GM & Americas Microsoft Partnership Lead

Salt is partnering with a leading global IT Services and IT Consulting firm to hire a General Manager & North American Partnership Lead for the Microsoft alliance.

To be a successful leader in this firm, you will need to:

• Understand the Business – you know the business inside and out and have the critical technical and functional skills needed to do the job.
• Make Complex Decisions – you are able to solve the toughest and most complex of problems in an ever-evolving tech ecosystem; you’re able to extrapolate meaning from all the data that is available; you add your personal wisdom and experience to come to the best conclusion and solution, given any situation.
• Act with Integrity – you are an individual of high integrity and character; you are consistent and act with clear core set of values and beliefs; is direct and transparent while keeping and maintaining confidences.
• Be open and receptive – you are an active listener with an easy attitude and a positive sense of humor; you deal calmly with stress and give people a chance to catch up.
• Manage diverse relationships – able to relate and collaborate with a wide variety of diverse stakeholders; a builder of diverse networks and quick to find common ground; treat differences fairly and equitably and everyone as a preferred customer.
• Bring organizational savviness – Maneuver well to get things done; knows where to go/who to talk to/how to get buy-in for your needs; politically aware and agile; able to present your opinions thoughtfully and strategically.
• Be Resilient – fearlessly tackles any issue or challenge; comfortable confronting and working through conflict; energized by complex challenges; unafraid to make decisive choices take tough action; a challenger of the status quo.

The role + responsibilities:

• Create, manage, and deliver upon an ambitious hyper growth plan for the firm’s Microsoft alliance
• Possess intimate knowledge of Microsoft’s offerings, road-maps, competitive strategies, organizational structure, and workings, while moving the current relationships upstream
• Build trust and a stronger relationship between the firm and Microsoft, based on joint success in the market and the ability to carve out unique & creative value propositions together
• Ultimately create a “preferred partner” positioning for the firm with Microsoft’s leadership and sales teams
• Draw upon a deep understanding of complex market dynamics to identify and drive solutions with Microsoft for clients
• Develop and leverage one’s domain expertise and network within Microsoft to gain market intelligence and stay abreast of upcoming changes, strategic shifts, etc.
• Structure appropriate partner models to achieve mutually beneficial business results and drive execution of related partnership agreements
• Secure the necessary internal and external stakeholder support across functional disciplines
• Collaborate with sales leaders and practice teams to drive Microsoft opportunities that add value to the firm’s customers

Develop, Drive & Lead the GTM Strategy for the Microsoft Alliance in the Americas

• Develop and drive the annual Go-To-Market strategy for the Microsoft Alliance with senior leadership
• Work with Microsoft to define and execute GTM programs like joint roadshows, campaigns, and co-developed solutions for revenue generation
• Identify current trends in the market and develop themes that leverage the Microsoft business
• Co-create services which can act as market differentiator to seize new opportunities and market share
• Shape the value proposition through development of case studies, points of view, proofs of concept and other collateral to showcase the business benefits
• Facilitate client workshops to identify new opportunity spaces, ideate on new solutions, and develop new capabilities
• Serve as a domain expert for Microsoft’s capabilities across the company’s strategic accounts, proactively sharing best practices and mentoring/advising on solutions
• Identify specific customer segments and industry verticals to approach with a joint value proposition
• Ensure effective partner engagement across broad areas, geographies, and business/ market segments
• Manage partner escalations, potential risks or early warning signs and drive issue resolution effectively
• Present business reviews to the management team regarding progress and roadblocks to expand the firm’s industry reach
• Openly embrace and capitalize on the winning practices of other units to drive continuous improvement in the partnership management process

Your background + experience:

• 15+ years of technology and/or services alliance experience with a demonstrable track record of delivering results, growing one’s portfolio, and creating client impact in the market
• MUST BE a large deal maker.
• Microsoft Product line experience + Financial Industry background required
• Create, manage, and deliver upon an ambitious hyper growth plan for the firm’s Microsoft business
• Accustomed to developing a differentiated business strategy, working closely with marquee ecosystem partners, and consistently meeting revenue, profitability, client and customer satisfaction targets
• Brings a deep customer-centric approach and a proven track record of operating at the C-suite + executive management levels within the client base
• Strong domain knowledge in the Microsoft ecosystem, current solution portfolio, future strategy, etc.
• Strategic mind-set, can quickly assimilate the scale & complexity and challenge the status-quo to deliver efficiencies
• You are an independent, dynamic, high-energy personality with strong interpersonal, influencing and relationship skills
• Adept at managing relationships with customers and other internal/external stakeholders
• Ability to build, develop and retain a world class team

Salt is acting as an Employment Agency in relation to this vacancy.