Job Category: Services & Consulting
Location: Redmond, WA, US
Job ID: 841845-122960
Division: Services & Support
Description
The Services Partner Director (SPD) is the primary Microsoft Consulting Services (MCS)
touchpoint to assigned Global Systems Integrator (SI) and/or Independent Software Vendor (ISV) alliance partners. The SPD is responsible for alliance strategy and the orchestration of effective planning and execution of joint initiatives with their assigned Alliance Partner(s).
In this role as the SPD, you will work with IBM Global Services to develop global, Services-based Alliance partner plans and will coordinate with the field Services Partner Leads (SPL) and other MCS field roles to engage field teams in account planning, customer engagement coordination and Partner Solution/Business Planning (PSP/PBP).
You will work closely with the Enterprise Partner Group (EPG) IBM Global Alliance manager to ensure the Alliance partner, Microsoft account teams and MCS counterparts are well-orchestrated in opportunity identification and account management approach. In addition, you will collaborate with the Server & Tools Division on IBM-related work streams for account penetration, market development and cross-team initiatives.
As SPD, you will also proactively manage the partner’s services organization interaction with MCS (at both global and field levels) and will assist in minimizing/mitigating escalations, helping to address pre-sales support requests and developing/communicating a deeper understanding of the services capabilities of the IBM GS. You will act as the advocate/champion for IBM GS within MCS and communicate the vision, strategy and execution plans for joint go-to-market initiatives within Services. To better support the Alliance partner relationship, you will also work with IBM’s assigned Services Executive Sponsor (most likely, the CVP of Enterprise Services) to ensure overall strategic alignment, report progress and flag concerns/escalations to the executive team. You will assess field and partner capacity and orchestrate "landing" of joint initiatives in the field.
Finally, you will represent, to the Alliance partner, the other Services' support and enablement programs (Premier Support, Practice Accelerator, MSPA, MCS solutions offerings, etc.) to ensure the Alliance partner is taking full advantage of Services offerings.
Deliverables, Tasks and Success Criteria
Deliverable #1: MCS Partnering Strategy with Alliance
Key Success Criteria:
¨ The SPD is a key stakeholder in the development of EPG led Partner Business Plans. (PBPs) and Partner Solution Plans (PSPs).
¨ The SPD is accountable for business results with the Partner(s) and their satisfaction with MCS Alliance relationship.
Key Tasks:
¨ Work with ESPG GM, and other stakeholders, to develop a global partner strategy for IBM Global Services with MCS
¨ Work with EPG alliance manager to identify relevant contacts in partner organizations and determine contact frequency, mapping to Microsoft counterparts and relationship strategies.
¨ Map MCS and partner target account lists to identify potential target customers.
¨ Set mutually agreed upon goals between the Partner's and Microsoft's Services organizations as part of Alliance agreement or PBP/PSP process and measure results against mutual goals.
¨ Help partners remain up-to-date on MCS service offerings and solutions
¨ Validate and optimize Microsoft Services role globally and look for synergistic opportunities to grow market share together.
¨ Work with Microsoft BG's, as necessary, to drive contractual arrangements related to Services into any Alliance go-to-market initiatives
Deliverable #2: Trusted Partner Relationships and reduced conflict with MCS
Key Success Criteria:
¨ The SPD is the liaison between IBM GS and MCS, helping IBM to understand the value Microsoft Services can bring to their success.
¨ Services team members understand what individual partners can and cannot contribute.
¨ Increase satisfaction of Partner with MCS
Key Tasks:
¨ Communicate the Microsoft Services value proposition and partner engagement model to partners.
¨ Act as a partner advocate within MS Services for all partner interests, goals and objectives.
¨ Establish process and make local area connections, as needed, to facilitate joint or separate bidding on customer engagements.
¨ Foster executive relationships between Microsoft Services and partner management teams.
Deliverable #3: Microsoft Services and Partner Team Orchestration
Key Success Criteria:
¨ Effective MCS participation and follow through on joint Microsoft and partner opportunity planning sessions conducted by EPG.
¨ Joint pipeline review meetings and regular solution information exchanges.
¨ Joint executive briefings are held.
Key Tasks:
¨ Articulate partners’ value propositions to MCS field stakeholders and orchestrate field "landing" of joint Alliance initiatives.
¨ Establish and maintain "rhythm of the business" between Alliance partner services team and MCS sponsors to regularly review goals/metrics.
¨ Capture and convey, as appropriate, Alliance relationship 'best practices' and customer wins to maximize organizational learning.
¨ Jointly, with EPG PAM, hold Microsoft/MCS accountable to keeping commitments made to partners.
