Industry Partner Sales Lead - Professional Services Industry

Scope & Key Responsibilities

Scope is organized around the three strategic pillars that define the Industry Partner Sales Lead role:

Pillar 1 - Pipeline & Co-Sell (60%)

• Drive high-value inbound pipeline (Stages 1-3) at the opportunity level, in partnership with Account Team Unit (ATU) and Specialist Team Unit (STU).
• Reinforce activation and action on inbound pipeline from partners across ATU, STU, and Customer Success Unit (CSU) teams and opportunity for partner acceleration, renewals, or sub-industry motions.
• Craft the right sub-industry partners and partner solutions to expand outbound pipeline sharing beyond association, while driving strategic Marketplace deals and enabling sellers to execute independently at scale.
• Identify business challenges or revenue shortfalls within the OU and work with EPS to surface the right partners or create partner motions to accelerate revenue.
• Land Americas Co-Selling Microsoft Engine (ACME) co-selling motions with the OU and ensure follow-through on opportunities discussed from both seller and partner sides (ACME is owned/run by the GTM team; the Sales Lead ensures the right partners and sellers are chosen and that follow-through happens).
• Serve as the OU’s point of contact for Co-Sell Days.

Pillar 2 - OU-Partner Strategy & Planning (30%)

• Revitalize partner as a first-class objective in OU planning and strategic account planning (not a bolt-on).
• Align partner inputs and mapping to OU customer and territory planning.
• Apply an OU relevance filter to EPS initiatives before they hit the field.
• Inform OU considerations into EPS planning cycles.
• Embed partner considerations into OU planning and execution as the “EPS conscience” inside the OU.

Pillar 3 - Rhythm of Business (RoB) & EPS Navigation (10%)

• Serve as the primary EPS presence in the OU’s Rhythms of Business - take part at the leader level in MBRs, forecast calls, and pipeline reviews to represent partner contribution and partner with the OU LT to increase partner engagement.
• Participate in 1-2 RevOps meetings per month for the OU to represent partner contribution and share relevant EPS programs and levers.
• Operate as a bidirectional translator (EPS ? OU): surface field feedback and blockers back to EPS leadership to inform strategy and program design.

Critical Indicators of Success

• Partner-shared Stage 2 ? Stage 3 pipeline velocity in the assigned OU.
• Partner contribution % and trending within the OU.
• Marketplace Billed Sales and trending within the OU.
• Net new revenue opportunities generated with partners within the OU.
• Inbound co-sell pipeline coverage and conversion (Stages 1-3).
• Feedback from OU LT on the Sales Lead’s contribution to the OU business.

Other:

• Embody our company’s Culture (https://careers.microsoft.com/v2/global/en/culture) and Values (https://www.microsoft.com/en-us/about) .

• Bachelor’s Degree in Business Administration, Computer Science, Engineering, Business Management, or related field AND 6+ years related experience, including coaching solution sales and account development strategies, exceeding quotas by leading sales teams along complex sales cycles through a partner ecosystem and centralized marketing engine, Global, Area-level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, cloud/Infrastructure technologies, and/or subscription services, senior sales leadership, or managing high performance sales and technical-sales teams
• OR equivalent experience.

Additional or preferred qualifications

• 8+ years in partner, sales, or business development roles in enterprise technology.
• Working experience in PRO.
• Demonstrated success driving co-sell pipeline and partner-led opportunities at scale.
• Deep fluency in Microsoft’s commercial sales motion, ATU/STU/CSU structure, and the partner ecosystem, including but not limited to: ACME, Partner Accelerated Cloud Engineering (PACE), Partner Delivery Orchestration Center (PDOC) and Marketplace.
• Direct experience with Marketplace deal motion and complex deal orchestration.
• Proven ability to orchestrate and influence across matrixed organizations, effectively driving outcomes without direct authority.
• Effective communication and relationship-building skills, with the ability to engage and influence both sales leadership and partner executives.

Segment Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.