Partner Solution Sales, Cloud & AI - DACH

Overview

Partner Solution Sales, Cloud & AI – DACH. The AI transformation of Corporate accounts across Germany, Switzerland and Austria is happening right now. Our customers work with you in this sales team to make it happen. Our partners are always involved and key to our success. This role leads partners and our sales teams to accelerate projects and make our customer successful together.

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do. If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

In Partner Solution Sales, you will lead partner sellers and work with Microsoft sellers to combine strengths and maximize collaborative effectiveness. Thinking customer-first and partner-always, you help customers be successful with the Microsoft Cloud & AI platform and partners maximize their earnings through effective use of our partner incentives and investment programs. This opportunity will allow you to accelerate your career growth in the fastest growing Cloud & AI market in EMEA, grow your leadership skills orchestrating sellers across organizational boundaries and drive change to lead the AI transformation in DACH.

As a Partner Solution Sales professional, you will focus on one of Microsoft’s core Solution Areas — Cloud & AI Platform. You will be focused on driving revenue acceleration and growth within the Corporate segment. You will be responsible for driving opportunities from commit to complete (Stages 2–3 of the Microsoft Customer Engagement Methodology, MCEM), operating across a high performing portfolio of CSP (Cloud Solution Providers) and SI (System Integrator) partners. This opportunity will allow you to accelerate your career growth, develop deep business acumen, hone your selling skills, and become adept at deal structuring.

You will develop and execute a Partner Solution Area Sales Plan with assigned partners, driving sales through co-sell strategies including Territory Planning activities to achieve quarterly CSA (Cloud Solution Area) FRA across the Corporate Business. You will lead your partners\\\‘ commercial performance and drive sustainable sales impact to customers. A key responsibility will be driving Cloud Solution Provider (CSP) revenue through your partner portfolio. Your role will involve acting as a trusted advisor and business leader, leading the business strategy between Microsoft and your partners. You will also enhance your consultative selling skills through MCEM training and actively pursue additional learning opportunities.

In line with our Flexible Work approach, for roles at Microsoft Germany and Austria, we recommend spending at least two days per week in the office or at the customer site. The actual number of days to work from the office or at the customer will be defined in agreement between the employee and their manager.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• You will accelerate and close Azure Cloud & AI pipeline with assigned partners and leverage investments to drive pipeline velocity in the Corporate business
• You will be accountable for Azure Cloud & AI revenue forecasts across your partner portfolio
• You will drive Cloud Solution Provider (CSP) and SI (System Integrator) revenue growth through a scalable portfolio of partners and coach partners on the value of Microsoft solution area plays and the corresponding sales levers to drive strong business outcomes
• You will be responsible for Top Deals with pinned partners & updating information in MSX (Microsoft Seller Experience tool)
• Utilize investments and incentives to accelerate deal progression and encourage deployment and consumption
• You will achieve 40% of the total dollar value of all your won/completed opportunities through co-sell with pinned partners
• You will support partners in advancing key deals, removing commercial blockers, and addressing competitive challenges
• You will act as a change agent internally and a thought leader externally to be part of the biggest transformational change our industry has seen

Qualifications

• You have hands-on experience in consultative selling of Cloud & AI services, starting from consulting on complex business challenges to securing customer commitment in highly competitive environments
• You have a proven and applied understanding of Cloud & AI solutions, covering IaaS & PaaS across infrastructure, Application Innovation and Data & AI
• You have a strong understanding of Microsoft partner business models, understanding their priorities, channel sales approaches and Microsoft partner incentives
• You are using data to ground your business decisions and partner sales strategies and to learn fast to incorporate learnings. You are able to articulate market trends across DACH and adjust your strategies in an agile manner
• Your show up in communities across DACH as thought leader and decision makers are leveraging you as trusted advisor
• You are fluent in German

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.

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