Internal Title: Partner Sales Executive – LSP (Licensing Solution Partner)
The LSP Partner Sales Executive (PSE) is responsible for driving and delivering volume licensing sales through the LSP Channel, managing the LSP partners’ alignment to Microsoft’s Devices and Cloud strategy, and owning the all up business planning for the LSP.
You are accountable for the growth and adoption of Cloud for LSPs, all-up partner revenue performance, as well as channel incentives including fees and rebates (measured against respective functional scorecard). Provide strategic leadership for the LSP channel, working in close cooperation with our internal colleagues to create and implement program strategies that drive desired business outcomes and meet the needs of our customers and partners.
LSP PSEs are sales managers who deliver joint selling, sales coaching, marketing and account management expertise to Microsoft LSPs. Where applicable, the role also include helping to ensure licensing compliance and deployment.
This role is not only execution focused (i.e. creating and executing business plans and driving pipeline), but also strategically aware to align LSPs to Microsoft business direction.
Responsible for driving business strategy and programs across segments
Knowledgeable across a variety of disciplines and is responsible for communicating and localizing Microsoft’s Sales strategy, including the managed partners adoption and transition to the Cloud, new licensing programs, and device sales motion (where applicable).
Develop strong business relationships with partner executives across sales, marketing and technical delivery teams. The PSE is the key single point of contact for executive communication and issue escalation.
Responsible for identifying trends (opportunities/threats) within their partner community.
Represent Partner and their impact to Microsoft sales via revenue driven, strategic wins and deployments
How is the role unique from other roles?
LSPs are large, complex partners often consisting of big sales and telesales organizations. The LSP PSE must maintain a proper balance of true sales management and account management behavior as they are often directly involved in large business deals as well as an integral part of the Co-Selling motion across corporate accounts. The PSE plays an important role in helping the LSP understand where their opportunities are within the broad spectrum of Microsoft products, Cloud offerings, solutions and incentives.
Key initiatives include:
Helping the LSPs transition to the Cloud by building the right business plans to pursue Cloud opportunities within O365, Azure, Managed Services, online services, and other Cloud disciplines.
Achieve licensing, annuity, cloud revenue goals and partner satisfaction targets.
Drive Execution Excellence: Adopt and evangelize the Co-Selling model with LSPs resulting in measurable customer wins with demonstrated accountabilities across the sales cycle from both Microsoft and partner.
Key challenges include:
Optimize Joint Selling and the role shift to a Sales Manager driving Pipeline Management
Excite partners to help land Cloud products and services, and uncover new sales opportunities
Increase Partner CPE
Shifting from LSPs strictly consuming channel incentives to seeing a broader perspective and consumption of Microsoft partner values.
Decrease administrative workload.
Enable Reporting: Availability of consistent, accurate reporting which reflects LSP performance and includes Regional, Area and Segment Level insights
8 to 10 years related experience
Bachelor’s Degree or MBA
Strong sales experience and proven sales track record
Strong business/commercial acumen and entrepreneurial spirit
Enterprise Licensing sales and solutions
Results oriented and good decision making skills
Good communicator at senior levels internally and externally (and proven impact at these levels)
Microsoft is an equal opportunity employer and supports workforce diversity.