About the role
You will build and maintain deep knowledge of partner capabilities, industry trends, and competitive landscapes, applying these insights to shape partner strategies, enhance growth, and deliver differentiated customer outcomes. You will guide sellers/customers in selecting the right partners and solutions, leveraging customer insights and targeting tools to identify whitespace opportunities and match them to partner strengths. You will collaborate closely with partners and internal stakeholders to validate opportunities, assess feasibility, and ensure partners are positioned with the right customer references and capabilities to win and scale. You will engage key stakeholders across partner portfolios to identify and activate opportunities that drive Azure sales, new customer acquisition, and usage growth. You will guide partners to build and execute consumption plans, align the right customer targets and co‑sell solutions, and orchestrate internal resources to maximize efficiency and impact. You will also support partners in operationalizing opportunities, including activation strategy and system/tool entry as deals progress. You will collaborate with partners and internal teams to define goals across solution areas, industries, and prioritized customer segments. You will assess partner capabilities, align them to business needs, and co-develop consumption plans that accelerate outcomes. You will optimize partner marketing investments and ensure the right partners are prioritized to deliver strong return on investment (ROI) and scalable growth. You will select, develop, and manage partner performance through Partner Development Dimensions (PDDs), providing actionable feedback and closing performance gaps in partnership with development managers. You will drive co-selling execution, coach partners on consumption/usage planning and demand generation, and build and oversee partner sales plans to ensure consistent delivery against revenue and growth targets. You will identify and communicate high-impact sales and solution opportunities to partners, leveraging segment expertise to align the right partner capabilities to customer needs and ensure partners are enabled with the skills and resources required to execute and scale successfully. Bachelor's Degree in Engineering, Computer Science, Business, or related field AND 6+ years experience in sales, industry channel sales, and industry sales OR equivalent experience. Master's Degree in Engineering, Business, or related field AND 9+ years experience in industry channel sales, and industry sales OR Bachelor's Degree in Engineering or related field AND 11+ years experience in industry channel sales, and industry sales OR equivalent experience. 5+ years of partner engagement experience.
