Director, Americas Hybrid Cloud Providers Channel - Microsoft Corporation

The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people and organizations to achieve more. GPS encompasses the following strategic partner channels: Distributors, Scale Partners, Hybrid Cloud Providers (HCP), and Telcos. Our GPS Partner Solution Sales Specialists develop and execute specialized sales and territory plans for assigned partners to drive sales through both partner-led and co- sell strategies. In this role as the **Director, Americas Hybrid Cloud Providers (HCP) Channel** you will manage the overall execution of driving and growing Azure market share across Americas GPS Channel segment through the Data Center Optimization (DCO) program. You will leverage your experience and skillset to drive Hybrid Cloud Provider recruitment by identifying strengths, gaps, and cloud services growth aspirations. As the Director, Americas HCP Channel, you will be instrumental in accelerating the transformation of our Americas Channels Hybrid Cloud Provider ecosystem for Azure products, services, and licensing. Leveraging your expertise and knowledge of Cloud Solution Providers (CSP) & Azure, you will be a primary HCP channel advocate working across both field leadership, Microsoft product, marketing & business planning to influence and shape the value proposition of the DCO program & umbrella of value-added incentives that will drive HCP's decision to transform their business through DCO with Azure. You will bring your work ethic, positive energy, and passion to foster profound growth and change within our DCO program, and you will have the opportunity to leverage your inspirational leadership, deep technology industry knowledge, market insights, and expert understanding of the Data Center business to drive and grow azure revenue for HCP ecosystem. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building trusted relationships in the C-Suite and collaborating across multiple internal stakeholders. 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. **Responsibilities** + Develop and implement Data Center Optimization (DCO) solution plays based on partner persona's that will drive scale orchestration and acceleration that aligns across corporate and Americas GPS Channels business objectives and growth priorities. + Facilitates and leads internal communication and collaboration to identifying resources, removing barriers, and addressing program-related issues and risks, escalating as needed to ensure orchestration strategy is tracking toward commitments and goals. + Continually monitor program progress and areas for improvement. Establish Rhythm of Business to report on key metric performance, ensure partner success and Incremental goals. + Address program-related issues and risks, escalating as needed to ensure strategy is tracking toward commitments and goals. + Engage with senior leadership, Partner Business Development Managers & Technical Managers to ensure program alignment, joint success and opportunity targeting. + Leverage proven DCO Americas success, best practices, targeting, engagement and tooling to build sales execution that is repeatable, scalable and an investable growth engine. + Foster continuous improvement and innovation flywheel within the program to maximize cost efficiencies and increase ROI. + Identify partner recruit and sales opportunities?within?Microsoft owned data?about the partner population and individual partners to drive targeted campaigns and partner recruit delivering partner engagement in DCO. + Collaborate and partner closely?with DCO Center of Excellence (COE), Microsoft Business Planning, Azure Marketing, Sales Enablement & Operations and GPS teams on go to market opportunities and execution to accelerate DCO engagement and provide field expertise to shape the future of partner programs. + Ability to interact with Business and Technical leadership partners with varying conversations ranging from level 100 to 300 in both Azure and the Hosting/Managed Services/Telco industry. + Partner closely with PDM managers to build knowledge of the DCO methodology and how to successfully build and scale agreements that achieve and or exceed Microsoft's Azure CSP growth targets while attainable for the partner. + Collaborate with Licensing resources to drive Services Provider License Agreements (SPLA) to Azure Commitments while taking a train-the-trainer approach to share knowledge and build scale. + Provide guidance to DCO resources to continue to accelerate growth and transformation within those partner ecosystems. + Embody Microsoft Culture and Values , contributing to organizational health in the areas of trust, inclusion. diversity and delivering success through empowerment and accountability by: + Modeling - Live our culture; Embody our values; Practice our leadership principles. + Coaching - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn. + Caring - Attract and retain great people; understand individual's capabilities and aspirations; Invest in the growth of others **Qualifications** **Required/Minimum Qualifications** + Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience + OR equivalent experience. + 2+ years people management experience. + 5+ years of enterprise sales experience, building, managing, and growing technology partner ecosystem sales programs and organizations **Additional or Preferred Qualifications** + Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience + OR equivalent experience. + 5+ years people management experience. + Suitable blend of business acumen and technical expertise with ability to be comfortable interacting with C-level business decision makers in parallel with Solution Architects and Technical Managers to advance Azure conversations. + Experience influencing and supporting datacenter migrations to hyperscale clouds through partner channel. + Experience with Microsoft licensing, license compliance & CSP incentive programs and how they line up across the industry and competitive landscape of hyperscale and private cloud solutions. + Experience working across the MSP, Telco, Hybrid Cloud Service Provider ecosystem. + 5+ years of experience working in a direct sales role and deep knowledge of Microsoft Enterprise Sales. + Experience with the Microsoft CSP programs Partner Development Management M5 - The typical base pay range for this role across the U.S. is USD $130,000 - $217,600 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $168,600 - $237,500 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay Microsoft will accept applications for the role until October 9, 2024. 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 requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .