Responsible to drive partner capability and capacity on Azure through a team of Practice Development Managers and Cloud Solution Architects that are accountable for new practice development in both existing and recruit partners, working with them to build technical capability and profitable cloud application solution offerings and deployments.
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Specific roles and responsibilities include:
• Recruitment and professional management of sales and technical individuals. In total 13 directs with the common goal of Partner ‘Build with’.
• Ability to manage a mixture of directs - senior/experience business individuals - 5 x Azure PDM and 8 x Deeply technical individuals - CSA-P aligned to the PDM managed partners by workload.
• Capacity planning at a practice level, qualification of partners to ensure all resources are focused on the highest potential partners by practice (workloads aggregate into practices)
• Continual assessment/valuation of impact of Partner portfolio (by practice) to ensure maximum focus and impact of PDM/CSA resources on Azure consumption.
• Partner portfolio assessment to include ‘out of network’ partner recruitment and partner re-recruited to develop second, third practices - this necessitates the PDU manager have a broad base of technical knowledge and passion for the Azure Platform and how to focus directs to quickly recruit and drive partners to an optimized status - including the leverage of GBB PSE resources such as GBB Express route.
• Responsible for driving a healthy and diverse ecosystem of Partners as measured by diversity of Azure services consumption.
• Commercial advisor and mentor to each individual on their team and their partners on how to build and structure a profitable Azure practice to showcase how to positively differentiate their brand and services in their market
• Proactive cross subsidiary engagement to drive awareness of Partners and the proactive engagement of partners by segment sellers for ‘sell with’.
• Own an internal monthly reporting rhythm and a Redmond reporting rhythm by Azure Practice focused on ‘build with’ milestones and detailing progress/impact of partner engagement. Number of Partners proactively move from ‘Build with’ to core field resources for sell with’.
• Own FY17 Partner ‘build with’ investment $ and ROI reporting e.g. Cloud Jumpstart, Azure Everywhere
• Working knowledge of all Azure licensing models to inform and educate partners and accurately reflect Partner impact regardless of license type.
• Positioning CSP as the platform on which to build repeatable business as well as consumption of Azure when bought under a customer EA.
Drive clean hand off of Azure practices to PSE’s for ongoing ‘sell with’ activities.
Requirements:
• Proven People Management experience - sales and technical.
• Proven track record of solution selling to and through Partners based on business value principles, including 5 years of experience selling Cloud or Cloud related solutions.
• Proven track record of influence CX level within Microsoft to ensure PDU mission is understood and broadly supported across all segments
• Proven track record of driving commercial and technical decision at Partner CX level
• Demonstrable experience in helping partners understand the commercial imperatives of building a profitable and scalable Azure practice. This includes understanding the principles and paths open to a partner around building and monetizing IP and IP Services, technologies, business drivers and emerging Azure opportunities.
• Track record of meeting/exceeding quota through Partners.
• Building rapport and a fluid/easy written/oral communication manner
• Team coaching and building - leveraging strengths from within the team.
• Track record of positively leveraging partner programs, investments
• Track record of field/subsidiary leadership and alignment to Redmond driven expectations.
Education:
• Bachelor’ degree required, preferably in Business Administration or Computer Science
• MBA optional
• People/leadership roles
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