Job description 

Qualifications

Microsoft operates a "screen in" mindset for all roles, and welcomes applicants with non traditional backgrounds or paths to this role.

Professional  

• Strategic thinking & execution. Ability to develop sales and business strategy options, while also being able to successfully execute complex opportunities. 
• Experience building sales focused customer success teams that drive up consumption.
• Collaboration. Experienced in orchestrating and leading virtual teams to develop and drive sales through various engines. 
• Experience selling business to business IT solutions and meeting revenue targets
• Structured and data driven - able to take varied data sources and synthesise into actionable next steps for partners.
• Growth Mindset. Challenger. Purposeful Planner. Execution focused.

Technical 

Has or or willing to attain certification within 6 months

• Microsoft Certified: Azure Fundamentals (AZ-900)
• Designing and Implementing Microsoft Azure Administrator (AZ-104) or Microsoft Azure Solutions Architect (AZ-305)

Prior knowledge of alternative public Clouds (e.g. AWS, GCP)

Responsibilities

Partner Solution Selling

• Identifies SMB Azure sales and solutions opportunities, such as next logical workload on customer cohorts, and communicates them to partners. Coaches partners on how to develop a consumption/usage practice including a plan to generate leads for a specific product.  Leverages SMB segment expertise to support partners by ensuring that they have access to the right capabilities as needed.
• Resources such as Azure Migrate and Modernize incentives, Remote Monitoring and Management capabilities, Data Center Optimization (DCO), Azure Lighthouse APIs.

Delivering Partner Success

• Develops consumption/usage customer practice building or enhancement plan in line with business goals, prioritizing the appropriate partners with the sales teams.  Instructs the partner on how to approach customer success as a practice to deliver results most effectively. 
• Improves understanding of partners with tools and analyses (e.g., consumption patterns, propensity analysis).  Leverages customer targeting tools to identify optimal customer opportunities for partners to capitalize on (e.g., customer vertical opportunities). 

Drive Customer Success

• Shares and discusses industry and competitive market knowledge with partners to drive more competitive solutions, enhance partner growth, and influence business capabilities. 
• Utilizes partner capabilities that aligns to business outcomes. Brings different partners from different solutions to activate different components.   

Sales Performance Growth

• Manage SMB Azure consumption revenue growth with key partners.  Run the rhythm of business (ROB) motion with partners to drive accountability to Azure customer success practice.  Work with the partner development manager to help address performance gaps. 
• Shares SMB customer insights and recommendations to shape Customer Success programs that drive customer retention, renewal, and consumption growth.  
• Revenue, Average Revenue per Customer, & SMB priority metrics accountability

Sales Execution

• Shares best practices and leverages expertise across team and advocates for strong coordination of internal resources to maximize sales efficiency.
• Encourages and coaches partners on tools and resources to help exhaust all opportunities to develop relationships with existing customers.

Customer Insights and Satisfaction

• Ensure continuity in the execution of customer or partner programs and maintains an awareness of customer satisfaction and changes in business practices that may impact customer-partner engagement and suggest amendment to improve satisfaction.