Partner Solution Sales

Description du poste:

The ISV Partner Solution Seller (ISV PSS) is accountable for driving partner-led growth and customer impact by landing strategic deals, accelerating Microsoft Azure Consumption Commitment (MACC) impact, and mainstreaming Marketplace transacts through co-sell execution with Independent Software Vendors (ISVs).

This role is customer-facing and deal-centric, focused on sales execution with partners, and bridging the ISV value proposition with Microsoft's enterprise customers. The ISV PSS is the revenue driver for our ISV co-sell motions in the Netherlands and plays a pivotal role in building strategic alignment between ISVs and Microsoft field sellers (ATU/STU), bringing innovation, AI capabilities, and solution relevance to our customers.

1. Sales Execution and Revenue Growth

* Drive MACC consumption via co-sell opportunities and private offers in Microsoft commercial marketplace (MCP).
* Lead deal orchestration with ISVs that are MACC contributing, AI-led, and tied to strategic industry plays.
* Build pipeline of partner-influenced opportunities in alignment with industry and solution area priorities.
* Drive transformational deals with long-term revenue impact and multiyear customer commitments.

2. Field & Partner Alignment

* Work closely with Microsoft ATU/STU account teams to identify, shape, and close co-sell opportunities with ISVs.
* Influence internal sales culture to activate the right partner at the right time and drive adoption of partner-led motions.
* Ensure partner relevance to customer needs, leveraging the ISV's tech roadmap and differentiators.
* Help field teams understand and unlock the value of ISVs through concrete playbooks, planning, and customer engagement support.

3. Marketplace and Sales Innovation

* Accelerate Marketplace Billed Sales (MBS) by coaching ISVs and field teams on private offers, listings, and transactable catalog readiness.
* Partner with ISVs to optimize pricing, licensing, and GTM strategies that drive Marketplace success.
* Support programs and governance to forecast PRACR (Partner Reported ACR) and align with Microsoft's cloud growth goals.

4. Leadership and Influence

* Coach ISVs to move from reactive engagement to proactive sales origination, scaling impact across verticals and geographies.
* Influence ISV executives (CEO/CRO/CTO) to align on strategic go-to-market priorities, product roadmap relevance, and co-innovation with Microsoft.
* Contribute to internal rhythms (e.g., QRP, MACC Governance Boards, Deal Reviews) with insights, pipeline, and deal progress.

Key Success Measures

* MACC Decrement & ACR: Net new revenue growth through MACC deals with ISVs.
* Marketplace Billed Revenue (MBS): Volume and value of billed sales through Marketplace private offers.
* Pipeline Contribution: Value and velocity of co-sell opportunities with ISVs in key accounts.
* Strategic Deal Impact: # of multiyear, strategic deals with long-term Azure and AI value.
* Field Engagement: Demonstrated partner activation across ATU/STU and account planning cycles

Profil requis du candidat:

Required:

* Sales experience in cloud/tech, with deep understanding of software sales and partner ecosystems.
* Strong executive presence and ability to influence C-level decision makers, both internally and externally.
* Proven experience in driving multi-party deal cycles (partner, Microsoft, customer) in complex environments.
* Understanding of Microsoft Azure, AI platforms, and the commercial marketplace.
* Track record of delivering sales impact in a partner-led or co-sell model.

Preferred:

* Familiarity with MACC, PRACR, and Microsoft commerce platforms.
* Background in working with ISVs in industry-specific or AI-driven solutions.
* Ability to navigate across partner types-ISVs, SIs, DNs-to bring integrated value to customers.
* Passion for sales excellence, partner growth, and accelerating innovation at scale.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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