Why does the PAM Alliance Partner role exist?
The PAM Alliance Partner role adds value to Microsoft by extending Microsoft account and opportunity teams’ efforts via well-managed and growing relationships with partners to drive yearly revenue targets and long-term revenue opportunities. The success of the business relationships with partners is measured by the scalability partners bring and the resultant revenue from EA renewals and net new opportunities.
The PAM Alliance Partner role exists to manage the relationships between Microsoft and the assigned portfolio of partners, including managing the relationship externally towards the partners and internally across the various team members working or interacting with these partners.
How does the PAM Alliance Partner role add value?
The PAM Alliance Partner role adds value by:
- Developing and maintaining broad and deep external partner relationships with partners across all solution areas.
- Researching and sharing intelligence on partners’ capabilities and markets.
- Ensuring that Microsoft account and opportunity team members are well-orchestrated with their partner counterparts and leveraged around accounts and opportunities, by communicating the vision, strategy and capabilities of each partner, handing off opportunities to team members and providing feedback as needed.
- Building multi-level relationships with partners, including executive levels.
How is the PAM Alliance Partner role unique from other roles?
The PAM Alliance Partner role is unique in:
- Its overall responsibility for establishing and maintaining relationships with partners covering all engagements Microsoft has for all solution areas.
- Its in-depth knowledge of partners’ value propositions, their markets, their business challenges and customer opportunities.
- Its focus on articulating to partners the value of Microsoft as an Enterprise solution provider and demonstrating Microsoft’s commitment to helping customers solve their challenges and grow their businesses.
- Its focus on articulating the value that Microsoft provides to partners in helping them grow their respective businesses.
What are the key initiatives and challenges facing the PAM Alliance Partner role over the next 6 months to 3 years?
The key initiatives and challenges facing the PAM Alliance Partner role are:
- A greater focus on growing the revenue leveraged through partners and the identification and qualification of net new opportunities.
- A more in-depth focus on the value partners bring to the ATU and STU team members.
- A greater level of orchestration across Sales, Services and Marketing to enable partners.
- A more in-depth focus on technology solutions that meet customer needs, including a focus on the key business processes that allow partners to meet customer needs.
Key Tasks:
- Segment and prioritize partners based on growth potential across all solutions.
- Support selection of partners who are key to winning long and short-term opportunities as identified in the Segmentation and Selection process.
- Identify relevant contacts in partner organizations and determine contact frequency, mapping to Microsoft counterparts and relationship strategies.
- Map Microsoft and partner target account lists to identify potential target customers.
- Jointly, with partners, create Partner Business Plans (PBPs) and Partner Solution Plans (PSPs).
- Make provisions for partners to remain up-to-date and qualified to represent Microsoft.
HeadHunter