Director of Partnerships (Microsoft)
ScreenCloud
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See open jobs at ScreenCloud.See open jobs similar to "Director of Partnerships (Microsoft)" Point Nine.Sales & Business Development
London, UK
Posted on Thursday, February 8, 2024
Hello, we’re ScreenCloud!
Founded in 2015 and with 10,000+ customers around the globe, ScreenCloud is a cloud-based SaaS company, employing over 100 people in our Bangkok, Belfast, LA, Charlotte and London hubs.
At ScreenCloud, we’re hard at work helping businesses to make stronger connections at scale, and with those who are most important to them; their employees & their customers. By using the screens on their walls & the content in their systems, we enable the sales, productivity & engagement that keep our customers’ businesses thriving.
We’re very proud of our product and we’re also incredibly proud of our people. It’s our ‘ScreenClouders’ and the culture they nurture that will take us where other companies just can’t go. So if you’re someone looking to join a team of talented individuals, apply below!
ScreenCloud‘s recent investment in migration to Azure and its strategic partnership with Microsoft is one of our key strategic pillars, fuelled by the significant majority of its Enterprise clients being heavy Microsoft users. The Director of Partnerships will pioneer this Microsoft relationship, and success will be predicated on working with Microsoft partner managers, direct sellers and product owners.
As Director of Partners (Microsoft), you will be responsible for delivering against the sourced revenue quota. The objectives of the Director of Partnerships (Microsoft) will be to build some momentum with Microsoft accounts:
- Establish credibility and the win-win with sales sector leaders at partners
- Conduct account mapping, establish a small number of friendly or mutual accounts to road-test the joint proposition, and find a quick path to getting in front of these clients
- Quickly establish a co-selling (not just a co-marketing) motion, which is most likely to mean engaging account managers and CSMs from both parties
- Represent ScreenCloud leadership to ensure credibility with partner account managers and CSMs
- Hypothesise and qualify key use casesEnsure there is a means to enable partners to sell and joint offerings
Importantly, this role will be quota-carrying and ScreenCloud is targeting 20-50% of its future ARR to be sourced through partners. Hence, ScreenCloud is aiming to hire a strong sales person:
- Develop and execute a comprehensive sales strategy that aligns with business objectives and drives revenue growth
- Provide regular sales forecasts and reports to senior leadership, and actively participate in the development of annual budgets and business plans
- Set territories through developing a focused set of named accounts based on an informed view on the addressable market by geo and sector
- Lead pipeline calls and mentor the partner sales team, providing guidance and support to ensure they meet their targets and achieve success
- Design multi-stakeholder contact strategies to ensure sponsors are identified at the right (senior) level within a prospect and via thoughtful communications, through whomever offers the most credible entry point or introductionApply qualification techniques (e.g. MEDDPICC) to opportunities
- Come prepared to pipeline calls with an accurate and up-to-date view of live opportunities and latest forecast, and have a close plan in place
- Ensure strong handovers to CSMs and Professional Services at appropriate stage of sales cycle.
- Establish and maintain relationships with key customers and stakeholders
- Suggest improvements to the sales process over time, working with the COO and Head of Revenue Operations to ensure they are executed
- Monitor market trends and competitor activity, and adjust sales strategies accordingly
- Double-down on sales velocity as both a North Star metric and philosophy
Key Skills Required:
- A strong background in driving partnerships through the Azure Marketplace.
- Track record of exceeding quotas - a demonstrated success in consistently surpassing personal sales targets. Note: this role carries a partner-sourced quota, with the expectation that you will personally manage a sales pipeline.
- Solid execution of an account-led partner plan - preparedness to commence with a clean slate in the region, starting hands-on.
- Technical expertise - above all, ScreenCloud is looking for a hungry individual, who obsesses about its product, prepared to knock down doors to drive revenue from this partnership, who will not stop until they exceed quota and its strong ambitions for this Microsoft partnership.
- Prior experience working with or at MicrosoftTrack record in meeting and exceeding team sales quotas (please include in resume)
- Experience in Enterprise sales, able to navigate and capitalise on the unique challenges of each market segment
- Excellent communication, negotiation, time management and task management skills
- Ability to work effectively in a fast-paced, rapidly changing environment
- Willingness to travel as needed
Interview Process and Experience
Don’t meet every single requirement? Studies have shown that women and people of colour are less likely to apply to jobs unless they meet every single qualification. At ScreenCloud, we are dedicated to building a diverse, inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyway. You may be just the right candidate for this or other roles! If you require any reasonable adjustments, please let our friendly recruitment team know.
Key Info
👩🏫 Typical Process: Intro to ScreenCloud - Meet the Hiring Manager - Challenge - Final
🏡 Hybrid Friendly Working: 2-3 days in Office
✨ Flexi-Hours: We don’t follow the strict 9-5 here, we trust you to execute your role to the highest standard whilst being able to make time for the things you love!
Benefits
Unlimited annual leave
Hybrid-friendly working
Working from home fund
Flexible working hours
Pension scheme
Share in success scheme
Cycle to work scheme
Retail discounts
Enhanced parental leave
Personal development fund
Westfield Health cash plan
Free annual flu vaccine
Our Values
At ScreenCloud our values are core, this means they are the starting point - they underpin everything we do and enable a culture we can be proud of, both internally and externally.
🤲Trust & Transparency
🦁 Unconventional & Brave
💪 Integrity
📚Continuous Learning & Development
FIND OUT MORE
Click here for some podcasting with our co-founders.
Read our culture blog here.
Get social! Follow us on Linkedin at @ScreenCloud - Digital Signage, and on Instagram at @Lifeatscreencloud
This job is no longer accepting applications
See open jobs at ScreenCloud.See open jobs similar to "Director of Partnerships (Microsoft)" Point Nine.