微软
Partner Solution Sales
Partner Solution Sales
发布于 3 小时前普通员工/个人贡献者
全职员工仅现场办公渠道管理
渠道管理
业务拓展
云解决方案
合作伙伴管理
合规流程
安全解决方案
战略规划
渠道销售
管线管理
联合销售
值不值得投
77综合评分
综合评分 77
微软核心渠道销售岗，薪资福利优厚、技术生态前沿，侧重业绩达成与伙伴赋能，现场办公为主。
从薪资福利、成长发展、工作生活和使命价值四个维度综合评估，方便横向比较。
薪资怎么样
5.0万
比渠道管理中位数高
发布情况
新岗位 · 今天发布
公司情况
这家公司招聘很活跃
67 个在招
市场机会
选择不多
香港特别行政区 · 渠道管理 · 6 个在招
职位详情
关于这个职位
负责构建和维护合作伙伴生态系统，推动云解决方案的销售与合作
通过制定联合销售计划、管理合作管线及协调内外部资源，提升合作伙伴的销售能力与业绩，确保达成季度营收目标
同时负责合规流程监督、安全解决方案推广及市场洞察分享
最低要求
本科学历，且具备6年以上核心销售、合作伙伴销售、行业或解决方案销售、市场营销或业务发展等相关经验
或具备同等经验
工作职责
### Collaboration & Co-Sell
Proactively tracks cloud solution area co-sell pipeline performance and addresses low performance through correction of errors (CoE) efforts.
Proactively tracks partner sales capabilities and capacities for sales practice acceleration and growth, meanwhile providing insights into future practices.
Proactively tracks partner incentive utilization and impact on pipeline velocity, and influences the partner to improve performance.
Ensures partner is tracking to target by solution area.
Tracks quarterly forecast to ensure it meets and/or exceeds revenue accountability.
Leads partner co-selling efforts with portfolio of assigned partners to drive sales pipeline.
Drives the development and execution of co-sell strategies that outline activities to meet and/or exceed Microsoft and partner sales targets.
Leads collaboration efforts between internal and external stakeholders to accelerate deal execution, proactively leverage investments, and accelerate sales.
Shares innovation in novel sales best practices that drive business forward and influences others across the market.
### Partner Engagement
Works with prioritized solution area-aligned partners to identify and cultivate new opportunities with customers.
Proactively drives the qualified partner pipeline and progresses it through the sales cycle.
Ensures partner adoption of investment levers to create opportunities and accelerate deal velocity.
Helps partners understand and realize the commercial and customer value of sharing security-related opportunities with specialized partners and coaches team to collaborate with specialized security partners for outbound sharing.
Proactively develops and shares best practices for co-selling with partners and global peers through community forums, contributes to listening circles and contributes to and influences worldwide learning initiatives as a subject matter expert, including supporting peers with security optimization strategies to strengthen co-sell approaches and knowledge-sharing initiatives.
Shares market local solution area business momentum insights and corporate research for customer demand.
Drives the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution.
Proactively drives a predictable cloud solution area rhythm of business (RoB) and anticipates and mitigates performance issues with partners to ensure delivery of cloud solution area partner targets.
Proactively collaborates with and influences segment sales teams to drive co-sell performance with partners through joint execution.
### Partner Solution Area Sales Plan
Proactively creates joint solution area sales plans in partnership with prioritized partners in the solution area portfolio relevant to customer segment to address complex customer needs and drive quarterly revenue accountability.
Owns the identification, understanding, and evaluation of partners' cloud solution area sales practice(s), addressing and aligning to security partner targets.
Leads the strategic alignment with organizational units and overall partner business plans to meet sales objectives.
Drives integration of security considerations into partner alignment processes, guiding the team to establish partner plans with clear positioning of Microsoft Security solutions that complement partner offerings, differentiate Microsoft versus competitive security solutions in the partner portfolio, and help mitigate customer risk.
### Sales Process & Sales Management
Maintains an in-depth understanding of, and upholds Microsoft's current compliance processes.
Guides partners on solution play and ensures partners have capability and capacity to deliver the value proposition of the solution play.
Leads pipeline management meetings and unblocks deals by connecting with Microsoft resources.
Drives creative and advanced plans leveraging all of the Microsoft internal resources (e.g., investments, funding) and coaches the partner on how to accelerate their sale process using these tools/resources.
Drives business reviews with key partner stakeholders and holds partners accountable for delivery against agreed plan.
Proactively initiates solution area sales planning with assigned partners and ensures coverage to support targets.
Monitors, manages, and provides insights into a predictable sales pipeline rhythm of business (RoB) with assigned solution area partners.
