Partner Solution Sales AI Business Solutions

Job description

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success.

By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments.

Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity.

Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career.

Together, we are shaping the future of business.

This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring with partners.

As a Partner Solution Sales professional, you will focus on one of Microsoft’s core Solution Areas—AI Business Solutions, within the SMB segment.

You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating at scale across a portfolio of high performing CSP (Cloud Solution Providers) partners.

This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.

You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies to achieve quarterly CSA (Clous Solution Area) FRA across the SMB Business.

You will lead your partners' commercial performance and drive sustainable sales impact to customers.

A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio.

Your role will involve acting as a trusted advisor and business leader, developing the business strategy between Microsoft and your partners.

You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

**Collaboration & Co-Sell**

Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline.

Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets.

Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales.

Shares innovation in novel sales best practices that drive business forward and influences others across the market.

Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts.

Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices.

Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance.

Ensures partner is tracking to target by solution area.

Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.

**Partner Engagement**

Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert.

Shares market local solution area business momentum insights and corporate research for customer demand.

Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers.

Proactively drives the qualified partner pipeline and progresses it through the sales cycle.

Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity

Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution.

Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets.

Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.

**Partner Solution Area Sales Plan**

Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability.

Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s).

Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.

**Sales Process & Sales Management**

Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play.

Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources.

Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources.

Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.

Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes.

Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets.

Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners.

Manages and support top partner deals and overall partner revenue aligned to solution area.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more.

As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals.

Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**Responsibilities**

+ Own the Cloud Solution Area (CSA) AI Business Solutions pipeline with assigned partners and leverage investments to drive pipeline velocity in the SMB business

+ Be accountable for CSA AI Business Solutions revenue forecasts across your partner portfolio.

+ Drive CSP revenue growth through a scalable portfolio of partners.

+ Coach partners on the value of Microsoft solution area plays and the corresponding sales levers to drive Reach, Frequency & Yield

+ Responsible for Top Deals with pinned partners (above $ threshold) & updating information in MSX (Microsoft Seller Experience tool)

+ Utilize investments and incentives to accelerate deal progression and encourage deployment and consumption.

+ Achieve 40% of the total dollar value of all your won/completed opportunities through co-sell w pinned partners

+ Support partners in advancing key deals, removing commercial blockers, and addressing competitive challenges.

**Qualifications**

**Required/minimum qualifications**

+ Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

**Additional or preferred qualifications**

+ Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience.

Microsoft is an equal opportunity employer.

Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .

Required Skill Profession

Other General