This is a senior partner-facing role working directly with key senior executives and practice directors within our solution-based partners. This role focuses on developing presales and delivery capacity as well as understanding a partner’s highest priority business needs for practice development. The Partner Technology Advisor (PTA) helps develop compelling Microsoft solutions and assists in building solution delivery practices to meet a partner’s defined business needs and to successfully position Microsoft against our competitors. To be successful, a PTA must not only have passion around technology, but have passion for the partner space as well.
The PTA is involved in the entire IT lifecycle but is most critical in the discovery, design, and delivery phases. Areas of focus are Unified Communication, Exchange and Office365.
Key deliverables and associated activities include:
•Work with field managed System Integrators to align technology to their most critical business opportunities and needs
•Identify how our competitors are engaged in these business processes and how Microsoft can best be positioned to meet partner needs and grow mind and market share by building key solutions and delivery practices and capabilities
•Determine the technology sales capacity and maturity of Partners by using a consistent assessment process.
•Support Microsoft Partners in the competitive sales engagement process
2.Business Strategy and Solutions:
•Provide guidance to partners’ practice management
•Help develop business and market solutions and strategies for targeted workloads
•Support partner sales teams in architect-driven pre-sales initiatives
•Align with and support Microsoft product and strategy teams
3.Successful Practice Development:
•Ensure proper business value and partner satisfaction
•Provide quality assurance over partner sales opportunity and project delivery processes
•Engage and lead interaction between Microsoft resources and benefits and partners for targeted workloads.
•Apply an established set of criteria to provide a foundation for the Microsoft Partner’s development plan, and establish “gives and gets” with the Partner to enable execution.
•Help support the Partner business planning process, partner portfolio development, sales pipeline reviews, periodic business reviews, as well as other areas where the PTA’s knowledge of the Partner could be of assistance in impacting the Partner business and relationship, especially in regard to targeted workloads.
4.Operational Excellence and Innovation
•Drive IP development and reuse initiatives within the Partners
•Drive best practice and architectural awareness initiatives within the Partners
•5-8 years of related experience
•Bachelor’s degree in IT / Computer Science required, Master’s degree preferred
•Strong knowledge of Microsoft’s Unified Communication, Exchange and Office 365 solutions and competitor solutions (with technical certification or equivalent)
•Knowledge of the specific industry drivers, challenges and opportunities
•Ability to lead in-depth technology discussions, articulating the business value of a technology solution
•Deep technical skills with the ability to translate the feature into customer solutions and wins against the competition, and ensuring that this ability is transferred to and leveraged by partners
•Ability to develop strong, strategic partners engaged in immediate and long-term opportunities and committed to Microsoft solutions
•Good coaching and mentoring skills to work with technical personnel within a partner organization
•Strong problem solving and collaboration skills