ANZ Enterprise Partner Sales Lead

Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs; global, regional, and local Systems Integration partners; Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions, and services to the table, powered by the Microsoft Cloud, helping customers to achieve their digital transformation goals.

Microsoft's partner ecosystem is constantly evolving, with a focus on driving growth and profitability for Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem to ensure that we have a world class ecosystem partnering with us to drive mutual customer success. Now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.

This role will lead the Australia and New Zealand Microsoft Enterprise Partner Sales (EPS) team, the commercial organisation accountable for driving Microsoft's growth and success for Enterprise customers through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.

Responsibilities

• Microsoft Business Leader – Guide teams to deliver effective partner onboarding and training, ensuring readiness and capability.
• Develop and execute local strategies to align partner capacity with Microsoft's growth objectives.
• Build and maintain trusted-advisor relationships with major global partners, including C-suite stakeholders.
• Create and oversee strategic partner business plans, integrating cloud services and innovative solutions.
• Monitor market trends and partner impact to inform business planning and drive competitive advantage.
• Ensure strategic alignment and execution of account plans, integrating key information across teams.
• Advocate for Microsoft's value proposition and address competitive threats throughout the sales lifecycle.

Partner Assessment and Qualification

• Lead recruitment and onboarding of new partners to strengthen the portfolio and maximise business opportunities.
• Share best practices on portfolio balance and partner capacity across teams.
• Leverage actionable insights to identify and qualify high-potential partners.

Partner Performance and Impact

• Guide teams and partners to build high-performing, enabled, and incentivised sales teams.
• Act as a trusted advisor in cloud sales transformation and continuous improvement.
• Champion partner advocacy and escalate urgent issues as needed.
• Orchestrate regular business reviews and co-sell rhythms to exceed targets.

Partner Sales and Consumption

• Lead complex sales campaigns and ensure alignment of offers, incentives, and marketing strategies.
• Oversee sales targets, launch excellence, and go-to-market activities with partners.
• Guide teams in developing and implementing co-selling and incentive strategies.
• Drive digital transformation initiatives and pipeline management with partners.
• Serve as sales sponsor for major enterprise opportunities and ensure partner pipeline visibility.

People Management

• Model Microsoft's culture and leadership principles.
• Define team objectives, enable cross-boundary success, and foster adaptability.
• Attract, develop, and retain top talent, investing in individual growth and team capability.

Qualifications

Minimum qualifications

• 15+ years people management experience.
• Strong enterprise technology sales leadership experience.
• Experience working in the partner ecosystem, including GSI (Global System Integrator) and ISV (Independent Software Vendor).

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.