Director - Strategic Partner Development, Microsoft

• Develop, update and direct a comprehensive multi-year strategic business development plan that sets direction for the Microsoft Ecosystem.
• Design and implement go-to-marketing and co-sell program with Microsoft and other key partners that drives new sales of, or migration to, Vertex Azure SaaS solutions.
• Lead efforts to join and leverage various Microsoft partner programs, with a strategy to become a Microsoft Managed Global Partner (or equivalent).
• Interact with all levels of the Microsoft Ecosystem (executive, solutions, partner, development, and sales) to maintain and grow existing partner relationships with Microsoft and related partners.
• Collaborates with the organization's marketing, legal, channel sales, development, and support to drive go-to-market and relationship goals.
• Leads the organization's Microsoft solutions/program team efforts internally – across strategy, marketing, solution/integration development, sales/channel development, alliances, and support.
• Works closely with key company channel partners in support of the organization's goals with Partner – driving Alliance (Big 4 and other SI’s) and company business development opportunities.
• Leads efforts to ensure the organization's Alliance partners Tax and ERP Advisory Practices are aware, trained, and supported for the company’s solutions and products, including Azure-based solutions.
• Leads efforts to ensure customer success related to Microsoft Ecosystem.
• Manages organization participation at industry and/or Partner events (user groups, associations).
• Develops company solutions through the Microsoft ecosystem and generate additional company product and services demand through various marketing activities (trade shows, webcasts, demos, etc.)
• Addresses industry and Microsoft-centric groups through public speaking, presentation development and delivery, etc.
• Provides leadership guidance to support the organization's global sales and channel teams activities.
• Develop and open relationships with applicable Microsoft sales and channel leadership.
• Provide subject matter expertise in pre-sales activities participating on sales conference calls, meetings and in RFP processes.
• Drive process efficiencies with cross-functional teams related to partner processes.
• Provide leadership, mentoring, guidance, direction and support for direct report team: Vertex Microsoft Partner Manager(s) and Technical Solution Manager(s).
• Occasional business travel may be required.
• May lead projects and performs other duties as assigned.

• Determine appropriate resourcing of staff in order to achieve goals and objectives.
• Build an effective leadership team through mentoring and formal education that focuses on management and project management principles.
• Define annual Key Performance Indicators aligned with corporate goals.
• Direct and mentor leaders on performance gaps, career development opportunities, and strategies.
• Direct and coach leaders on all human resource related processes including onboarding, performance management, succession planning, employee relations, selection, terminations, compensation and rewards.
• Accountable for collective results and recognizing others’ contributions and share credit for success.
• Own attainment of high employee satisfaction and retention; lead development of program and initiatives within group to attain high employee satisfaction.
• Lead change management initiatives to drive improvements and efficiencies.
• Ability to interact collaboratively and communicate effectively with external, internal customers, and stakeholders to address issues and ensure alignment.
• Prepare and manage budget as assigned; analyzes variances and initiates corrective actions to maximize operational performance.

• Experience successfully evangelizing a solution or service to the Microsoft Sales organization, resulting in influence, introductions and/or information that enhances sales to Microsoft customers and prospects.
• Experience with joining and leveraging Microsoft partner programs (e.g. ISV Success), ideally with experience as a Managed Microsoft Partner.
• Excellent written and verbal communication including public speaking to all levels up to and including the C suite.
• Knowledge of and experience with Microsoft Azure and Dynamics solutions, and experience with enterprise business product portfolios, solutions and global services offerings, and installation methodologies, including SaaS.
• Strong leadership, project management and team building skills
• Excellent understanding, comprehension, and ability to articulate various business processes.
• Knowledge of the business processes, financial transactions, accounting and capacity to learn the full life cycle ERP/Tax applications including deep knowledge of the organization's products and solutions.
• Ability to create client vision, value proposition and business case to expand the ongoing use of the organization's solutions.
• Ability to establish clear client objectives, approach, process and plan to achieve promised value of the organization's software solution.
• Experience managing teams and client relationships required.
• Experience developing Microsoft relationships at the executive level required.
• Demonstrate leadership skills and the ability to influence at all levels within the organization.
• Ability to facilitate consensus when confronted with strong opposing views.
• Excellent communication (oral, written, presentation and facilitation) skills.
• Must possess strong EQ skills and exhibit emotional stability and maturity in the face of highly emotional and stressful situations.
• Excellent interpersonal, organizational, time management, decision making, presentation and oral and written communications skills.
• Proficiency in Microsoft Office solutions is required (Outlook, Teams, Word, Excel, SharePoint, etc.).
• Sufficient knowledge of business communications, including telephone, voicemail, and e-mail, and operations of office machines, such as photocopier, scanner, and fax.

• Bachelor's Degree required; MBA preferred;
• Twelve (12) plus years of experience in managing sales or business development within a Microsoft-centric SaaS/Cloud organization
• Five (5) plus years of leadership experience, preferably within the channel/partner sales environment
• Functional understanding of the financial business application process
• Strong working knowledge of current tax technology and/or major ERP technologies
• Or equivalent combination of education and/or experience

• Communicate with Clarity - Be clear, concise and actionable. Be relentlessly constructive. Seek and provide meaningful feedback.
• Act with Urgency - Adopt an agile mentality - frequent iterations, improved speed, resilience. 80/20 rule – better is the enemy of done. Don’t spend hours when minutes are enough.
• Work with Purpose - Exhibit a “We Can” mindset. Results outweigh effort. Everyone understands how their role contributes. Set aside personal objectives for team results.
• Drive to Decision - Cut the swirl with defined deadlines and decision points. Be clear on individual accountability and decision authority. Guided by a commitment to and accountability for customer outcomes.
• Own the Outcome - Defined milestones, commitments and intended results. Assess your work in context, if you’re unsure, ask. Demonstrate unwavering support for decisions.

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