¨ Respond to, escalate and manage partner/customer conflicts with MCS.
Deliverable #4: Orchestrate "landing" of joint initiatives in the field.
Key success criteria:
¨ Assess field/partner capacity across Areas to facilitate "landing" of alliance initiatives from capacity planning, financial and general orchestration perspective.
¨ Ensure alignment with field to maximize 'last mile' execution of global initiatives
Key Tasks:
¨ Engage key field stakeholders to review execution plans, identify target accounts and manage field/partner escalations related to the Alliance
¨ Articulate partners’ value propositions and the value of the Alliances to MCS field stakeholders and orchestrate field "landing" of joint Alliance initiatives
¨ Establish and maintain "rhythm of the business" between Alliance partner services team and Services' field teams responsible for execution - Area Sales Leads, Service Line Managers, Services Partner Leads
Results - What business results is this role accountable for?
1. Joint Partner Wins (JPW) with assigned partners measured by number of joint partner wins and the associated MCS revenue
2. Improved Partner satisfaction with MCS
3. Excellence in coordination and communication of alliance strategy and planning with all relevant stakeholders to ensure alignment across the business
Critical success factors for the role include:
¨ 10+ years driving success working with customers and enabling services partners, such as SI/ ISV organizations in the technology industry
¨ Ideally, some experience with IBM as a former employee or alliance management relationship
¨ Solid understanding of Microsoft products and services, especially in the context of the partner ecosystem
¨ Exceptional program management ability, strong attention to detail, and cross-organizational collaboration skills in order to work effectively and scale across multiple groups and projects
¨ Organizational confidence at all levels - experience and confidence in leading, shaping and/or performing in team goals, metrics, programs, initiatives, and priorities
¨ Proven ability to develop and execute strategic business and partner planning initiatives to mutually beneficial and optimized results
¨ Outstanding executive presence and presentation skills are a must
¨ Commitment to travel, internationally, as required, perhaps up to 30 %
If you find this opportunity to be compelling and can demonstrate your ability to excel as the Services Partner Director, we would like to explore the possibilities with you!
SS:WWMS
ESAC:JD
Nearest Major Market: Seattle
Nearest Secondary Market: Bellevue
Job Segments: Consulting, Consultant, Manager, Program Manager, Contract, Management, Technology
Location: Redmond, WA, US
Job ID: 841845-122960
Division: Services & Support
Description
The Services Partner Director (SPD) is the primary Microsoft Consulting Services (MCS)
touchpoint to assigned Global Systems Integrator (SI) and/or Independent Software Vendor (ISV) alliance partners. The SPD is responsible for alliance strategy and the orchestration of effective planning and execution of joint initiatives with their assigned Alliance Partner(s).
In this role as the SPD, you will work with IBM Global Services to develop global, Services-based Alliance partner plans and will coordinate with the field Services Partner Leads (SPL) and other MCS field roles to engage field teams in account planning, customer engagement coordination and Partner Solution/Business Planning (PSP/PBP).
You will work closely with the Enterprise Partner Group (EPG) IBM Global Alliance manager to ensure the Alliance partner, Microsoft account teams and MCS counterparts are well-orchestrated in opportunity identification and account management approach. In addition, you will collaborate with the Server & Tools Division on IBM-related work streams for account penetration, market development and cross-team initiatives.
As SPD, you will also proactively manage the partner’s services organization interaction with MCS (at both global and field levels) and will assist in minimizing/mitigating escalations, helping to address pre-sales support requests and developing/communicating a deeper understanding of the services capabilities of the IBM GS. You will act as the advocate/champion for IBM GS within MCS and communicate the vision, strategy and execution plans for joint go-to-market initiatives within Services. To better support the Alliance partner relationship, you will also work with IBM’s assigned Services Executive Sponsor (most likely, the CVP of Enterprise Services) to ensure overall strategic alignment, report progress and flag concerns/escalations to the executive team. You will assess field and partner capacity and orchestrate "landing" of joint initiatives in the field.
Finally, you will represent, to the Alliance partner, the other Services' support and enablement programs (Premier Support, Practice Accelerator, MSPA, MCS solutions offerings, etc.) to ensure the Alliance partner is taking full advantage of Services offerings.
Deliverables, Tasks and Success Criteria
Deliverable #1: MCS Partnering Strategy with Alliance
Key Success Criteria:
¨ The SPD is a key stakeholder in the development of EPG led Partner Business Plans. (PBPs) and Partner Solution Plans (PSPs).
¨ The SPD is accountable for business results with the Partner(s) and their satisfaction with MCS Alliance relationship.