Manages and support top partner deals and overall partner revenue aligned to solution area.
优先资格
博士学位且5年以上相关经验
或硕士学位且8年以上相关经验
或本科学历且12年以上相关经验
或具备同等经验
AI 洞察
优缺点分析
优点
- 依托微软全球领先的云平台与安全产品矩阵，职业背书强且资源丰富
- 深度接触头部合作伙伴与大型企业客户，积累高价值的行业人脉与实战经验
- 完善的培训体系与全球化视野，有助于快速提升战略销售与生态运营能力
- 跨文化、跨团队协作频繁，沟通成本高且需处理复杂的利益平衡
- 市场竞争激烈，需不断跟进云安全与AI技术迭代以保持方案领先性
- 适合具备多年ToB销售或渠道管理经验、擅长资源整合与关系维护，且抗压能力强、追求高绩效回报的求职者
缺点 / 挑战
- 业绩压力较大，需持续追踪管线进度并达成季度营收指标
角色解读
- 可向区域销售总监或大客户经理方向发展，负责更大规模的渠道或直销业务
- 深耕云安全或特定解决方案领域，成为垂直行业的生态战略专家
- 转向合作伙伴成功管理或生态运营高层，主导全球或亚太区的渠道政策制定
- 负责搭建并维护微软云解决方案的合作伙伴生态网络，推动联合销售落地
- 制定并执行合作伙伴联合销售策略，管理销售管线与季度营收目标
- 协调内外部资源，指导合作伙伴提升销售能力、优化交易流程并加速成交
- 监控合规流程，推广安全解决方案，并通过数据洞察驱动业务增长
- 深厚的B2B销售与渠道管理经验，熟悉云解决方案或IT服务销售模式
- 出色的合作伙伴关系维护与赋能能力，能够制定联合Go-To-Market策略
- 强大的数据分析与管线管理能力，擅长通过RoB（业务节奏）预测和优化业绩
- 良好的跨部门协作与影响力，能有效推动内外部利益相关者达成共识
申请策略
- 提前研究微软近期发布的合作伙伴生态战略与重点推行的安全解决方案
- 准备具体的过往合作案例，重点展示如何解决伙伴痛点并实现双赢
- 突出过往负责的合作伙伴规模、联合销售管线金额及实际达成的营收业绩
- 详细列举主导过的GTM策略案例，说明如何通过赋能伙伴加速交易闭环
- 强调对云解决方案、网络安全或特定行业业务的深刻理解与成功案例
- 系统学习微软Azure云产品及安全解决方案的核心卖点与应用场景
- 强化数据驱动的销售管理能力，掌握管线预测与业务节奏(RoB)分析方法
- 提升跨文化沟通与谈判技巧，适应全球化团队的协作模式
面试指南
- 采用STAR法则结构化回答，清晰交代背景、任务、行动与量化结果
- 聚焦‘数据洞察+策略调整+资源协同’的逻辑，展现问题解决的系统性
- 结合行业趋势与公司战略，体现宏观视野与落地执行能力的平衡
- 请分享一个你成功推动合作伙伴联合销售并达成超额业绩的案例
- 面对管线进度滞后或合作伙伴动力不足的情况，你会采取哪些具体措施？
- 如何评估并选择最适合当前市场阶段的合作伙伴进行深度绑定？
- 你对微软云安全解决方案的市场竞争格局有何见解？
- 深入研究微软Partner Center平台机制及Co-sell认证标准
职位点评
薪资福利85
成长发展80
工作生活65
使命价值70
薪资福利
85较高
该岗位面向资深销售人才，结合地区市场行情与职责要求，薪酬待遇具备较强竞争力，福利体系完善，稳定性较高。
薪资信号偏高 (3.5千–6.5万/月)
成长发展
80较高
岗位深度参与云生态建设与联合销售策略制定，技术栈前沿且成长路径清晰，但晋升通道未在JD中明示。
技术前沿前沿/新兴技术
技术栈Cloud Solutions、Security Solutions、Pipeline Management、Co-sell Strategy
业务类型profit_center
工作生活
65中等
JD未明确提及弹性工时或远程政策，默认以现场办公为主，销售性质决定需关注业绩指标达成，工作节奏相对紧凑。
工作模式未明确
办公地点市区核心地段
加班情况未提及（无法判断）
使命价值
70中等
推动云安全与数字化解决方案落地，具有明确的商业价值与技术普惠意义，但偏重营收导向。
行业发展高速增长赛道
社会影响中性/一般
创新程度积极采用新技术
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