The Systems Integrator team (SI) in OCP is seeking a senior business development manager to manage its recruiting and execution activities with Global System Integrator (GSI) Partners and define the through SI partner strategy for sales into Enterprise accounts. This is a unique opportunity for a senior Microsoft Partner Manager or Business Development Manager interested in both strategy and execution responsibilities around Modern Desktop and Security.
• Developing strategy and plans to drive Modern Desktop and Security solutions, collaboration and customer engagements through partners who sell into the Enterprise and SMC
• Structuring SI partner offerings and plays that include solutions, marketing, sales, investment, and governance that align MS and partner interests and facilitate execution
• Identifying and quantifying opportunities to drive Modern Desktop and Security solutions and engagements through leading Systems Integrators (SI) and Advisors
• Structuring deals with selected Global SIs to execute on defined partner plays
• Collaborating with Global Partner Development Managers (PDMs) to ensure deals land successfully with Enterprise sellers and yield expected results
• Acting as a trusted strategic advisor and contributor to OCP Business Architects and Business Groups (BG) on achieving growth through SIs for Modern Desktop and Security initiatives
• Designing go-to market value propositions that combine Microsoft and partner strengths
• Providing guidance to Commercial Group and OCP leadership on Modern Desktop / Security SI partner strategy
Key Success Criteria:
• Successful development of partner solutions and engagements Modern Desktop and Security, including Workplace as a Service, GDPR, Security for Your Digital Transformation, and Security-as-a-Service
• Successful development and support of deals with Global SI partners
• Securing commitment from top SI partners that support Microsoft’s goal to gain share in the market place
• Achieving targeted results of wins/deployments through partners
• Evolution of Business Architect and BG collaboration and investment in SI partners selling into the Enterprise
Knowledge, Skills and Experience:
• 10 years Sales or Partner Management
• bachelor’s degree
• A strong candidate will possess as many of the following skills and experiences as possible:
• Strong business development and/ or enterprise sales experience
• Experience negotiating investments with partners and BGs
• Strong understanding of Systems Integrator partners
• Strong understanding of Microsoft’s Modern Desktop and Security sales strategy
• Demonstrable understanding of the Security landscape and ability to drive technical discussions with partners
• Experience landing programs and strategies on a global basis
• Experience engaging with senior executives and strong communication skills
• Exceptional problem solving and strategic thinking skills
• Proven competency to collaborate across organizations, deal with ambiguity, and drive impact without direct authority
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