Overview
Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales 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.
As part of the SMC+DS organisation, you will support a dedicated set of partners in identifying and enabling their customers' business objectives through best-in-class digital engagement and co-selling. This function helps our partner ecosystem in growing their existing customers and accelerating their time-to-value. 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.
The Corporate segment within SMC+DS helps organisations accelerate their adoption of Microsoft’s technologies through an agile and digital first engagement model. From innovative startups to hundred-year-old household names, the Corporate segment has the breadth and depth for innovation in every scenario across the world.
The Azure Success Manager for Corporate is accountable for the adoption of next logical workloads, acceleration of time-to-value for our customers, and the implementation of Customer Lifecycle Management strategies to maintain and develop customers. This requires continuous innovation and evolution of our sales engagement strategy, while remaining focussed on the customer first.
To be successful, you must have a deep understanding of the local market, customer success lifecycle management and up-sell/cross-sell motions across services/products and the respective routes to market. You will lead a v-team of key business partners from the partner, sales, technical implementation, and sales operations teams, driving Azure consumption revenue indirectly through the building and development of customer success behaviours among key partners to help them invest accordingly to address customer needs and accelerate their digital transformation.
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 Solution Selling
- Identifies 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 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 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 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.
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
- Possess, or are willing to attain within six months of joining:
- Microsoft Certified: Azure Fundamentals (AZ-900)
- Designing and Implementing Microsoft Azure Administrator (AZ-104) or Microsoft Azure Solutions Architect (AZ-305)
- Hyperscaler Architectural / Technical Sales Certification equivalent to the above
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Microsoft is an equal opportunity employer. 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.
