The Developer Experience (DX) organization is looking for an experienced sales and/or partner team people manager to define our leadership in account and territory excellence for our ISV channel. This role will accelerate our success securing ISV applications on the Microsoft platform. You will work closely with the worldwide DX ISV team and their partners to create the playbook for Programmatic ISV territory excellence and then land it for worldwide adoption. You will drive additional impact from the existing account excellence work evolving to maximizeg usage and value to the teams.
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Create the territory excellence playbook for the Programmatic engagement model for ISV including but not limited on how to: organize the territory, leverage telesales, leverage demand center/machine learning support, use AppTracker and BI to codify territory management, use DXCRM direct messaging to increase efficacy of ISV commitment, apply account excellence concepts where they scale
Create a plan for landing the playbook worldwide with high adoption and PBE satisfaction
Act as SME for account and territory excellence in ISV by coaching others, defining readiness plans for PBE in context of this topic, authoring readiness materials and communications that further adoption
Collaborate with DX field teams, corp teams and other Commercial and Consumer business teams inside MS to achieve great results by leveraging others and contributing to their success in areas impacted by your work
Engage on selected accounts to as an additional resource to achieve app wins and drive consumption
Act as the business process lead for account and territory excellence and work with your community to define the business process requirements, document them and use them to ensure great tools are available from DX Ops to support the field
Achieve results largely through influence vs. line authority
The ideal candidate will have:
Exceptional leadership - to have immediate impact with field teams
Cross-group excellence - to create the territory/account excellence definitions used ww
A passion for partners - especially in helping them market and sell more effectively to win apps and drive consumption
Strong strategic thinking - to counsel ISVs on digital transformation and to develop the account and programmatic playbooks for maximum impact with the DX field and with non-DX touchpoints e.g. field sellers, marketing
Knowledge of cloud computing technologies, business drivers, and emerging trends
Minimum of 7 years marketing, sales or product management experience, preferably in high tech
BA or equivalent 4-year degree
This individual must be able to drive results independently in an ambiguous and fast changing environment. Deep understanding of the MS ISV motion, Microsoft field selling roles and corporate teams (EPG, SMS&P, Consumer) is a plus.
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