About the role
At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry's most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation. SME&C is more than a sales organization—it's a culture of innovation, opportunity, and inclusivity. Here, you'll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business. We are looking for a Partner Solution Sales (PSS) Manager to lead our Cloud & AI & Platform (CAIP) business in the Corporate segment. CAIP spans the workloads at the heart of AI transformation — Azure AI and applied AI, the cloud-native application platform, and the data and app-innovation services that customers build their intelligent applications on. In this role you will lead, coach, and develop a team of Partner Solution Sales specialists (PSS), setting the strategy and execution rhythm that drives Azure Consumed Revenue (ACR), a healthy and accelerating pipeline, and consistent execution excellence through a successful Co-Sell execution with PIN partners. This is a sales leadership role: your impact is measured by how you multiply the performance of your team and your partner ecosystem to deliver customer outcomes at scale across the US market. This role operates in a flexible work environment and may require travel to engage your team and partners. 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. Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience. Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development OR equivalent experience. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. * Collaboration & Co-Sell Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline. Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales. Shares innovation in novel sales best practices that drive business forward and influences others across the market. Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts. Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices. Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance. Ensures partner is tracking to target by solution area. Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability. Partner Engagement Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets. Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution. Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers. Proactively drives the qualified partner pipeline and progresses it through the sales cycle. Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity. Helps partners understand and realize the commercial and customer value of sharing security-related opportunities with specialized partners and coaches team to collaborate with specialized security partners for outbound sharing. Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives. Shares market local solution area business momentum insights and corporate research for customer demand. Partner Solution Area Sales Plan Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability. Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s), addressing and aligning to security partner targets. Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives. Sales Process & Sales Management Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play. Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan. Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets. Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners. Manages and support top partner deals and overall partner revenue aligned to solution area.
