Azure Partner Success Leader, SMB Asia

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In our Small, Medium, Corporate (SMC) and Digital Sales (DS) organization, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners. Dedicated to one of the fastest growing customer segments, the SMC + DS organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. In SMC+DS, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners.

The SMC+DS helps organizations accelerate their adoption of Microsoft’s technologies through an agile and digital first engagement model, and scaling through our robust Channel and Partner ecosystem. From innovative startups to hundred-year-old household names, SMB+DS has the breadth and depth for innovation in every scenario across the world.

As an Azure Partner Success Manager in the SMC+DS organization, you will build and develop a team of people who help our partner ecosystem grow the usage of their existing customers and accelerate their time to business value.

To be successful as a leader for this organization, you should have a deep understanding of the customer success lifecycle management and up-sell/cross-sell motions across services/products and the respective routes to market. Your team works foremost with Azure Partner services delivery and operations teams to develop stronger Azure consumption practices that contribute to Azure growth and shorten time to Azure Consumed Revenue (ACR). To this end Partner Success managers will work with partners to introduce new scrum practices to unblock stalled projects and leveraging new telemetry to help activate new workloads. Your team will empower supported partners with stronger, customer success behaviors enabling them to help customers accelerate their digital transformations

You will also have an opportunity to work cross-collaboratively while living our shared SMC+DS Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC+DS organization and the value we deliver to our customers, partners, and one another, every day.

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.

Required Qualifications

• Bachelor's Degree in Engineering, Computer Science, Business, or related field AND 6+ years in sales, industry channel sales, and industry sales
o OR equivalent experience

Preferred Qualifications

• Bachelor's Degree in Engineering or related field AND 11+ years experience in industry channel sales, and industry sales
o OR Master's Degree in Engineering, Business, or related field AND 9+ years experience in industry channel sales, and industry sales
o OR equivalent experience
• 5+ years of partner engagement experience

• Identify strategic sales and solution opportunities and communicate them to partners and ideate and illustrate the benefit of strategic go-to-market plans.
• Support and incentivize partners to meet their end-to-end goals as you oversee partner development by determining ratings of partner development dimensions (PDDs) using information gathered from parties who interacted with the target partner.
• Identify gaps in partner performance and ensure partner development managers are addressing these gaps and meet with partner development managers to ensure that they are up to date on partner gaps that have opportunities for development.
• Facilitates diversification of partner solutions provided to the customer to maximize customer consumption of Microsoft products.
• Guides customers/sellers on the partners to leverage available solutions and aligns potential solutions with partner capabilities and aligns with and seeks feedback from partners and various stakeholders on identified customer white space to determine feasibility of capitalizing on opportunities.
• Facilitates the sales cycle by managing partner and stakeholder collaboration and facilitate development of partner relationships with internal and external stakeholders.
• Share best practices to drive growth, revenue and adoption outside of the portfolio. Encourage and coach partners on tools and resources to help exhaust all opportunities to develop relationships with new and existing customers.