Sustainability Go-To-Market (GTM), Partner and Scale Director
 Microsoft | |
 United States, Texas, Irving | |
| 7000 State Highway 161 (Show on map) | |
 Oct 04, 2024 | |
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Overview We are seeking a Sustainability Go-To-Market (GTM), Partner and Scale Director to join Microsoft's Cross Solutions organization in the Commercial Solution Areas. In this role, you will design and lead the partner sales strategies and programs for sustainability that enable shared commercial success for Microsoft and partners. Sitting in the Cross Solutions Sustainability GTM team, you will be a dotted-line business partner to the Sustainability Sales team, as well as teams driving partner success in Engineering, Marketing, and Global Partner Services (GPS). In this role, you will act as both strategy architect and partner activation. You will have the opportunity to shape and influence joint go-to-market plans and performance across Microsoft's leading sustainability solutions and our sustainability and data partners at the corporate level and lead the sales enablement motion to ensure plans and execution are well functioning in the key markets and industries to drive sales wins and revenue. You will act as a bridge between corporate and field teams, delivering voice-of-the-field and voice-of-the-partner insights back to the broader GTM team, while also translating this directly into the corporate partner programs you lead to match current needs while growing to scale. As part of your programs, you will also look after measurement, working with the Business Insights team to design strategies to measure the effectiveness of your programs. You will have both internal and external facing roles, driving cohesion across corporate and regional GPS leads within Microsoft and also directly with senior leaders at partner firms to agree on strategy, report on progress, and co-build successful sales accelerators and repeatable IP together. 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 Partner Strategy and ActivationWorks with internal stakeholders and partners to translate the GTM strategy for sustainability into the partner activation and co-sell strategies, programs, and channels.Leads development and tracking of progress on with global alliance leads to ensure sustainability is built with end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations that are aligned with partners' needs and capabilities. Advocates for the adoption of plans within partner organizations and creates mutual accountability between Microsoft and partners.Manages and executes adoption of plans globally and at regional market levels to ensure Microsoft and partner sales goals are on target. Coordinates with key stakeholders on plan execution. Holds self and partner accountable for executing on plans.Leads process across sales, marketing, and GPS to ensure creation of internal reports to senior leaders that include detailed account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are met. Evaluates the state of business and provides input on how accounts are performing.Market/Partner ReadinessLeverages internal stakeholders and resources to develop go-to market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals.Leads conversations with partner senior decision makers to develop advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies (e.g., promotions, incentives, loyalty programs) to attract customers, drive sales, and ensure progress against targets.Partner with marketing in the development and delivery of skilling programs across organizational boundaries, including content and live and on-demand delivery.Identify, evaluate, and propose new readiness projects based on unmet needs.Sales Insights, Readiness, and ActivationCollaborate with business, platform, and tools experts to provide updates and report key metrics needed to assist sales and partner teams to drive the sales business forward.Provide insights into the Sales market, acting as a business conduit to broader internal and external stakeholders and adjusting plans when required to exceed business outcomes.Cross-Functional Joint PlanningManage and cultivate relationships to effectively collaborate with internal teams (e.g., Finance, Marketing, Engineering, Field Sales) for holistic field readiness planning.Build relationships with senior leadership executives (e.g., Directors, General Manager [GM] level, CVP). Advise senior leadership with domain knowledge to inform planning decisions.Community LeadershipLead field community of partner managers and sellers to support shared sales success. Leverage listening systems, business reviews, and other insight channels to discover gaps and needs for partner skilling and programs. Synthesize findings into insights, leveraging executive presence to influence decisions and proactively drive solutions and partner/seller success.Delivers Results Through TeamworkDrives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.Role Model Microsoft ValuesTreats others with fairness, respect, empathy, and compassion.Modelscompliance and represents the Microsoft Values and the One Microsoft culture.OtherEmbody our culture and values | |