Microsoft

ISV Breadth Partner Leader

Microsoft

September 14, 2021

ISV Breadth Partner Leader
Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission to life and it is the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud adoption for customers, partners and Microsoft. The ISV ecosystem is at the center of this evolution and our team that leads this area of the business embodies a culture of diversity, growth, and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.
This role is a unique leadership opportunity to shape the direction of the world’s largest strategic software partner ecosystem across Microsoft’s breadth partner channels. As the Breadth ISV Partner Leader, you will have the opportunity to drive one of the fastest growing businesses at Microsoft that is at the leading edge of the shift to cloud services and digital transformation. This senior leader represents Microsoft’s ISV strategy to the Partner ecosystem broadly, our ISV s directly, our field teams and our corporate stakeholders.
The ISV Breadth Partner Leader is an influential role within the Microsoft Customer and Partner Solutions (MCAPS) organization and across Microsoft. The charter of the Breadth ISV Partner Leader and their team is to partner across Microsoft to develop and advance Microsoft’s breadth partner strategy and drive engagement, solution development, and commercial growth across our breadth ISVs ecosystem globally. The Breadth ISV Partner Leader provides strategic leadership to build the right breadth partner strategy and engagement process to increase breadth capacity and capabilities from within the existing ecosystem and through the recruitment of new partners aligned with the strategic needs of this partner category.
The Breadth ISV Partner Leader is responsible for accelerating our partners’ transformation to the Microsoft Cloud and to evangelize and distinguish Microsoft cloud from other cloud providers. They must be a transformational leader who thinks ahead, leads from the front, and seeks out ways to disrupt markets with new breadth business practices, services and solutions that re-imagine the way business is transacted. Responsibilities
Direct Accountability for Microsoft’s Breadth ISV Partner Revenue Numbers:
  • Partner closely with Marketing, Engineering, Segment, and field teams to deliver against quarterly revenue accountability.
  • Identify opportunities to invest and/or opportunities to implement course correction to exceed revenue targets.

Breadth
Partner Strategy:
  • Set strategy on how the ISV and MCAPS organizations will provide engagement, expertise, and resources to meet breadth ISV Partner’s technology and commercialization needs and help grow their business and customer reach.
  • Lead and execute the breadth ISV partner engagement, business growth strategy, and overall partner performance (across technical, sales, go-to-market) for all breadth ISV partners across our Solution Areas and Strategic ISVs WW.
  • Provide leadership and breadth ISV voice to the programs, tools and processes required to support ISV growth through high scale, digital engines. Build business cases and secure investments with clear ROI.
  • Lead the breadth ISV Partner Revenue, Co-Sell, Customer Acquisition, Consumption, and Usage contribution to Microsoft globally, in addition to the overall ISV Partners satisfaction and success.
  • Engage, influence, and partner with leadership across Marketplace, Global Demand Center, Engineering, Marketing, Sales, and other partner organizations across Microsoft to supplement the breadth ISV vision and strategy.

Business Leadership:
  • Make business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management) to grow Microsoft business and impact across the ISV partner portfolio.
  • Ensure excellence in execution of GTM and co-sell strategies with partners and sales and scorecard KPI’s are always met and shared accountability between their PDM teams and other technical, sales, marketing and service teams are clear, agreed and exceeded.
  • Design and lead global performance discussion building a consistent WW rhythm across the GPS ISV Teams and reporting back in to and through corporate stakeholders.
  • Influence leadership across Microsoft to align strategy and resources to help the team achieve targets as measured by revenue, consumption/usage, solution-build, skilling and partner satisfaction.
  • Effectively land ISV’s into Go to Market and Sell Execution categories directly supporting breadth growth at scale (quarterly webinars digital comms, social, etc.). Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Collaborates with internal teams to take advantage of opportunities that are aligned with competitive intelligence and Microsoft's goals.

Team Leadership
& People Management:
  • Lead a global team of subsidiary Breadth ISV Leaders and influence their counterparts in other organizations to invest deeply in this partner segment.
  • Recruit, retain, and manage a world-class team that will transform and grow partners’ businesses in the Microsoft cloud and guide partners to build Microsoft solutions and services aligned with market opportunities.
  • Oversee and be responsible for team commitments.
  • Ensure clarity of your direct reports’ roles and that every PDM has a growth and development plan; perform and through a regular rhythm of connection, track progress and coach PDMs to achieve their growth and career aspirations.
  • Develop a high-performing team by hiring diverse talent, demonstrate inclusiveness, inspire a growth mindset, and lead by example.
Qualifications
Experience in partner strategy, alliance management, enterprise sales, channels, and marketing is required. Effective people management, business management, and communication skills are critical. The ability to write and present complex ideas and concepts to a wide range and size of audiences, from CVP to CEO level, is a must.

  • Deep understanding of SMB-to-Enterprise partner business models, industry and competition, digital transformation drivers, cloud platforms, emerging computing trends and their impact on the partner eco-system.
  • 15+ years of related experience in Global, Area level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, Cloud/Infrastructure technologies.
  • Proven track record of building deep business relationships with CEO’s, CIO’s, CTO’s, CXOs
  • Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
  • Extensive experience of managing people and virtual teams across functions and geographies
  • Inclusive and collaborative - driving teamwork, diversity, and cross-team alignment
  • Able to motivate teams and manage complex people dynamics.
  • Working knowledge of enterprise software management practices, including selection, deployment, and management processes.
  • Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on Software and Services partners and their customers.
  • Exceptional decision-making, conflict resolution, problem solving and negotiation skills.
  • BS/BA degree required.
  • MBA or equivalent experience a plus.

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