Customer Program Manager - ISV
Microsoft
Bucharest, Bucharest, Romania
6 zile în urmă

Independent Software Vendors (ISVs), or companies that build IP on Microsoft Cloud platform(Azure, Modern Workplace and BizApps), represent a significant contribution to our current SMB performance.

We are increasing investmentsto acquire new ISVs to work with Microsoft. The Customer Program Manager - ISVs is a brand new and exciting role that will be a part of SMB Area team, however, the candidate will work across multiple teams including Global Partner Solutions organization, Microsoft for Start Ups team and direct sales team in Dublin, as well as with Technology Partners.

The candidate will be at the core of our recruitment efforts and will effectively understand all the resources, programmes and potential landing places for ISVs.

There is room for the individual to help craft and shape the strategy as it is a new role. It requires working with a wide range of stakeholders, so the successful candidate will build a strong and varied network at Microsoft and with our core partners.

The candidate will build a framework to qualify ISVs and match them to the right programmes and teams, ensuring a smooth handover.

It will also include building the tracking of the progress with those ISVs. The role will include understanding more about our recruitment efforts what’s working, what’s not) and will contribute to the wider team ideas and insights to shape our strategy.

The work will also include collaborating with Technology Partners and their Partner Development Managers and Partner Technology Strategists to ensure quality content and right messaging & offering landed in ISV acquisition process.

The process might include also reviewing Partner GTM strategy and working together with marketing colleagues / agency to ensure that partners are equipped with the right demand gen tools and activities, and follow-up.

Responsibilities

  • Sales proficiency : the SMB Customer Program Manager ISVs will lead the ISV-as-a-Customer motion, targeting high potential ISVs identified by the subsidiary and MS tools thruPartner business transformation workshops and will find the necessary support in the organization (commercial, technical, partner).
  • Building a sustainable engine of Technology Partner community to ensure continuous and eventually autonomous ISV acquisition motion in CEE markets
  • Market insights : identification of ISVs in the local market that can drive hyper growth in Azure Revenue. These ISVs can be mature ISVs that can be moved to the Azure platform, as well as new ISVs with high growth potential.
  • Identification of these ISVs can happen through SMB customer SaaS consumption patterns, as well as engagement in the local startup and scaleup scene, with venture capitalists, private equity and other fund sourcing platforms.

  • Driving more closer collaboration with Digital Sales teams to ensure that every ISV Lead is being followed-up and nurtured.
  • The SMB Customer Program Manager - ISVs key outcomes / measures of success include :

  • SMB Azure new ISV acquisition and growth
  • SMB Azure consumed revenue
  • SMB & ISV focused Technology Partner (preferably Managed Solution Provider)presence and activity plan in each SUB (at least one in each SUB, in MC)
  • ISV net satisfaction
  • Qualifications

    The successful candidate is an experienced sales and marketing leader with deep ISV insights, a track record of business strategy, sales leadership and hands-on execution excellence.

    Specifically, this highly visible and strategic role requires a candidate, who possesses the following characteristics :

    Ability to set and drive customer strategy, thus translating strategy into concrete actions and marketing / sales motions Excellent business judgment and results across a range of disciplines including multi-channel sales, marketing, finance, and strategy Ability to effectively drive cross-group collaboration, using project management, impact and influence, as well as communication skills.

    Strong analytical mindset, but creative in problem solving and entrepreneurial in approach. Effective at managing and thriving in ambiguous situations.

  • Excellent communication skills. This role will interact with a broad range of stakeholders and customers; clear, consistent and professional communication is essential
  • Understanding of marketing and social selling
  • A working knowledge of core cloud technology concepts and familiarity with industry terminology will be an advantage
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