Global System Integrators and Advisory Leader ANZ

Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs; global, regional, and local Systems Integration partners; Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions, and services to the table, powered by the Microsoft Cloud, helping customers to achieve their digital transformation goals.

Microsoft’s partner ecosystem is constantly evolving, with a focus on driving growth and profitability for Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem to ensure that we have a world class ecosystem partnering with us to drive mutual customer success. Now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.

Microsoft Global Partner Solutions (GPS) is the commercial organisation accountable for driving Microsoft’s growth and success, through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.

In your role, you will be responsible for leading the overall GSI strategy for ANZ in partnership with our regional and global teams. Additionally, you will lead a team of Strategic Partner Development Managers who are measured on their partners' commercial performance and driving sustainable sales impact. You will gain expertise in end-to-end solution selling and influence partner innovation. You will leverage your challenger mindset, technology industry knowledge, market insights, understanding of the competitive landscape, and best in class interpersonal skills to empower your teams to grow our robust ecosystem of world class partners enabling them to bring market-defining solutions to our customers. You and your teams' roles will involve developing and driving business strategy between Microsoft and our GSI partners, acting as a trusted advisor and business leader. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build strong relationships in the C-Suite and collaborate across multiple stakeholders to accelerate performance and resolve complex issues. Additionally, you will actively seek to further your career through recommended and additional training.

We aim to position the business as a driving force in GSI and Advisory strategic partnerships transformation. Our Partner Development Managers will become change leaders, fostering strong relationships with partners and inspiring innovation within Microsoft and our Partners. By empowering our Partner Leads to drive change, creating a culture of collaboration, growth, and continuous improvement that propels our GSI and Microsoft to new heights.

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.

• Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry.
• 5+ years people management experience.
• Experienced in building teams and excelling in every facet of the hiring process of candidates including evaluating qualifications, conducting interviews, and making hiring recommendations.
  • Be focused on performance management, including the ability to clearly set and communicate performance expectations, monitor performance, conduct performance evaluations, provide performance feedback, create developmental plans, and correct performance issues.
• Have a proven history of building and implementing sales strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring alignment with business priorities.
  • Possess excellent written and oral communication skills with an ability to prepare and deliver clear and accurate communications delivering highly complex business and technical information across audiences.

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 .

1. People Management

• Delivers success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

2. Executive relationship building

• Develops strategies for creating/developing long-term trusted-advisor relationship with major global partners, even in difficult situations, to ensure strategic alignment and drive growth.
• Provides direction and coaching on developing mutually beneficial account plans that account for both partner and Microsoft priorities, strategies, and goals.
• Ensures accountability for teams to leverage trusted advisor relationships and expertise to clearly articulate short- and long-term business opportunities for partners and ways to pursue them.
• Directs long-term strategies to influence C-suite/board level across complex stakeholder maps.

3. Partner portfolio leadership and optimization

• You will establish long-term partner recruitment strategies and expand current partnerships to create a balanced high-performance portfolio, grow business, and anticipate or fill market opportunities.

4. Strategic Vision and Value Partnering/Strategic Alignment

• You will lead your team in the creation of a strategic vision, creating and executing business plans that ensure alignment between the overall value of Microsoft and the Partner’s business goals. You will coach and challenge your team to land the partner business plans with partner’s senior leadership.

5. Partner Sales Leadership

• You will act as sales manager and coach the team through pipeline and opportunity management, following Microsoft internal sales methodology. You will build a rhythm of business to ensure sales execution with partners in collaboration with internal teams at Microsoft. You will coach teams through resolving blockers to accelerate sales and act as the escalation point for complex situations.

6. Market Insight and Business Opportunity

• You will lead and challenge your team to identify top opportunities to pursue with partners incorporating your expertise, market insights, and deep knowledge of the competitive landscape ensuring your teams position Microsoft as the industry leader.

7. Career Development

• You will be focused on the development of your team, leveraging resources to help employees grow skillsets, encourage mentorship, and support their career interests. You will be an expert at workforce development, and succession planning, identifying growth opportunities, building development plans with direct reports, and conducting development discussions.