Key Tasks:
¨ Work with ESPG GM, and other stakeholders, to develop a global partner strategy for IBM Global Services with MCS
¨ Work with EPG alliance manager to identify relevant contacts in partner organizations and determine contact frequency, mapping to Microsoft counterparts and relationship strategies.
¨ Map MCS and partner target account lists to identify potential target customers.
¨ Set mutually agreed upon goals between the Partner's and Microsoft's Services organizations as part of Alliance agreement or PBP/PSP process and measure results against mutual goals.
¨ Help partners remain up-to-date on MCS service offerings and solutions
¨ Validate and optimize Microsoft Services role globally and look for synergistic opportunities to grow market share together.
¨ Work with Microsoft BG's, as necessary, to drive contractual arrangements related to Services into any Alliance go-to-market initiatives
Deliverable #2: Trusted Partner Relationships and reduced conflict with MCS
Key Success Criteria:
¨ The SPD is the liaison between IBM GS and MCS, helping IBM to understand the value Microsoft Services can bring to their success.
¨ Services team members understand what individual partners can and cannot contribute.
¨ Increase satisfaction of Partner with MCS
Key Tasks:
¨ Communicate the Microsoft Services value proposition and partner engagement model to partners.
¨ Act as a partner advocate within MS Services for all partner interests, goals and objectives.
¨ Establish process and make local area connections, as needed, to facilitate joint or separate bidding on customer engagements.
¨ Foster executive relationships between Microsoft Services and partner management teams.
Deliverable #3: Microsoft Services and Partner Team Orchestration
Key Success Criteria:
¨ Effective MCS participation and follow through on joint Microsoft and partner opportunity planning sessions conducted by EPG.
¨ Joint pipeline review meetings and regular solution information exchanges.
¨ Joint executive briefings are held.
Key Tasks:
¨ Articulate partners’ value propositions to MCS field stakeholders and orchestrate field "landing" of joint Alliance initiatives.
¨ Establish and maintain "rhythm of the business" between Alliance partner services team and MCS sponsors to regularly review goals/metrics.
¨ Capture and convey, as appropriate, Alliance relationship 'best practices' and customer wins to maximize organizational learning.
¨ Jointly, with EPG PAM, hold Microsoft/MCS accountable to keeping commitments made to partners.
¨ Respond to, escalate and manage partner/customer conflicts with MCS.
Deliverable #4: Orchestrate "landing" of joint initiatives in the field.
Key success criteria:
¨ Assess field/partner capacity across Areas to facilitate "landing" of alliance initiatives from capacity planning, financial and general orchestration perspective.
¨ Ensure alignment with field to maximize 'last mile' execution of global initiatives
Key Tasks:
¨ Engage key field stakeholders to review execution plans, identify target accounts and manage field/partner escalations related to the Alliance
¨ Articulate partners’ value propositions and the value of the Alliances to MCS field stakeholders and orchestrate field "landing" of joint Alliance initiatives
¨ Establish and maintain "rhythm of the business" between Alliance partner services team and Services' field teams responsible for execution - Area Sales Leads, Service Line Managers, Services Partner Leads
Results - What business results is this role accountable for?
1. Joint Partner Wins (JPW) with assigned partners measured by number of joint partner wins and the associated MCS revenue
2. Improved Partner satisfaction with MCS
3. Excellence in coordination and communication of alliance strategy and planning with all relevant stakeholders to ensure alignment across the business
Critical success factors for the role include:
¨ 10+ years driving success working with customers and enabling services partners, such as SI/ ISV organizations in the technology industry
¨ Ideally, some experience with IBM as a former employee or alliance management relationship
¨ Solid understanding of Microsoft products and services, especially in the context of the partner ecosystem
¨ Exceptional program management ability, strong attention to detail, and cross-organizational collaboration skills in order to work effectively and scale across multiple groups and projects
¨ Organizational confidence at all levels - experience and confidence in leading, shaping and/or performing in team goals, metrics, programs, initiatives, and priorities
¨ Proven ability to develop and execute strategic business and partner planning initiatives to mutually beneficial and optimized results
¨ Outstanding executive presence and presentation skills are a must
¨ Commitment to travel, internationally, as required, perhaps up to 30 %
If you find this opportunity to be compelling and can demonstrate your ability to excel as the Services Partner Director, we would like to explore the possibilities with you!
SS:WWMS
ESAC:JD
Nearest Major Market: Seattle
Nearest Secondary Market: Bellevue
Job Segments: Consulting, Consultant, Manager, Program Manager, Contract, Management, Technology
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