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Dedicated to one of the fastest growing customer segments, the Small, Medium, Corporate (SMC) and Digital Sales organization is on pace to be Microsoft's next $100 billion-dollar business - this is where you come in. In SMC+DS, we have set out with the purpose of empowering our customers through the unique value of the Microsoft cloud by building a globally led, digital-first scale organization aligned with partners.

The SMC+DS helps organisations accelerate their adoption of Microsoft’s technologies through an agile and digital first engagement model, and scaling through our robust Channel and Partner ecosystem. From innovative startups to hundred-year-old household names, SMB+DS has the breadth and depth for innovation in every scenario across the world.

As part of the SMC+DS organisation, you will build and develop a team of people who help our partner ecosystem in growing the usage of their existing customers and accelerating their time to business value.

You will also have an opportunity to work cross-collaboratively while living our shared SMC+DS Culture priorities: Diversity and Inclusivity, Wellbeing, Sustainability, and Learning. If you have been described as customer obsessed and have a passion for digital-first solutions, we invite you to learn more about the SMC+DS organization and the value we deliver to our customers, partners, and one another, every day. 

Responsibilities

The Azure Success Manager (“ASM”) organisation is accountable for:

• Helping partners develop and adopt capabilities which drive high quality, customer centric usage of Azure

• Supporting partners to expand their relationships with their own customers by driving adjacent and next-logical workload adoption

• Increased acceleration of time-to-value for customers through the use of reusable collateral delivered for and by the partner ecosystem

• Supporting and coaching the implementation of Customer Lifecycle Management strategies to maintain a baseline, reduce churn, and develop customers – all delivered through partners.

This requires continuous innovation and evolution of our sales engagement strategy, while remaining focussed on the customer and partner needs.

To be successful as a leader in this organisation, you must have a deep understanding of the local market, customer success lifecycle management and up-sell/cross-sell motions across services/products and the respective routes to market. Your organisation represents a v-team of key business partners from the partner, sales, technical implementation, and sales operations teams, driving Azure consumption revenue indirectly through the building and development of customer success behaviours among key partners to help them invest accordingly to address customer needs and accelerate their digital transformation.

The ASM Manager themselves focus on:

People Management and Talent

• Managers deliver 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.

Organisational Development

• Coaches team to create and nurture capabilities in a portfolio of partners, serving as an expert source for those partners in developing their capailbities aligned to Consumption Maturity.

• Develops and contributes to reporting which highlights the impact of the team and function

• Developments partner assignment and selection strategy for the team, and coaches team on how to develop cadences, set expectations for the partnership, and establish and work towards key partner outcomes and goals.

• Builds processes and best practices to help the team better understand the partner experience, and ensures the team stays up to date on new and relevant information to help anticipate and capture new partner needs in growth.

• Coaches team members on how to target partner decision-makers and influence key internal/external stakeholders. Synthesizes insights from the team to identify widespread patterns and develops emerging business strategies for the organization.

• Embody our culture and values

Partner and Segment Strategy Development and Ownership

• Contribute to global initatives by utilising existing and developing on top of best practices for partner acceleration

• Champions and coaches programmatic execution and adoption of programmes to accelerate time-to-business value

• Act as an escalation point for challenging situations around initiative landing or customer retention for partners

• Accountable owner for the Growth motion for Azure partners covered by the members of the team

Qualifications

Required/Minimum Qualifications

• Bachelor’s Degree in Sales, Change Management, Information Technology (IT), Business, or a related field AND 8+ years experience in a global business environment, customer/partner engagement, cloud-based solutions, sales, account management, project management, customer relationship management, IT Services

• OR equivalent experience.

Additional or Preferred Qualifications

• Bachelor’s Degree in Sales, Change Management, Information Technology (IT), Business, or a related field AND 12+ years experience in a global business environment, customer/partner engagement, cloud-based solutions, sales, account management, project management, customer relationship management, IT Services

• OR equivalent experience.

• 7+ years people management experience.

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) .