This is a strategic role that interfaces with senior sales leadership as well as product teams to create the right plan to support our in-year revenue goals and bigger longer term market ambitions. This role will also be the face externally of Go-To-Market thought leadership and expertise, presenting to partners on growth strategies and go-to-market plans, speaking at webinar events and engaging socially/digitally. This leader will also manage a diverse team with a rich set of resources to lead our Go-To-Market plan and have accountability for core scorecard revenue/growth metrics and overall health of the VAR/unmanaged partner ecosystem. The role will achieve success through others by developing a strong connected plan, coaching great execution, managing talent to ensure we have the best people doing their best work to make the Microsoft partner ecosystem successful.
• Develop, support, and lead the go-to-market (GTM) plan across the four priorities of Modern Workplace, Business Applications, Apps & Infrastructure, Data & Analytics
• Lead Go-to-Market (GTM) play readiness across VAR and unmanaged partners
• Orchestrate GTM initiatives and own GTM Play performance and communications with VAR and unmanaged partners
• Engage strategic partners on long term growth plans and Go-To-Market strategy and engage broadly through events with thought leadership
• Lead results/outcome measurement and optimization
Internal Responsibilities:
• Create and lead a world-class team of Partner Channel Marketing Managers
• Own the strategy of how partners Go-to-market ensuring balance of consistent, high performance execution with correct balance of customization for solution area and/or partner type
• Lead and orchestrate the GTM Execution Plan, investments and measurement to ensure clear accountability and ownership across team and stakeholder teams
• Be the voice of GTM insights into corporate and product teams to ensure effective GTM Play execution
• Collaborate with the Channel Management leadership team to ensure digital and cloud business transformation across our managed partners
• Lead execution to deliver on OCP VAR and Unmanaged scorecard metrics; build and deliver Correction of Errors plans to address performance gaps against the Scorecard
Experiences Required: Education, Key Experiences, Skills and Knowledge.
• 10+ years of experience in product or channel marketing, partner channel development, or through partner marketing in the technology industry
• Entrepreneurial experience or experience of a Born In Cloud partner business models (MSPs, Global ISVs, SaaS businesses) desired
• Director level experience desired
• Experience leading large teams and developing world-class talent
• Extensive experience of managing virtual teams across functions and geographies:
• Inclusive and collaborative - driving teamwork and cross-team alignment
• Strong partner relationship management and solution development skills
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
• Experience with technology platforms and solutions with a reasonable level of technical proficiency
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Bachelor’s degree preferred (Sales, Marketing, Business Operations); MBA desired
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