The Opportunity: Joining the One Commercial Partner team as OCP Leader means you will be playing a strategic leadership role helping Microsoft Partners to capitalize on a multi-trillion-dollar Digital Transformation market opportunity in FY21. Working in OCP means you are shaping the world’s largest eco-system of technology companies. Through our partners, Microsoft brings digital ambitions to life by helping companies empower their employees, engage their customers, optimize their operations, and transform their products.
Growing Digital Transformation: The OCP Leader plays a critical role in growing the world’s largest technology Partner eco-system based on Microsoft’s Azure platform and extended to unique Applications including O365, D365, ADS and AI.
The Role: The OCP Leader builds the strategic area partner plan and manages teams to execute throughout the complete partner life cycle of ISVs, MSPs, CDs and SIs. including building new solutions, driving Go-to-markets and co-selling with partners. The OCP leader coaches, teaches, and mentors teams to successfully execute the Partner Transformation strategies: Reshape the partner ecosystem, Invest in Technical skilling for business and drive for competitive skills parity, Accelerate partner connection to customers through excellence in co-sell motion execution, and Invest in Partner Experience.
Responsibilities
- Organizational Leadership
o Instills a Culture of Compliance and ethical leadership in all business relationships and communications which drives high integrity and compliant partner engagements and behaviors.
o Develops a high-performing OCP team recognized for its diversity, Inclusive of experiences, capabilities, ethnicity, personality, age, sex. Creates a culture of open, honest, constructive feedback maximizing participation in MS Poll and working with the team to develop WHI plans.
o Drives on-boarding and development of OCP senior team leaders, connecting team members with the right resources and experts at the right time to accelerate development.
o Lands the annual organizational blueprint. Ensures role clarity and orchestration within and outside of OCP.
- Strategic Partner
o Partners strategically with CEOs about business opportunities and practice building trends, and how to capitalize on them. Understands Area market trends and the digital journey for all partner types and what drives profitability. Joins Partner’s Strategic Advisory councils.
o Executive Sponsor to Strategic and Recruit Partners. Shares insights, perspectives on the market opportunity and pathway to success. Builds relationships with business leaders reviewing business and practice building plans.
o Leads regular reviews of strategic partner engagement plans championing ways to innovate and expand the value of engagements. Always looking for opportunities to scale engagements and identify reusable IP as accelerators in future engagements.
o Enriches partner portfolios with key Microsoft innovations. Presents at EBC’s, leads CEO roundtables, 1:1’s, consulting on practice building trends of the future, Partner Profitability roadmaps, the business models and organization blueprint of tomorrow.
- Business Leader
o Develops the Area Partner Plan based on Partner Transformation strategies and strong relationships with Sales leaders.
o Operates at the nexus between Digital Transformation trends, Microsoft’s three cloud strategy and expert knowledge of partners; who are the influential market leaders, who are the rising starts, where are the gaps and opportunities to build new practices.
o Accelerates the partner Co-Sell motion with clear accountabilities between OCP, Segments, BGs with compulsory Co-Sell partner alignment in Account & Territory Planning and Partner Sales Connect.
o Accelerate SMB scale through Surestep, GEP, Inside Sales alignment and P2P scaled programs and through the provision of innovative new digital experiences for accessing information and resources to accelerate breadth partner growth and development.
o Adopts a culture of accountability on shared core priorities and scorecards with OCP, Segment and BG leaders. Driving to exceed scorecard metrics and targets.
o Aligns business management and reporting rhythms to the organizational ROB processes. Inserts themselves into Co-Sell RoBs coaching to accelerate revenues, expand the size of opportunities and drive demand.
o Partner Satisfaction and an Iterative Mindset: Has an iterative mindset, always feeding back to region and Corp sharing best practices and ways to improve programs and experience for partners.
Qualifications
Experiences Required: Education, Key Experiences, Skills and Knowledge:
- Deep understanding of differentiated Partner Business models (strategy and execution) within Enterprise and SMC/SMB – digital transformation business drivers, cloud platforms, emerging computing trends and their impact on the partner eco-system.
- 20+ years of related experience in Global, Area level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, Cloud/Infrastructure technologies.
- Proven track record of building deep business relationships with CEO’s, CIO’s, CTO’s, CXOs and practice building executives in ISV, MSP, CD and SIs.
- Inclusive and collaborative – driving teamwork and cross-team alignment.
- Strong track record as an innovative business leader who has driven major strategic change initiatives and has executive gravitas, presence and credibility, including communication and presentation skills with a high degree of comfort to large and small technical audiences.
- Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with executive leaders and partners.
- Business and Executive MBA
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