Partner Solution Sales (PSS) Manager - SMB

The ANZ Partner Solution Sales (PSS) Manager will be responsible for driving partner co-sell and accelerate growth to capture TAM for Modern Work, Security, Business Applications and Azure in the SMB segment, working with a selected set of partners. This role requires a dynamic leader who can foster strong partnerships, develop strategic sales plans, and lead a high-performing partner sales team to achieve sales targets.

Required/minimum qualifications:

• • 5+ years people management experience.
  • Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 6+ years core sales, channel sales, industry or solution selling, or business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 8+ years core sales, channel sales, industry or solution selling, or business development experience OR 11+ years core sales, channel sales, industry or solution selling, or business development experience.

Additional or preferred qualifications

• • 7+ years people management experience.
  • Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 9+ years core sales, channel sales, industry or solution selling, or business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 11+ years core sales, channel sales, industry or solution selling, or business development experience OR 18+ years core sales, channel sales, industry or solution selling, or business development experience.

People Management

Managers deliver success through empowerment and accountability by modelling, 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.

Develop and execute strategic sales plans: Create comprehensive Modern Work, Security, Business Applications and Azure cloud solution area sales strategies that target the SMB segment. This involves market analysis, setting sales goals, and defining clear action plans to achieve these objectives. The manager is responsible to execute a joint quarterly sales plan with partners and ROB to address performance and ensure quarterly FRA accountability.

Build and maintain impactful relationships with partners: Establish and nurture strong partnerships with key stakeholders to facilitate solution selling leveraging the respective Solution Sales Plays. This includes identifying potential partners, negotiating agreements, landing programs and collaborating on GTM initiatives to acquire new customers and drive premium upsell to higher value skus, including Security and Co-Pilot.

Monitor and manage co-sell engine development: Oversee the development and performance of the co-sell engine, ensuring that it delivers desired outcomes. Support individual contributors in their co-selling efforts, driving pipeline velocity through MCEM 1-3 and own Cloud Solution forecast accountability, and ensure that the team's activities align with broader sales objectives.

Drive Accountability based on key performance indicators (KPIs): Regularly review sales data and KPIs to make informed decisions. Maintain accountability for partner experience, ensuring that they meet or exceed established benchmarks. Enable acceleration of sales practice and utilise offers and investments to meet/exceed revenue targets and win wallet share.

Provide guidance on priorities to build revenue: Advise on the prioritization of sales activities to maximize revenue generation. This includes balancing inbound and outbound opportunities and ensuring that the team's efforts are focused on the most impactful initiatives.

Lead partner recruitment and strategy: Engage with distributors across the ANZ market to identify and recruit potential partners capable of generating significant revenue through unique solution offerings or innovative new solutions especially on Security, Co-Pilot and AI. This requires a deep understanding of the ANZ market and the ability to align partner capabilities with Microsoft's strategic goals.

Coach and mentor team members: Offer guidance and support to team members, helping them to excel in their roles. This involves setting performance expectations, providing regular feedback, and facilitating professional development opportunities to enhance the team's overall capabilities.