Microsoft Partner Sales Manager

WE ARE

SoftServe is a global digital solutions company with over 11,000 associates working across client projects in the USA, Europe, and APAC regions. We are a recognized global leader in Information Technology who advises and provides cutting-edge technology to reveal, transform, accelerate, and optimize the way enterprises and software companies do business. We empower talented people to change the world and understand the best way to build our future is to help you build yours.

The Partner Sales, Associate Director will drive the execution of the market partner strategy in collaboration with our leaders, and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary SoftServe brand ambassador and should exhibit the problem solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company.

This person must possess a passion for technology consulting and have experience building and managing relationships with a partner or client, as well as proven success creating and supporting sales opportunities. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams. This role requires a strong hunter mindset to build tangible qualified pipeline within our partner eco-system.

THE WORK YOU'LL DO

Key Responsibilities:

● Partner Sales: Creating partner qualified pipelines, converting leads to opportunities, and qualifying them (hunting).

● Partner Management: Serving as the primary contact for partners building SoftServe branding, fostering seller-to-seller relationships, and maintaining partnership status at the local/regional level.

● Funds & Processes: Driving consistency in funding and generating more business through it.

● Metrics & Updates: Meeting target partner sales performance measures, managing partner statuses, and conducting internal & external pipeline interlocks.

Sales & Revenue Generation

Partner Sales:

● Emphasis on both New Logo and Portfolio growth.

● Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview.

● PSM's goal of creating qualified pipeline.

● Serve as partnership SME to SoftServe's sales teams and supporting resources

● Introduce deals to AE/CP/CE for collaborative sales effort.

● Contributor to integrated close plans across SoftServe & vendor partner teams.

● Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)

● Drive targets based on Territory/ Industry (Pipeline, booking, billing).

● Convert Qualified Partner Leads (PQLs) to Partner Opportunities.

● Qualify opportunities for focused demand.

● Oversee partner channel lead/ pipeline qualification & injection.

● Assist with execution of partner marketing plans

● Contributor to geo & vertical-specific target account lists and integrated account plans across SoftServe teams

● Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners

Local Partner Relationship Management

Partner Management:

● Single point of contact for partners.

● Build strong and trusted relationships within strategic partner ecosystem

● Engage with Partner Development Managers (PDM) and sales teams.

● Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning

● Accelerate adoption of SoftServe's portfolio of services through a structured sales enablement plan

● Maintain or increase Partnership status by working closely with Alliance Development Managers and Partner Operations team.

● Develop Local Partnership Plans in alignment with SoftServe account plans.

Funding & Process Optimization

Funds and Partner Processes:

● Drive consistent funding processes maximizing opportunities.

● Generate more business via partner programs.

● Possesses a deep understanding of the partner ecosystem, including incentive programs, enablement offerings, and success measures

Measurement & Reporting

Metrics/Updates:

● Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR

● Manage and maintain partner status.

● Internal / external partner pipeline governance.

● Responsible for pipeline reporting and working with SoftServe Account Executives and Partner Managers to ensure pipeline information is thorough and accurate

Communication & Strategy Alignment

Communication:

● Engage in partner planning in scope of role.

● Participate macro- Quarterly Business Reviews (QBR)

● Conduct regularly intervaled business reviews.

● Work closely with Alliance Development Managers to proactively assesses, clarifies, and validates partner and SoftServe needs on an ongoing basis

YOU ARE

● 7+ years combined experience in partner sales, technology sales, business development, or consulting/professional services

● Big four consulting (or similar) experience a plus

● Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)

● Demonstrated experience leading GTM initiatives aligned with Microsoft Azure in DACH. Weighted consideration given to candidates possessing one or more formal certifications from Cloud hyperscalers.

● Can structure and solve complex, multi-dimensional pieces of work and bring order to chaos.

● Able to move with ease between detailed and executive views, ensuring all are consistent.

● Generates innovative approaches to address problems in a timely manner. Is considered by internal and external clients as their main partner in solving problems in their area.

● Anticipates external client's interests and needs, and prepares, trains, and enables internal clients to address matters and answer opportunities.

● Executes quickly with limited guidance on complex, cross-functional projects & workstreams with a variety of working groups, and anticipates changes in direction and scope.

● Viewed by cross-functional teams as a critical contributor who understands motivations and personalities of key stakeholders, and uses this to shape approach where needed, without losing sight of the right answer.

● Uses expertise to influence application of concepts to new areas and challenges conventional wisdom and existing models.

● Actively engaged in developing new and complementary skills in order to reinforce own expertise and use those new skills within the company.

● Earns advanced external Partner Certificate(s) in scope of role and/or multiple external Partner Certificates.

● Regular influence with cross-functional Directors and contributes to discussions and decisions with VP+ leadership.

● Frequent external engagement with partner and/or customer executives independently.

● Understands and encourages high-performance team dynamics, works to improve/maintain team culture, and is adaptable to change.

● Effectively manages and steers complex and politically-charged meetings with stakeholders.

● Leads with a customer- and partner-centric approach.

● Takes leadership of initiatives that support the broader organization (training, knowledge management, ops, recruiting, etc.)

● Helps set up tools, programs, and resources to facilitate successful completion of initiatives.

● Actively aims for alignment and collaborative ways of working and sharing best practices across SoftServe towards stakeholder consensus and recognizes others for this.

● Willingness to travel up to 40% for strategic alliance meetings, field engagement and partner events and conferences

WHAT WE OFFER

SoftServe is people-first. Together we advise, admire innovation, and develop people's talents in an environment where you can become the best version of yourself and thrive both professionally and personally. We care deeply about our people and are proud to have earned a position and recognized by our global team to be in the top 5% of Technology employers. We strive to provide our associates with the best professional and career development opportunities with tools to help balance professional and personal life. Our benefits packages are competitive and comprehensive with a generous medical, dental, life, leave and savings plans among other perks.

All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, sexual orientation, gender identity/expression, or protected veteran status. SoftServe is an Equal Opportunity Employer.