Understand the Gibraltar portfolio as it relates to the core Microsoft solutions
Incorporate the Microsoft portfolio into Gibraltar’s sales motion
Drive Gibraltar Solutions visibility within the Microsoft eco-system
Develop an end-to-end business plan for how we engage with and drive sales through our Microsoft partnership
Understand and work with the sales team on how they will attain their goals and which solutions are needed to achieve those goals
Educate team on pricing, tools, and other partner support mechanisms
Ensure the technical services organization is aligned with the Microsoft partner technical requirements
Measures progress to the plan/objectives
Escalate and resolves issues through the partner or sales team
Qualifications
This role is focused on activities to drive continued growth across Gibraltar Solutions’ portfolio. This individual will:
Have strong business acumen and have worked with the Microsoft Partner Network in the past
Have existing relationships with the Microsoft Partner Network to leverage the business plans
Lead the creation of a strategic vision rooted to the Microsoft partnership impact and potential across strategic segments
Lead campaigns with the marketing team and oversees planning, and campaign tactics, as well as, targets are clear and that actions and accountabilities are routinely followed up
Demonstrate an expert understanding of the pertinent Microsoft segments and convey the value of partnering with Gibraltar based on the business opportunity
Responsible for establishing new market partnerships and connections to support a full solution
Build and execute on programmatic GTM campaigns across the pertinent Microsoft business segments
Improve Gibraltar Solutions’ positioning and recognition in the Microsoft network by mapping, developing partnership opportunities and developing and executing business plans to identify and reach target opportunities
Advise sales team and leadership on building a high-impact Microsoft Services practice
Develop and execute strategic Microsoft Partner business plans that grow business and promote/align with Gibraltar Solutions offerings
Help lead the integration of skills, capability, and capacity plans for the business
Drives a learning culture working with sales and technical trainings and bootcamps to increase Gibraltar’s capabilities
What your day will look like:
Develop and present credible business cases, proposals and plans for opportunities within Microsoft eco-system and lead negotiations with key stakeholders (internal/external)
Identify and engage new technology integration, referral and value-added reseller partners and drive the relationship with our top strategic partners within the Microsoft eco-system
Design and execute go to market business plans for Microsoft Solutions
Help drive sales revenue through regular pipeline, business reviews, relationship management and alignment, and manage progress against our strategic business plan
Understand, monitor and articulate Microsoft technical requirements (certifications, accreditations and training) to the Gibraltar technical services and sales organizations to ensure alignment with the eco-system status requirements
Own strategic relationships within Microsoft to build targeted reach and extend Gibraltar’s value and visibility across their organization
Engage with Microsoft field sales and Partner Development Managers to create and drive revenue opportunities for Gibraltar Solutions
Drive Microsoft solutions, program attainment, and continuous enablement through training and go-to-market strategies for differentiation and expansion of our footprint
Support customer engagements to win customer opportunities that increase revenues
Work effectively internally across sales, finance, services, and other key stakeholders to build support for projects, while balancing internal dependencies and securing resources necessary for execution
Meet and exceed target KPI’s, goals and objectives, while staying true to our culture
Provide reports, updates and accurate forecasts related to Microsoft business
Acquire and maintain a superior understanding of Microsoft and Gibraltar Solutions as they relate to our current and future business objectives
About You
You have a minimum of 5 years of experience working with and managing a Microsoft Partner relationship
You are highly motivated and flourish in a fast-paced, dynamic environment
You have a minimum of 5 years of experience selling B2B and MSP solutions
You are comfortable in a fast-paced rapidly evolving team, organization and market
