do you want to be a key leader at one of the largest cloud companies in the world at the most exciting transformative time in the industry? Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else. This is aworld of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-enabled world.
Joining Microsoft in the One Commercial Partner (OCP) organization as the OCP Business Manager you will be advising the OCP Lead and coaching managers to build the momentum of digital transformation for our Customers and Partners as well as the company itself.
The OCP Business Manager is a senior leader with exceptional relationship management, negotiating, and coaching skills with a proven track record of driving growth in complex and ever-changing business environments and market lifecycles.
The OCP Business Manager is a critical business role that looks left-right across the OCP organization and its subgroups (Build-with, Sell-with and Go to Market):
representing OCP across all fiscal year planning processes
leading the business rhythm across OCP to drive quality execution and provide coaching for the managers on key business priorities and orchestration of the execution
identifying and managing risks in sales/partner performance through translating business insights into business models accelerating business outcomes
driving and landing transformation across leadership styles, coaching, team efficiency and time spent with Customers/Partners
As a partner to the Commercial Partner Lead running the business
Establish (in cooperation with BSO) and drive a well-defined, predictable rhythm of the business (RoC) for OCP, that enforces great discipline in Partner/Solution development; Partner Go-To-Market and performance management and Co-selling processes
Leverage business insights to benchmark performance and define current and future actions needed to address key challenges. Drive the v-teams spanning across roles, organizations and subsidiaries executing on the defined actions
Instill partner development and sales process discipline, adherence to standards (hygiene, coverage, opportunity sharing, collaboration, etc.), and excellence in execution while holding partner development and channel management leaders accountable to quality and accuracy
As a Leader coaching for growth
Coach and advise on motions/strategies needed to expand Partner capacity and drive up-sell and co-sell through Partners and their solutions.
Drive awareness on solution mix needed to meet targets and occasionally meet with Partners to increase their awareness of business opportunities available and collect direct feedback on our efficiency in collaborating with Partners.
Drive orchestration across various roles within OCP (Build With, Sell With and Go To Market teams)
Collaborate closely with the Customer Segment Sales teams to accelerate Co-Sell and scaling trough Partner motions aspiring for exponential growth through Partners
As a Transformational Leader
Partner with Area Transformation Leads, Area Capability Leads and Business and Sales Operations (BSO) Team to increase time spent with Partners by every Partner-facing role in the team, remove roadblocks and increase seller capability and productivity both at Partners and internally.
Role model the internal transformation from an inspection to coaching culture. Work with managers to become more effective coaches to their teams and to the Partners, resulting in increased individual-, team- and Partner capability, employee satisfaction and collaborative selling efforts becoming more successful.
As the OCP Representative in Planning
Participate in the Area Team driving the preparation and growth initiatives on behalf of the OCP leader, representing OCP goals, needs and influence final decision-making
Partner with BSO and the Corp HQ OCP team driving Managed Partner Selection, provide with local market specific business insights and assess impact of decisions
Provide decision making support for the OCP Leader during Blueprint process on headcount moves, changes and impact. Create business cases if needed on various headcount allocation methods or additional headcount requests.
Contribute with market understanding, portfolio setup and partner potential thru the Quota setting process and participate in Manager briefings
Drive integrated partner business planning to exceed cloud growth targets and hold Partner Development Leaders accountable for partner business plan quality and completeness
Experiences Required: Education, Key Experiences, Skills and Knowledge:
Core Competencies: Organizational Leadership, Strong Business Acumen, Strategic Insights, Trusted Advisor, Strategic Planning, Sales/Partner management, Team Leadership
Professional Competencies: Adaptability, Partner/Customer Focus, Drive for Results, Influencing Impact, Judgement, Collaboration, Executive Maturity/Presence, Value Selling, Analytical Problem Solving, Organized & Disciplined, Initiates/Embraces Change, Business Analysis Skills (understands financials, pipeline, scorecards etc.)
Experience:10+ years of related experience in: Senior Sales or Partner/Channel Management or Leadership Roles, Business Transformation, Coaching Solution Sales, Strategic Sales Planning, Partner Marketing Management,
Education: bachelor’s degree or equivalent work experience, MBA/Masters a plus with focus on business administration, economics, finance, organizational management, business management
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.