About this role

Overview The OU Partner Sales Lead is the dedicated OU aligned voice of EPS and partners inside an Enterprise Operating Unit (OU), and the voice of the OU back inside EPS. The primary focus of the role is to ensure that partner is embedded into the strategy, and execution plans of the OU to accelerate revenue with partners. The role ensures key EPS initiatives land effectively in the OU, that the OU can seamlessly navigate EPS to drive partner-led business outcomes, and that EPS programs and motions are shaped by real OU feedback. Responsibilities <h2 style="margin: 10.0pt 0.0in 0.0in; line-height: 115%; font-size: 13.0pt; font-family: Calibri, sans-serif; color: #4f81bd;">Pillar 1 — Pipeline & Co-Sell (60%)</h2><ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Drive high-value inbound pipeline (Stages 1–3) at the opportunity level, in partnership with ATU and STU.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Reinforce activation and action on inbound pipeline from partners across ATU, STU, and CSU teams and opportunity for partner acceleration, renewals, or sub-industry motions for NNR.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Craft the right sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, while driving strategic Marketplace deals and enabling sellers to execute independently at scale.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Land ACME co-selling motions with the OU and ensure follow-through on opportunities discussed from both seller and partner sides (ACME is owned/run by the GTM team; the Sales Lead ensures the right partners and sellers are chosen and that follow-through happens).</li><li style="margin: 0in 0in 10pt 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Serve as the OU’s point of contact for Co-Sell Days.</li></ul><h2 style="margin: 10.0pt 0.0in 0.0in; line-height: 115%; font-size: 13.0pt; font-family: Calibri, sans-serif; color: #4f81bd;">Pillar 2 — OU-Partner Strategy & Planning (30%)</h2><ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Revitalize partner as a first-class objective in OU planning and strategic account planning (not a bolt-on).</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Align partner inputs and mapping to OU customer and territory planning.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Apply an OU relevance filter to EPS initiatives before they hit the field.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Inform OU considerations into EPS planning cycles.</li><li style="margin: 0in 0in 10pt 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.</li></ul><h2 style="margin: 10.0pt 0.0in 0.0in; line-height: 115%; font-size: 13.0pt; font-family: Calibri, sans-serif; color: #4f81bd;">Pillar 3 — ROB & EPS Navigation (10%)</h2><ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Serve as the primary EPS presence in the OU’s Rhythms of Business — take part at the leader level in MBRs, forecast calls, and pipeline reviews to represent partner contribution and partner with the OU LT to increase partner engagement.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Participate in 1–2 RevOps meetings per month for the OU to represent partner contribution and share relevant EPS programs and levers.</li><li style="margin: 0in 0in 10pt 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Operate as a bidirectional translator (EPS ↔ OU): surface field feedback and blockers back to EPS leadership to inform strategy and program design.</li></ul><h1 style="margin: 24.0pt 0.0in 0.0in; line-height: 115%; font-size: 14.0pt; font-family: Calibri, sans-serif; color: #365f91;">Critical Indicators of Success</h1><ul style="margin-bottom: 0.0in; margin-top: 0.0px;"><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Partner-shared Stage 2 → Stage 3 pipeline velocity in the assigned OU.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Partner contribution % and trending within the OU.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Marketplace Billed Sales and trending within the OU.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Net new revenue opportunities generated with partners within the OU.</li><li style="margin: 0in 0in 0in 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Inbound co-sell pipeline coverage and conversion (Stages 1–3).</li><li style="margin: 0in 0in 10pt 0px; line-height: 115%; font-size: 12pt; font-family: arial, helvetica, sans-serif;">Feedback from OU LT on the Sales Lead’s contribution to the OU business.</li></ul> Qualifications Required/minimum qualifications<div><ul style="list-style-type: disc;"><li>Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 6+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams OR equivalent experience.</li></ul></div><div> </div><div>Additional or preferred qualifications<ul style="list-style-type: disc;"><li>Master's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 8+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams OR Bachelor's Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 12+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams OR equivalent experienceDemonstrated success driving co-sell pipeline and partner-led opportunities at scale.</li><li>Deep fluency in Microsoft’s commercial sales motion, ATU/STU/CSU structure, and the partner ecosystem (including ACME, PACE, PDOC)</li><li>Direct experience with Marketplace deal motion and complex deal orchestration.</li><li>Strong orchestration and influence skills across matrixed organizations; able to operate without direct authority.</li><li>Excellent communication skills — equally credible with OU sales leadership and partner executives.</li></ul></div> This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. <hr> Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about <a href="https://careers.microsoft.com/v2/global/en/accessibility.html">requesting accommodations.</a>