Senior Partner Sales Executive in Sydney, Australia

Microsoft is the destination for experienced, collaborative, and passionate digital advertising professionals seeking a rewarding career and lifestyle. We offer a compelling portfolio of advertising products, innovative solutions and the opportunity to engage with some of the brightest minds in the digital industry. We are the engine that powers the buying and selling of digital advertising across all aspects of our digital portfolio including the high-growth, global search engine, Bing, Microsoft Audience Network and Programmatic platforms Invest DSP, Curate and Monetize SSP, powered by Xandr.

The Monetize Partner Sales team is a driven and results-oriented organisation that helps bring Microsoft Advertising’s programmatic platforms to market. Our focus is building our client’s businesses through leading-edge technology solutions and strategic business consulting. We develop and nurture relationships with a wide range of publishers to help them grow their digital advertising business.

Microsoft Advertising is seeking a dynamic and experienced professional to fill the role of Senior Partner Account Manager . This position will work with publishers in Australia & New Zealand to deepen partnerships, drive growth through product adoption and achieve strategic alignment. The role will engage at various client organizational levels, ranging from C-level executives to Ad Operations, to ensure retention and foster business growth using Monetize SSP & Curate, powered by Xandr.

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.

Role based in Sydney

Responsibilities

Business Development: * *

• Communicate Microsoft Advertising’s value proposition to new clients and large strategic accounts.

• Supports Business Development with renewals and new deal negotiations. Executes creative win-win opportunities that enable successful business growth with existing partners. Operates within established contractual parameters and mentors less experienced team members to do the same.

• Develops market and/or channel compete strategies against competitors and clearly communicates the value of Microsoft products and services above competitors.

• Develops and sells account vision to decision makers at Microsoft and partner organizations by aligning and reinforcing value propositions at a highly strategic level of products, channels, or solutions to the benefit of both the partner and Microsoft’s mutual goals.

• Builds and maintains a trusted-advisor relationship with partners’ C-suite decision makers to achieve strategic alignment, influence partners to consume a variety of Microsoft products and services, build mutually beneficial business plans, improve competitiveness of their business operations, and drive engagement with internal stakeholders to execute on opportunities.

• Understands markets and partner trends and develops connections with key market players to close and execute projects, as well as share business opportunities internally.

• Represent the client needs with other functional teams and provide input to Product to help shape our roadmap. 

   

   

Account Management * *

• Conducts and analyzes forecasting for multiple managed products and/or partner accounts to gather insights into account trends, monitor progress, and identify opportunities for growth. Addresses gaps for overall team accountability and aligns forecasts across the team.

• Manages and executes complex account plans to ensure Microsoft and partner sales goals, budgets, and forecasts are on target. Coordinates with key stakeholders on plan execution. Holds self and partner accountable for executing plans.

• Works with internal stakeholders and partners to develop joint business plans that generate revenue for the partner and Microsoft, facilitate partner transformations, and convert market opportunities into concrete projects.

• Develops end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations that are aligned with partners’ needs and capabilities.

• Customizes agendas to gain buy in from internal stakeholders and partner C-suite decision-makers and aligns short-term plans with long-term priorities. Advocates for the adoption of plans within the partner organizations and creates mutual accountability between Microsoft and partners.

• Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys. Creates, negotiates and executes special sell-through promotions, and ensures that proof of execution and claims are provided in compliance with guidelines. Responds to feedback from audits and solves past financial reconciliation. Advocates for simplification of processes, identifies process gaps, and proactively provides thoughts on improving compliance.

• Collaborate closely with Demand, Commercial, Services, Product, and Marketing teams to ensure cohesive efforts in achieving client success and revenue targets.

• Create and distribute internal reports to senior leaders that include detailed account updates, to ensure revenue and activation targets are met. Evaluate the state of business and provide input on how accounts are performing.

• Participate in industry events and conferences to represent Microsoft Advertising and promote our products and services.

Qualifications

• 10+ years partner management , sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR equivalent experience OR 5+ years experience with planning, budgeting, and other project management activities. Bachelor’s Degree in Business Administration, Engineering or related field AND 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry.

• Experience in online advertising demonstrating a deep understanding of technology enabled advertising solutions. 

• Proven track record in nurturing trusted relationships across client decision makers. 

• Strong communication and interpersonal skills, with the ability to engage with clients at all levels. 

• High degree of entrepreneurial spirit, executive maturity, integrity and accountability. 

• Experience with growing and developing new accounts. * *

• Effective communication and presentation skills, demonstrating an ability to influence clients and other stakeholders; 

• Ability to work autonomously, but also partner and collaborate.

• Ability to multi-task and juggle priorities in a rapid environment.

• Consistently demonstrates a ‘growth mindset’; embracing continuous learning; challenging the status quo, being brave, ‘failing fast’ and rapidly iterating. 

Role based in Sydney

Preferred Qualifications (PQs)

• 7+ years experience with planning, budgeting, and other project management activities. Bachelor’s Degree in Business Administration, Engineering or related field AND 12+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR 14+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR equivalent experience.

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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .