71 Partnership Coordinator jobs in Australia
Strategic Partnerships Manager
North Ryde, New South Wales
ThermoFisher Scientific
Posted 15 days ago
Job Viewed
Job Description
**Work Schedule**
Standard (Mon-Fri)
**Environmental Conditions**
Office
**Job Description**
As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
**Location/Division Specific Information**
The role can be based out of Sydney.
**About the Role:**
The Strategic Partnerships Manager will be responsible for strategic relationships with Thermo Fisher's Strategic Accounts across Australia. This role focuses on building high-value partnerships that drive innovation, align with Thermo Fisher's mission, and deliver tailored solutions to address the unique challenges of the academic sector. You will collaborate closely with internal teams and external collaborators to develop strategies that lead to mutual success.
**What You'll Do:**
Develop and implement comprehensive account strategies to align customer goals with Thermo Fisher's objectives. Establish and maintain positive relationships with collaborators to enhance collaboration and grow partnerships. Act as the primary interface between assigned accounts and Thermo Fisher, ensuring seamless coordination and communication. Identify and bring value to opportunities across Thermo Fisher's portfolio, offering tailored solutions.
Collaborate with internal teams-including product, sales, and leadership-to align offerings with customer needs and business goals. Monitor account performance, manage financial objectives, and ensure compliance with company metrics. Lead initiatives such as bundled offers, incentives, and rebates to increase Thermo Fisher's share of wallet and deepen customer engagement. Consistently review accounts and communicate updates to collaborators, customers, partners, and team members regarding progress, challenges, and next steps. Actively contribute to competitive intelligence by analyzing the market landscape and finding opportunities for strategic advantage.
**Frequent Contacts:**
Internal
+ Business Unit Directors
+ Sales Managers
+ Category Managers
+ Portfolio Specialists
+ Support Teams
**External - Customers**
+ C-Suite Executives (CEO/CFO)
+ Academic Leaders (Vice Chancellors, Deputy Vice Chancellors, Deans)
+ Procurement Heads, Directors of Industry Engagement
+ Senior Business and Market Leaders
**Keys to Success:**
**Education**
+ Tertiary qualification or proven experience in a related field.
**Experience**
+ Minimum of 3 years in strategic account management, partnerships, or a similar role.
+ Proven success managing high-stakes accounts in dynamic and fast-paced environments.
+ Understanding of the academic and research sectors, including key players and trends (preferred).
+ Experience in global organizations with decentralized models (preferred).
+ Proven adaptability through exposure to diverse organizational environments (preferred).
**Knowledge, Skills, Abilities**
+ Strong interpersonal skills with the ability to build trust and align partners on shared objectives.
+ An analytical approach to developing strategies and finding opportunities for improvement.
+ Excellent organizational and time management skills, with a focus on delivering results in a dynamic environment.
+ Clear and compelling communication, including the ability to present ideas effectively and negotiate outcomes.
+ Commitment to learning, adaptability, and fostering collaboration across diverse teams.
**Physical Requirements / Work Environment**
+ Regular travel (30-40%) to engage with customers and partners.
+ Adherence to Occupational Health and Safety (OHS) policies, ensuring a safe and collaborative workplace.
**Benefits**
**Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.**
+ **Health & Wellbeing:** Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
+ **Flexibility:** Balance your work and personal life with flexible arrangements.
+ **Extra Leave:** Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
+ **Charitable Giving & Volunteering:** Make an impact with paid volunteer time to support non-profit organizations that matter to you.
+ **Learning & Development:** Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.
**Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality**
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 120,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
**Apply today! Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Standard (Mon-Fri)
**Environmental Conditions**
Office
**Job Description**
As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
**Location/Division Specific Information**
The role can be based out of Sydney.
**About the Role:**
The Strategic Partnerships Manager will be responsible for strategic relationships with Thermo Fisher's Strategic Accounts across Australia. This role focuses on building high-value partnerships that drive innovation, align with Thermo Fisher's mission, and deliver tailored solutions to address the unique challenges of the academic sector. You will collaborate closely with internal teams and external collaborators to develop strategies that lead to mutual success.
**What You'll Do:**
Develop and implement comprehensive account strategies to align customer goals with Thermo Fisher's objectives. Establish and maintain positive relationships with collaborators to enhance collaboration and grow partnerships. Act as the primary interface between assigned accounts and Thermo Fisher, ensuring seamless coordination and communication. Identify and bring value to opportunities across Thermo Fisher's portfolio, offering tailored solutions.
Collaborate with internal teams-including product, sales, and leadership-to align offerings with customer needs and business goals. Monitor account performance, manage financial objectives, and ensure compliance with company metrics. Lead initiatives such as bundled offers, incentives, and rebates to increase Thermo Fisher's share of wallet and deepen customer engagement. Consistently review accounts and communicate updates to collaborators, customers, partners, and team members regarding progress, challenges, and next steps. Actively contribute to competitive intelligence by analyzing the market landscape and finding opportunities for strategic advantage.
**Frequent Contacts:**
Internal
+ Business Unit Directors
+ Sales Managers
+ Category Managers
+ Portfolio Specialists
+ Support Teams
**External - Customers**
+ C-Suite Executives (CEO/CFO)
+ Academic Leaders (Vice Chancellors, Deputy Vice Chancellors, Deans)
+ Procurement Heads, Directors of Industry Engagement
+ Senior Business and Market Leaders
**Keys to Success:**
**Education**
+ Tertiary qualification or proven experience in a related field.
**Experience**
+ Minimum of 3 years in strategic account management, partnerships, or a similar role.
+ Proven success managing high-stakes accounts in dynamic and fast-paced environments.
+ Understanding of the academic and research sectors, including key players and trends (preferred).
+ Experience in global organizations with decentralized models (preferred).
+ Proven adaptability through exposure to diverse organizational environments (preferred).
**Knowledge, Skills, Abilities**
+ Strong interpersonal skills with the ability to build trust and align partners on shared objectives.
+ An analytical approach to developing strategies and finding opportunities for improvement.
+ Excellent organizational and time management skills, with a focus on delivering results in a dynamic environment.
+ Clear and compelling communication, including the ability to present ideas effectively and negotiate outcomes.
+ Commitment to learning, adaptability, and fostering collaboration across diverse teams.
**Physical Requirements / Work Environment**
+ Regular travel (30-40%) to engage with customers and partners.
+ Adherence to Occupational Health and Safety (OHS) policies, ensuring a safe and collaborative workplace.
**Benefits**
**Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.**
+ **Health & Wellbeing:** Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
+ **Flexibility:** Balance your work and personal life with flexible arrangements.
+ **Extra Leave:** Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
+ **Charitable Giving & Volunteering:** Make an impact with paid volunteer time to support non-profit organizations that matter to you.
+ **Learning & Development:** Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.
**Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality**
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch as our colleagues explain 5 reasons to work with us. As one team of 120,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific, where diverse experiences, backgrounds and perspectives are valued.
**Apply today! Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
This advertiser has chosen not to accept applicants from your region.
0
Strategic Partnerships Manager
Scoresby, Victoria
ThermoFisher Scientific
Posted 16 days ago
Job Viewed
Job Description
**Work Schedule**
Standard (Mon-Fri)
**Environmental Conditions**
Laboratory Setting, Office, Some degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.), Various outside weather conditions
**Job Description**
As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
**Location/Division Specific Information**
Melbourne, Sydney and Brisbane
**About the Role:**
**The Key Account Manager is accountable for the relationship between assigned key accounts in the Pharma and Applied Markets sector and the company. Specifically the position will plan and implement an account strategy designed to maximise the share of wallet and partner at the highest levels with key customers.**
**What You'll Do:**
+ Create the overall strategy for assigned accounts; incorporating business unit level account goals and objectives.
+ Lead the interface between the account and company.
+ Develop relationships at senior levels within the account to advance Thermo Fisher's access and opportunities.
+ Create account leverage across the breadth of the portfolio.
+ Align specific proposals and offerings to company objectives by working with business unit product management and sales teams.
+ Own the business objectives for the account strategy including umbrella financial objectives and compliance metrics.
+ Define opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in customer's share with company.
+ Conduct regular key account reviews and business updates to key collaborators within Client Company and within Thermo Fisher Scientific ANZ.
**Keys to Success:**
**Education**
+ Formal Tertiary qualification
**Experience**
+ Minimum of 3 years as a strategic account executive or similar skills.
+ Track record of successful performance in a high focused, dedication and high intensity environment
+ Strong business insight of our industry sector in Pharma and Applied Markets, its key players, its key trends and potential challenges (preferred)
+ Experience in working in a global and matrix organisation with a decentralised model (preferred)
+ Experience acquired across several companies (preferred)
**Knowledge, Skills, Abilities**
+ Results oriented and driven to succeed
+ Strong commercial acumen with the ability to articulate and communicate business opportunities
+ Ability to translate sophisticated and large amount of information and priorities into implementable strategies and drive result.
+ Skilled in establishing relationship and networks across company and divisions, driving alignment, common goals and clear accountabilities
+ Strong interpersonal skills with an ability to prioritize based on key result areas, to lead time efficiently and to meet agreed deadlines
+ Ability to efficiently operate with ambiguity and lead change
+ Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes successfully.
+ Proven high level of integrity and professional standards
+ A passion for continuous interpersonal improvement.
+ Strong digital literacy in Microsoft Office and standard IT software systems i.e. CRM
**Physical Requirements / Work Environment**
**Travel requirement for this position 30 - 40%.**
Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment
**Benefits**
**Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.**
+ **Health & Wellbeing:** Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
+ **Flexibility:** Balance your work and personal life with flexible arrangements.
+ **Extra Leave:** Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
+ **Charitable Giving & Volunteering:** Make an impact with paid volunteer time to support non-profit organizations that matter to you.
+ **Learning & Development:** Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.
**Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality**
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch ( as our colleagues explain 5 reasons to work with us. As one team of 120,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific ( , where diverse experiences, backgrounds and perspectives are valued.
**Apply today:** ** Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Standard (Mon-Fri)
**Environmental Conditions**
Laboratory Setting, Office, Some degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.), Various outside weather conditions
**Job Description**
As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
**Location/Division Specific Information**
Melbourne, Sydney and Brisbane
**About the Role:**
**The Key Account Manager is accountable for the relationship between assigned key accounts in the Pharma and Applied Markets sector and the company. Specifically the position will plan and implement an account strategy designed to maximise the share of wallet and partner at the highest levels with key customers.**
**What You'll Do:**
+ Create the overall strategy for assigned accounts; incorporating business unit level account goals and objectives.
+ Lead the interface between the account and company.
+ Develop relationships at senior levels within the account to advance Thermo Fisher's access and opportunities.
+ Create account leverage across the breadth of the portfolio.
+ Align specific proposals and offerings to company objectives by working with business unit product management and sales teams.
+ Own the business objectives for the account strategy including umbrella financial objectives and compliance metrics.
+ Define opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in customer's share with company.
+ Conduct regular key account reviews and business updates to key collaborators within Client Company and within Thermo Fisher Scientific ANZ.
**Keys to Success:**
**Education**
+ Formal Tertiary qualification
**Experience**
+ Minimum of 3 years as a strategic account executive or similar skills.
+ Track record of successful performance in a high focused, dedication and high intensity environment
+ Strong business insight of our industry sector in Pharma and Applied Markets, its key players, its key trends and potential challenges (preferred)
+ Experience in working in a global and matrix organisation with a decentralised model (preferred)
+ Experience acquired across several companies (preferred)
**Knowledge, Skills, Abilities**
+ Results oriented and driven to succeed
+ Strong commercial acumen with the ability to articulate and communicate business opportunities
+ Ability to translate sophisticated and large amount of information and priorities into implementable strategies and drive result.
+ Skilled in establishing relationship and networks across company and divisions, driving alignment, common goals and clear accountabilities
+ Strong interpersonal skills with an ability to prioritize based on key result areas, to lead time efficiently and to meet agreed deadlines
+ Ability to efficiently operate with ambiguity and lead change
+ Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes successfully.
+ Proven high level of integrity and professional standards
+ A passion for continuous interpersonal improvement.
+ Strong digital literacy in Microsoft Office and standard IT software systems i.e. CRM
**Physical Requirements / Work Environment**
**Travel requirement for this position 30 - 40%.**
Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment
**Benefits**
**Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.**
+ **Health & Wellbeing:** Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
+ **Flexibility:** Balance your work and personal life with flexible arrangements.
+ **Extra Leave:** Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
+ **Charitable Giving & Volunteering:** Make an impact with paid volunteer time to support non-profit organizations that matter to you.
+ **Learning & Development:** Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.
**Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality**
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch ( as our colleagues explain 5 reasons to work with us. As one team of 120,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific ( , where diverse experiences, backgrounds and perspectives are valued.
**Apply today:** ** Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
This advertiser has chosen not to accept applicants from your region.
1
Strategic Partnerships Manager, SPCG
Sydney, New South Wales
Amazon
Posted 16 days ago
Job Viewed
Job Description
Description
Amazon is seeking an experienced Strategic Partnerships Manager (SPM) to support the growth of AWS's most strategic partners as a part of Strategic Partner Collaboration and Governance (SPCG) team. A Strategic Partnership Manager (SPM) is a passionate advocate and driving force behind transformative initiatives that reshape our partners' businesses, technologies and organizational cultures. The role is responsible for delivering partner/customer transformation aligned to APJ AGS strategic priorities and objectives defined in our Strategic Collaboration Agreement (SCA) with partners across APJ. This leader will play an active role in developing business cases, analyzing project goals, creating implementation plans, and then driving AWS team members, stakeholders, subject-matter experts and partners to achieve those goals.
SPMs are goaled at driving intentional, comprehensive and accelerated partner transformation across Build, Market, Sell and Grow levers. You will track key performance indicators to help support the future state of each project, drive success and communicate project status updates to stakeholders and business leaders. The ideal candidate will be comfortable in a fast-paced, multi-tasked, high energy environment. They will be a creative and analytical problem solver with a passion for delivering results.
To execute against the assigned goals, SPMs are expected to define and co-own GTM strategy for their assigned partner portfolio, its implementation and governance plan in collaboration with #One Partner team. They also co-own GTG (Go to Green) and tactical plans and their governance when SCA goals are either off-track or when specific SCA portfolio risks and/or opportunities emerge.
An SPM is expected to drive cross-org impact through ownership of strategic projects and priorities (such as development of SCA Prioritization Tenets to refocus our efforts on driving SCA-led transformation). An SPM provides SMEship to optimize our SCA partner engagements, find elegant solutions to complex and ambiguous engagements and standardizing best practices globally.
Key job responsibilities
- Deliver SCA Revenue targets for assigned SCA engagements (typically 4-5 partners with large transformation potential/impact)
- Build and orchestrate partner-led GTM/Sales Plays to deliver pipeline and other input goals;
- Develop Partner Capability including Competency and differentiated Solution development. These goals and KPIs are shared and interlocked with #One Partner team
- Develop and manage project governance plans (e.g., QBRs, EBCs), project schedules, team goals and success criteria, and project milestones
A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
Basic Qualifications
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- 15+ years of professional experience with 5+ years of developing, negotiating and executing business agreements experience
- Extensive partner management experience and/or GTM/Sales experience in Cloud industry
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
Amazon is seeking an experienced Strategic Partnerships Manager (SPM) to support the growth of AWS's most strategic partners as a part of Strategic Partner Collaboration and Governance (SPCG) team. A Strategic Partnership Manager (SPM) is a passionate advocate and driving force behind transformative initiatives that reshape our partners' businesses, technologies and organizational cultures. The role is responsible for delivering partner/customer transformation aligned to APJ AGS strategic priorities and objectives defined in our Strategic Collaboration Agreement (SCA) with partners across APJ. This leader will play an active role in developing business cases, analyzing project goals, creating implementation plans, and then driving AWS team members, stakeholders, subject-matter experts and partners to achieve those goals.
SPMs are goaled at driving intentional, comprehensive and accelerated partner transformation across Build, Market, Sell and Grow levers. You will track key performance indicators to help support the future state of each project, drive success and communicate project status updates to stakeholders and business leaders. The ideal candidate will be comfortable in a fast-paced, multi-tasked, high energy environment. They will be a creative and analytical problem solver with a passion for delivering results.
To execute against the assigned goals, SPMs are expected to define and co-own GTM strategy for their assigned partner portfolio, its implementation and governance plan in collaboration with #One Partner team. They also co-own GTG (Go to Green) and tactical plans and their governance when SCA goals are either off-track or when specific SCA portfolio risks and/or opportunities emerge.
An SPM is expected to drive cross-org impact through ownership of strategic projects and priorities (such as development of SCA Prioritization Tenets to refocus our efforts on driving SCA-led transformation). An SPM provides SMEship to optimize our SCA partner engagements, find elegant solutions to complex and ambiguous engagements and standardizing best practices globally.
Key job responsibilities
- Deliver SCA Revenue targets for assigned SCA engagements (typically 4-5 partners with large transformation potential/impact)
- Build and orchestrate partner-led GTM/Sales Plays to deliver pipeline and other input goals;
- Develop Partner Capability including Competency and differentiated Solution development. These goals and KPIs are shared and interlocked with #One Partner team
- Develop and manage project governance plans (e.g., QBRs, EBCs), project schedules, team goals and success criteria, and project milestones
A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
Basic Qualifications
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- 15+ years of professional experience with 5+ years of developing, negotiating and executing business agreements experience
- Extensive partner management experience and/or GTM/Sales experience in Cloud industry
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.
This advertiser has chosen not to accept applicants from your region.
2
Strategic Partnerships Development Manager, Shopping
Google
Posted today
Job Viewed
Job Description
Strategic Partnerships Development Manager, Shopping
_corporate_fare_ Google _place_ Sydney NSW, Australia; Melbourne VIC, Australia
**Mid**
Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area.
_info_outline_
X
At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see ourReconciliation Action Plan ( for more information.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following: **Sydney NSW, Australia; Melbourne VIC, Australia** .
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 7 years of experience in partnerships, business development, or a related field within the e-commerce or retail sector in Australia.
**Preferred qualifications:**
+ Understanding of the Australian retail ecosystem, including e-commerce growth, mobile commerce trends, digital payments evolution, and shopper expectations.
+ Ability to drive outcomes through effective partner engagement and relationship management.
+ Ability to collaborate and influence across various internal and external stakeholders.
+ Ability to analyze market data and trends to inform strategic decisions and drive growth.
**About the job**
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
In this role, team forges ecosystem partnerships for commerce in APAC, that ensure choice for consumers and merchants, and make Google a valuable companion across commerce journeys.
The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities**
+ Drive Google's influence within the Australian retail ecosystem by supporting the growth of local retail businesses (Quality Merchants) and enabling growth in omnichannel feed coverage.
+ Deepen merchant integration to drive catalogue coverage (signal growth) and robust infrastructure solutioning (feature adoption).
+ Accelerate the adoption of Google's suite of features and tools, leveraging Google's AI, including merchant tools, agency growth tools, and consumer features.
+ Collaborate effectively with local cross-functional stakeholders and shape influence with Global Partnerships and Product teams.
+ Utilize knowledge of the Australian retail ecosystem to identify and capitalize on growth opportunities.
Information collected and processed as part of your Google Careers profile, and any job applications you choose to submit is subject to Google'sApplicant and Candidate Privacy Policy (./privacy-policy) .
Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See alsoGoogle's EEO Policy ( ,Know your rights: workplace discrimination is illegal ( ,Belonging at Google ( , andHow we hire ( .
If you have a need that requires accommodation, please let us know by completing ourAccommodations for Applicants form ( .
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:
_corporate_fare_ Google _place_ Sydney NSW, Australia; Melbourne VIC, Australia
**Mid**
Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area.
_info_outline_
X
At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see ourReconciliation Action Plan ( for more information.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following: **Sydney NSW, Australia; Melbourne VIC, Australia** .
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 7 years of experience in partnerships, business development, or a related field within the e-commerce or retail sector in Australia.
**Preferred qualifications:**
+ Understanding of the Australian retail ecosystem, including e-commerce growth, mobile commerce trends, digital payments evolution, and shopper expectations.
+ Ability to drive outcomes through effective partner engagement and relationship management.
+ Ability to collaborate and influence across various internal and external stakeholders.
+ Ability to analyze market data and trends to inform strategic decisions and drive growth.
**About the job**
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
In this role, team forges ecosystem partnerships for commerce in APAC, that ensure choice for consumers and merchants, and make Google a valuable companion across commerce journeys.
The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities**
+ Drive Google's influence within the Australian retail ecosystem by supporting the growth of local retail businesses (Quality Merchants) and enabling growth in omnichannel feed coverage.
+ Deepen merchant integration to drive catalogue coverage (signal growth) and robust infrastructure solutioning (feature adoption).
+ Accelerate the adoption of Google's suite of features and tools, leveraging Google's AI, including merchant tools, agency growth tools, and consumer features.
+ Collaborate effectively with local cross-functional stakeholders and shape influence with Global Partnerships and Product teams.
+ Utilize knowledge of the Australian retail ecosystem to identify and capitalize on growth opportunities.
Information collected and processed as part of your Google Careers profile, and any job applications you choose to submit is subject to Google'sApplicant and Candidate Privacy Policy (./privacy-policy) .
Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See alsoGoogle's EEO Policy ( ,Know your rights: workplace discrimination is illegal ( ,Belonging at Google ( , andHow we hire ( .
If you have a need that requires accommodation, please let us know by completing ourAccommodations for Applicants form ( .
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:
This advertiser has chosen not to accept applicants from your region.
3
Strategic Partnerships Development Manager, Shopping
Google
Posted today
Job Viewed
Job Description
Strategic Partnerships Development Manager, Shopping
_corporate_fare_ Google _place_ Sydney NSW, Australia; Melbourne VIC, Australia
**Mid**
Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area.
_info_outline_
X
At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see ourReconciliation Action Plan ( for more information.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following: **Sydney NSW, Australia; Melbourne VIC, Australia** .
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 7 years of experience in partnerships, business development, or a related field within the e-commerce or retail sector in Australia.
**Preferred qualifications:**
+ Understanding of the Australian retail ecosystem, including e-commerce growth, mobile commerce trends, digital payments evolution, and shopper expectations.
+ Ability to drive outcomes through effective partner engagement and relationship management.
+ Ability to collaborate and influence across various internal and external stakeholders.
+ Ability to analyze market data and trends to inform strategic decisions and drive growth.
**About the job**
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
In this role, team forges ecosystem partnerships for commerce in APAC, that ensure choice for consumers and merchants, and make Google a valuable companion across commerce journeys.
The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities**
+ Drive Google's influence within the Australian retail ecosystem by supporting the growth of local retail businesses (Quality Merchants) and enabling growth in omnichannel feed coverage.
+ Deepen merchant integration to drive catalogue coverage (signal growth) and robust infrastructure solutioning (feature adoption).
+ Accelerate the adoption of Google's suite of features and tools, leveraging Google's AI, including merchant tools, agency growth tools, and consumer features.
+ Collaborate effectively with local cross-functional stakeholders and shape influence with Global Partnerships and Product teams.
+ Utilize knowledge of the Australian retail ecosystem to identify and capitalize on growth opportunities.
Information collected and processed as part of your Google Careers profile, and any job applications you choose to submit is subject to Google'sApplicant and Candidate Privacy Policy (./privacy-policy) .
Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See alsoGoogle's EEO Policy ( ,Know your rights: workplace discrimination is illegal ( ,Belonging at Google ( , andHow we hire ( .
If you have a need that requires accommodation, please let us know by completing ourAccommodations for Applicants form ( .
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:
_corporate_fare_ Google _place_ Sydney NSW, Australia; Melbourne VIC, Australia
**Mid**
Experience driving progress, solving problems, and mentoring more junior team members; deeper expertise and applied knowledge within relevant area.
_info_outline_
X
At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see ourReconciliation Action Plan ( for more information.
Note: By applying to this position you will have an opportunity to share your preferred working location from the following: **Sydney NSW, Australia; Melbourne VIC, Australia** .
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 7 years of experience in partnerships, business development, or a related field within the e-commerce or retail sector in Australia.
**Preferred qualifications:**
+ Understanding of the Australian retail ecosystem, including e-commerce growth, mobile commerce trends, digital payments evolution, and shopper expectations.
+ Ability to drive outcomes through effective partner engagement and relationship management.
+ Ability to collaborate and influence across various internal and external stakeholders.
+ Ability to analyze market data and trends to inform strategic decisions and drive growth.
**About the job**
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
In this role, team forges ecosystem partnerships for commerce in APAC, that ensure choice for consumers and merchants, and make Google a valuable companion across commerce journeys.
The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities**
+ Drive Google's influence within the Australian retail ecosystem by supporting the growth of local retail businesses (Quality Merchants) and enabling growth in omnichannel feed coverage.
+ Deepen merchant integration to drive catalogue coverage (signal growth) and robust infrastructure solutioning (feature adoption).
+ Accelerate the adoption of Google's suite of features and tools, leveraging Google's AI, including merchant tools, agency growth tools, and consumer features.
+ Collaborate effectively with local cross-functional stakeholders and shape influence with Global Partnerships and Product teams.
+ Utilize knowledge of the Australian retail ecosystem to identify and capitalize on growth opportunities.
Information collected and processed as part of your Google Careers profile, and any job applications you choose to submit is subject to Google'sApplicant and Candidate Privacy Policy (./privacy-policy) .
Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See alsoGoogle's EEO Policy ( ,Know your rights: workplace discrimination is illegal ( ,Belonging at Google ( , andHow we hire ( .
If you have a need that requires accommodation, please let us know by completing ourAccommodations for Applicants form ( .
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
To all recruitment agencies: Google does not accept agency resumes. Please do not forward resumes to our jobs alias, Google employees, or any other organization location. Google is not responsible for any fees related to unsolicited resumes.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:
This advertiser has chosen not to accept applicants from your region.
4
Strategic Sales and Partnerships Leader, Financial Services
Microsoft Corporation
Posted 16 days ago
Job Viewed
Job Description
Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
**Responsibilities**
+ **Communicating with Impact** Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
+ **Conflict Resolution** The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
+ **Presentations** The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂs attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
+ **Technical Communication** The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
+ **Written Communication** The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
+ Strong Financial services background:
+ **Cultivating Strategic Partnerships** Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
+ **Maximizing Business Opportunities** Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation
+ **Optimizing Account Operations** Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
+ **Selling Solutions** Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Skills Not Mapped to Capability**
+ **Strategically Managing Sales Pipelines** Analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.
+ **Customer Engagement** Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle. Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
+ **Sales & Pipeline Management** Leads the strategic analysis and identification of business and emerging opportunities to advance the customer portfolio and champion customer innovation at scale. Architects integration of technology (e.g., AI sales agents, automation, Power Platforms) to drive growth across multiple domains. Conducts deep-dive analysis of propensity, renewal, consumption, and usage data to develop and lead a comprehensive sales strategy. Directs the strategic partner optimization for each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions (GPS), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), Partner) throughout the deal lifecycle. Directs strategic whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, leveraging AI-driven insights and automation.
+ Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Serves as a role model for others on, and maintains sales and/or consumption pipeline hygiene that enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Serves as a role model for others on, and leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
+ **Sales Strategy** Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Develops and leads high-level strategies that position Microsoft as a leader in the market, fostering influential customer relationships that enhance long-term business value. Acts as a subject matter expert and trusted advisor for customers (up to the executive level) and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
+ Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Systematically synthesizes and forecasts market intelligence, trends, and insights to shape the team's strategic direction and business initiatives. Develops and champions the market analysis methodology to ensure proactive alignment with strategic directives and emerging market trends.
+ Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads and inspires cross-functional teams to develop and prioritize innovative solutions and strategies that enhance customer business objectives. Proactively identifies and strategically bridges gaps, establishing a clear direction for market engagement and sales execution.
+ Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Establishes and leads partnerships with internal executive stakeholders within and across organizations to proactively drive and enhance customer success initiatives. Leads partnerships with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Mentors others on integrating, and advocates for incorporating security principles into all customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
+ **Relationship Management** Plays a leading role, working jointly with Account Executive, in defining and leading overall customer relationship "rhythms of connections." Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Ensures execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Proactively seeks to develop CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives and to develop customer/consulting executive relationships.
+ Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders, appropriately leveraging the virtual Consulting account team. Builds and maintains relationships with appropriate network of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success. Leads overall Microsoft-customer relationship with one or more Chief Executive Officer(s).
+ Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.
+ **Deep Proactive Engagement** Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing stronger deals through lessons learned). Collaborates with strategic customers and with executives internally and externally. Presents long-term position even in challenging situations. Orchestrates among stakeholder groups. Proactively contributes to the success of others. Reaches out to others to encourage collaboration as appropriate, across teams. Drives reviews and lessons learned, using knowledge (from a broad application of learning, rather than on individual deal basis) gained to influence the way business is conducted within and outside discipline. Deep understanding and collaborates cross culturally to achieve business results.
+ Strives to develop depth of relationships with strategic customers to understand their priorities and strategies, and structures complex deals that drive value and contribute to Microsoft growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Represents customer requirements in proposals, and crafts value-based solutions. Owns portions of commercial procurement and/or legal relationship with customers, and works with suppliers. Raises issues and makes recommendations to internal stakeholders to help to solve customer issues with novel ideas/methods. Shares knowledge about customer priorities and industry challenges and competitive landscape. Leads efforts to unblock roadblocks for the customer and providing customer solutions, removes barriers/challenges, and resolves issues as they occur. Successfully collaborates with more senior stakeholders of the customer. Critically examines alternative methods in order to meet customer needs most effectively.
+ Understands and anticipates complex and strategic business opportunities which vary based on deal lifecycle and advanced data input (e.g., cross-sell/upsell, expanding footprint, transformational). Creatively uses knowledge of both customer and Microsoft strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Influences the analysis of product and solution margins, profitability, customer return on investment (ROI), benchmarking, and lifetime value (LTV). Constructs deals that avoid renewal complexities for the business. Develops frameworks and strategies for multiple deals.
+ Proactively handles, owns, and manages objections and negotiates complex contractual amendments within empowerment. Optimizes for the right level of investment, creativity, and customization. Drives orchestration across stakeholders with appropriate breadth and depth. Drives design of deals that will process, including any standard or custom amendments and documentation.
+ Keeps up to date with best practices and strategies. Leverages advanced understanding of product and services strategy per solution area. Informs stakeholders about what works, what does not, and why. Analyzes competitive positioning and use cases. Demonstrates exhaustive understanding of Microsoft and customer strategies, and exhibits in-depth knowledge of industry, competition, and offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes, and influences changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across regions, and provides product feedback. Identifies, articulates, and closes the gap between customer needs and solutions, and identifies optimal solutions to solve gaps. Serves as role model for learning and understanding local subsidiary strategy. Feeds back customer insight from one subsidiary to another and drives problem solution for long-term strategic efforts.
+ Develops industry knowledge and competitive analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Engages in the design of commercial deals and proactively drives the negotiation to meet customer expectations and Microsoft strategy, leading to winning solutions and successful business outcomes. Aligns language of renewal or negotiation to customer's outcomes, including total cost of ownership (TCO) and return on investment (ROI). Responds to customer issues (e.g., contracting, pricing). Shares knowledge of product and services offerings, licensing, and industry. Examines deals from different angles (e.g., year over year), and models variables to make the deal effective. Anticipates potential escalations and customer reactions. Demonstrates advanced market and customer business need understanding. Understands and speaks to Microsoft's product advantage and value compared to the competition.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management 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 ( .
**Responsibilities**
+ **Communicating with Impact** Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
+ **Conflict Resolution** The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
+ **Presentations** The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂs attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
+ **Technical Communication** The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
+ **Written Communication** The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
+ Strong Financial services background:
+ **Cultivating Strategic Partnerships** Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
+ **Maximizing Business Opportunities** Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation
+ **Optimizing Account Operations** Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
+ **Selling Solutions** Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Skills Not Mapped to Capability**
+ **Strategically Managing Sales Pipelines** Analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.
+ **Customer Engagement** Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle. Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
+ **Sales & Pipeline Management** Leads the strategic analysis and identification of business and emerging opportunities to advance the customer portfolio and champion customer innovation at scale. Architects integration of technology (e.g., AI sales agents, automation, Power Platforms) to drive growth across multiple domains. Conducts deep-dive analysis of propensity, renewal, consumption, and usage data to develop and lead a comprehensive sales strategy. Directs the strategic partner optimization for each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions (GPS), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), Partner) throughout the deal lifecycle. Directs strategic whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, leveraging AI-driven insights and automation.
+ Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Serves as a role model for others on, and maintains sales and/or consumption pipeline hygiene that enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Serves as a role model for others on, and leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
+ **Sales Strategy** Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Develops and leads high-level strategies that position Microsoft as a leader in the market, fostering influential customer relationships that enhance long-term business value. Acts as a subject matter expert and trusted advisor for customers (up to the executive level) and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
+ Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Systematically synthesizes and forecasts market intelligence, trends, and insights to shape the team's strategic direction and business initiatives. Develops and champions the market analysis methodology to ensure proactive alignment with strategic directives and emerging market trends.
+ Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads and inspires cross-functional teams to develop and prioritize innovative solutions and strategies that enhance customer business objectives. Proactively identifies and strategically bridges gaps, establishing a clear direction for market engagement and sales execution.
+ Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Establishes and leads partnerships with internal executive stakeholders within and across organizations to proactively drive and enhance customer success initiatives. Leads partnerships with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Mentors others on integrating, and advocates for incorporating security principles into all customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
+ **Relationship Management** Plays a leading role, working jointly with Account Executive, in defining and leading overall customer relationship "rhythms of connections." Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Ensures execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Proactively seeks to develop CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives and to develop customer/consulting executive relationships.
+ Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders, appropriately leveraging the virtual Consulting account team. Builds and maintains relationships with appropriate network of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success. Leads overall Microsoft-customer relationship with one or more Chief Executive Officer(s).
+ Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.
+ **Deep Proactive Engagement** Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing stronger deals through lessons learned). Collaborates with strategic customers and with executives internally and externally. Presents long-term position even in challenging situations. Orchestrates among stakeholder groups. Proactively contributes to the success of others. Reaches out to others to encourage collaboration as appropriate, across teams. Drives reviews and lessons learned, using knowledge (from a broad application of learning, rather than on individual deal basis) gained to influence the way business is conducted within and outside discipline. Deep understanding and collaborates cross culturally to achieve business results.
+ Strives to develop depth of relationships with strategic customers to understand their priorities and strategies, and structures complex deals that drive value and contribute to Microsoft growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Represents customer requirements in proposals, and crafts value-based solutions. Owns portions of commercial procurement and/or legal relationship with customers, and works with suppliers. Raises issues and makes recommendations to internal stakeholders to help to solve customer issues with novel ideas/methods. Shares knowledge about customer priorities and industry challenges and competitive landscape. Leads efforts to unblock roadblocks for the customer and providing customer solutions, removes barriers/challenges, and resolves issues as they occur. Successfully collaborates with more senior stakeholders of the customer. Critically examines alternative methods in order to meet customer needs most effectively.
+ Understands and anticipates complex and strategic business opportunities which vary based on deal lifecycle and advanced data input (e.g., cross-sell/upsell, expanding footprint, transformational). Creatively uses knowledge of both customer and Microsoft strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Influences the analysis of product and solution margins, profitability, customer return on investment (ROI), benchmarking, and lifetime value (LTV). Constructs deals that avoid renewal complexities for the business. Develops frameworks and strategies for multiple deals.
+ Proactively handles, owns, and manages objections and negotiates complex contractual amendments within empowerment. Optimizes for the right level of investment, creativity, and customization. Drives orchestration across stakeholders with appropriate breadth and depth. Drives design of deals that will process, including any standard or custom amendments and documentation.
+ Keeps up to date with best practices and strategies. Leverages advanced understanding of product and services strategy per solution area. Informs stakeholders about what works, what does not, and why. Analyzes competitive positioning and use cases. Demonstrates exhaustive understanding of Microsoft and customer strategies, and exhibits in-depth knowledge of industry, competition, and offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes, and influences changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across regions, and provides product feedback. Identifies, articulates, and closes the gap between customer needs and solutions, and identifies optimal solutions to solve gaps. Serves as role model for learning and understanding local subsidiary strategy. Feeds back customer insight from one subsidiary to another and drives problem solution for long-term strategic efforts.
+ Develops industry knowledge and competitive analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Engages in the design of commercial deals and proactively drives the negotiation to meet customer expectations and Microsoft strategy, leading to winning solutions and successful business outcomes. Aligns language of renewal or negotiation to customer's outcomes, including total cost of ownership (TCO) and return on investment (ROI). Responds to customer issues (e.g., contracting, pricing). Shares knowledge of product and services offerings, licensing, and industry. Examines deals from different angles (e.g., year over year), and models variables to make the deal effective. Anticipates potential escalations and customer reactions. Demonstrates advanced market and customer business need understanding. Understands and speaks to Microsoft's product advantage and value compared to the competition.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management 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 ( .
This advertiser has chosen not to accept applicants from your region.
5
Strategic Sales and Partnerships Leader, Financial Services
Microsoft Corporation
Posted 16 days ago
Job Viewed
Job Description
Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
**Responsibilities**
**Required Upon Hire and Critical/Important**
**Communicating with Impact:**
+ Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
**Conflict Resolution:**
+ The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
**English Language Proficiency:**
+ The ability to speak and understand English when giving instructions and directions, and when talking with colleagues, managers, and others for work matters.
**Oral Communication:**
+ The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
**Presentations:**
+ The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂ's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
**Technical Communication:**
+ The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
**Written Communication:**
+ The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
**Strong Financial services background:**
+ Requires strong financial services expertise to interpret industry regulations, understand market trends, identify customer needs, and communicate complex financial solutions effectively to clients and stakeholders.
**Cultivating Strategic Partnerships:**
+ Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
**Selling Solutions:**
+ Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Customer Engagement:**
+ Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.
+ Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle.
+ Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
+ Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle.
+ Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
**Sales Strategy:**
+ Oversees strategic partnerships and directs innovative AI and cloud solutions to align with regional and global priorities. Develops strategies that position Microsoft as a market leader, builds strong customer relationships, and acts as a trusted advisor to advance digital transformation.
+ Leverages subject matter expertise and AI-driven market intelligence tools to identify new business opportunities and close market gaps. Synthesizes market trends to guide strategy and champions proactive market analysis.
+ Advises teams on solutions and market trends to create future-oriented sales strategies using predictive analytics. Leads cross-functional teams to deliver innovative, customer-focused solutions and bridge identified market gaps.
+ Drives executive-level discussions to prioritize and accelerate key sales opportunities, fosters internal and external partnerships to enhance customer success, aligns AI transformation visions with business goals, and mentors others on integrating security principles for trust and compliance.
**Relationship Management:**
+ Collaborates with Account Executives to manage and strengthen customer relationships through regular engagement and feedback sessions. Utilises insights from the consulting team to monitor project status, address issues proactively, and implement recovery plans to enhance customer satisfaction. Facilitates connections between CXO-level customers and Microsoft executives to build strong partnerships and encourage direct feedback.
+ Works closely with core account, software, and customer success teams to coordinate efforts and foster productive relationships across Microsoft partner groups. Shares customer insights to drive deeper engagement and supports Microsoft's account and solution teams in delivering value.
**Deep Proactive Engagement:**
+ Facilitates strategic internal and external conversations to align solutions with customer needs, collaborating across teams and serving as a trusted business partner and advisor.
+ Builds deep relationships with strategic customers, understanding their priorities to structure complex deals that deliver value for both customers and Microsoft.
+ Represents customer needs in proposals, manages procurement and legal aspects, resolves issues, and shares industry knowledge to influence business practices.
+ Identifies and acts on strategic opportunities using data and knowledge of Microsoft and customer strategies, driving deal growth and upsells while ensuring profitability and simplifying renewals.
+ Handles objections, negotiates complex contracts, and leads deal design and documentation across stakeholders.
+ Applies industry knowledge and competitive analysis to shape solutions, leverages investment options, and aligns negotiations with customer outcomes, demonstrating advanced understanding of market needs and Microsoft's competitive advantage.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
+ Must Speak fluent Japanese.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management 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 ( .
**Responsibilities**
**Required Upon Hire and Critical/Important**
**Communicating with Impact:**
+ Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
**Conflict Resolution:**
+ The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
**English Language Proficiency:**
+ The ability to speak and understand English when giving instructions and directions, and when talking with colleagues, managers, and others for work matters.
**Oral Communication:**
+ The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
**Presentations:**
+ The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂ's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
**Technical Communication:**
+ The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
**Written Communication:**
+ The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
**Strong Financial services background:**
+ Requires strong financial services expertise to interpret industry regulations, understand market trends, identify customer needs, and communicate complex financial solutions effectively to clients and stakeholders.
**Cultivating Strategic Partnerships:**
+ Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
**Selling Solutions:**
+ Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Customer Engagement:**
+ Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.
+ Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle.
+ Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
+ Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle.
+ Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
**Sales Strategy:**
+ Oversees strategic partnerships and directs innovative AI and cloud solutions to align with regional and global priorities. Develops strategies that position Microsoft as a market leader, builds strong customer relationships, and acts as a trusted advisor to advance digital transformation.
+ Leverages subject matter expertise and AI-driven market intelligence tools to identify new business opportunities and close market gaps. Synthesizes market trends to guide strategy and champions proactive market analysis.
+ Advises teams on solutions and market trends to create future-oriented sales strategies using predictive analytics. Leads cross-functional teams to deliver innovative, customer-focused solutions and bridge identified market gaps.
+ Drives executive-level discussions to prioritize and accelerate key sales opportunities, fosters internal and external partnerships to enhance customer success, aligns AI transformation visions with business goals, and mentors others on integrating security principles for trust and compliance.
**Relationship Management:**
+ Collaborates with Account Executives to manage and strengthen customer relationships through regular engagement and feedback sessions. Utilises insights from the consulting team to monitor project status, address issues proactively, and implement recovery plans to enhance customer satisfaction. Facilitates connections between CXO-level customers and Microsoft executives to build strong partnerships and encourage direct feedback.
+ Works closely with core account, software, and customer success teams to coordinate efforts and foster productive relationships across Microsoft partner groups. Shares customer insights to drive deeper engagement and supports Microsoft's account and solution teams in delivering value.
**Deep Proactive Engagement:**
+ Facilitates strategic internal and external conversations to align solutions with customer needs, collaborating across teams and serving as a trusted business partner and advisor.
+ Builds deep relationships with strategic customers, understanding their priorities to structure complex deals that deliver value for both customers and Microsoft.
+ Represents customer needs in proposals, manages procurement and legal aspects, resolves issues, and shares industry knowledge to influence business practices.
+ Identifies and acts on strategic opportunities using data and knowledge of Microsoft and customer strategies, driving deal growth and upsells while ensuring profitability and simplifying renewals.
+ Handles objections, negotiates complex contracts, and leads deal design and documentation across stakeholders.
+ Applies industry knowledge and competitive analysis to shape solutions, leverages investment options, and aligns negotiations with customer outcomes, demonstrating advanced understanding of market needs and Microsoft's competitive advantage.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
+ Must Speak fluent Japanese.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management 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 ( .
This advertiser has chosen not to accept applicants from your region.
Be The First To Know
About the latest Partnership coordinator Jobs in Australia !
6
Business Development Manager
Melbourne, Victoria
Brown-Forman
Posted today
Job Viewed
Job Description
**Quote from Hiring Manager**
"This is a role for someone who wants to make a real impact-working with a great team, representing iconic brands, building deep customer partnerships, and contributing meaningfully to Brown-Forman's growth in Australia. If you're a proven leader with sharp commercial instincts, a passion for the liquor industry, and the drive to succeed-we want to hear from you.
**Meaningful Work From Day One**
As a Business Development Manager at Brown-Forman, you will lead a high-performing team of seven Business Development Executives (BDEs), driving commercial outcomes across a portfolio of iconic spirits and Ready-To-Drink (RTD) brands. This is a dynamic, field-based leadership role where you'll build capability, strengthen customer relationships, and deliver against both short-term sales goals and long-term strategic business objectives.
**What You Can Expect**
+ Lead the BDE team to deliver Stripped Net Sales (SNS) targets and grow on-premise share through new contracts and strong P&L outcomes.
+ Coach and mentor your team to uphold best-in-class execution standards, including maintaining monthly call rates, sales call process, negotiation support, and Short-Term Incentive (STI) achievement.
+ Delivering impactful Quarterly Sales Briefing and Planning sessions at branch/state level.
+ Build and maintain strategic partnerships with key Retail and On-Premises customers.
+ Support BDEs in crafting compelling, insight-led proposals that align customer needs with brand strategies.
+ Drive commercially sound negotiations using deep market knowledge and strong customer insights.
+ Collaborate cross-functionally with Marketing, Category, and Finance teams to bring customer-specific programs to life.
+ Champion Brown-Forman's sales process in every customer interaction, coaching others to do the same.
+ Deliver on any assigned projects to assist in delivering continuous improvement outcome
+ Serve as a trusted leader, coaching and influencing both internal and external stakeholders to deliver best-in-class outcomes
**What You Bring to the Table**
+ Proven experience leading, coaching, and developing high-performing field sales teams in the liquor or FMCG sector.
+ A people-first leadership approach that inspires, empowers, and holds teams accountable to deliver outstanding results.
+ Strong coaching mindset with the ability to uplift capability across execution, customer engagement, and commercial acumen.
+ Skilled at creating a culture of trust, feedback, and continuous improvement-balancing challenge with support.
+ Excellent interpersonal and communication skills, with a proven ability to influence, motivate, and lead through change.
+ Familiarity with tools and processes that support team performance, such as CRM systems, performance metrics, and field coaching plans.
+ A passion for growing others and shaping the next generation of sales leaders.
+ Deep understanding of the Australian liquor landscape, including market, channel, and shopper dynamics.
+ High personal accountability, a solution-focused mindset, and a consistent drive to deliver results.
+ Knowledge of the spirit industry is highly desirable and will be seen as a strong advantage.
**Who We Are**
We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.
**What We Offer**
Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
#jackdaniels
#LI
Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.
Business Area: Europe, Africa, APAC Division
Function: Sales
City:
Melbourne
State: Victoria
Country: AUS
Req ID: JR-
"This is a role for someone who wants to make a real impact-working with a great team, representing iconic brands, building deep customer partnerships, and contributing meaningfully to Brown-Forman's growth in Australia. If you're a proven leader with sharp commercial instincts, a passion for the liquor industry, and the drive to succeed-we want to hear from you.
**Meaningful Work From Day One**
As a Business Development Manager at Brown-Forman, you will lead a high-performing team of seven Business Development Executives (BDEs), driving commercial outcomes across a portfolio of iconic spirits and Ready-To-Drink (RTD) brands. This is a dynamic, field-based leadership role where you'll build capability, strengthen customer relationships, and deliver against both short-term sales goals and long-term strategic business objectives.
**What You Can Expect**
+ Lead the BDE team to deliver Stripped Net Sales (SNS) targets and grow on-premise share through new contracts and strong P&L outcomes.
+ Coach and mentor your team to uphold best-in-class execution standards, including maintaining monthly call rates, sales call process, negotiation support, and Short-Term Incentive (STI) achievement.
+ Delivering impactful Quarterly Sales Briefing and Planning sessions at branch/state level.
+ Build and maintain strategic partnerships with key Retail and On-Premises customers.
+ Support BDEs in crafting compelling, insight-led proposals that align customer needs with brand strategies.
+ Drive commercially sound negotiations using deep market knowledge and strong customer insights.
+ Collaborate cross-functionally with Marketing, Category, and Finance teams to bring customer-specific programs to life.
+ Champion Brown-Forman's sales process in every customer interaction, coaching others to do the same.
+ Deliver on any assigned projects to assist in delivering continuous improvement outcome
+ Serve as a trusted leader, coaching and influencing both internal and external stakeholders to deliver best-in-class outcomes
**What You Bring to the Table**
+ Proven experience leading, coaching, and developing high-performing field sales teams in the liquor or FMCG sector.
+ A people-first leadership approach that inspires, empowers, and holds teams accountable to deliver outstanding results.
+ Strong coaching mindset with the ability to uplift capability across execution, customer engagement, and commercial acumen.
+ Skilled at creating a culture of trust, feedback, and continuous improvement-balancing challenge with support.
+ Excellent interpersonal and communication skills, with a proven ability to influence, motivate, and lead through change.
+ Familiarity with tools and processes that support team performance, such as CRM systems, performance metrics, and field coaching plans.
+ A passion for growing others and shaping the next generation of sales leaders.
+ Deep understanding of the Australian liquor landscape, including market, channel, and shopper dynamics.
+ High personal accountability, a solution-focused mindset, and a consistent drive to deliver results.
+ Knowledge of the spirit industry is highly desirable and will be seen as a strong advantage.
**Who We Are**
We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.
**What We Offer**
Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.
#jackdaniels
#LI
Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.
Business Area: Europe, Africa, APAC Division
Function: Sales
City:
Melbourne
State: Victoria
Country: AUS
Req ID: JR-
This advertiser has chosen not to accept applicants from your region.
7
Business Development Manager
Sydney, New South Wales
Pearson
Posted today
Job Viewed
Job Description
**Business Development Manager**
**About the Role:**
Pearson is looking for a dynamic sales professional with experience, passion and a proven talent for winning business. As **Business Development Manager (BDM) - Sydney** you will focus on selling Pearson's innovative digital platforms, content and services within the Higher Education sector. This role is responsible for institutional sales and partnerships growth (B2B) and expanding our market share adoptions (B2BC) to drive D2C monetisation. Your efforts will identify new business opportunities and expand client partnerships within the Higher Education sector.
**Our team:** Higher Education - The Higher Education division provides quality courseware and innovative digital learning solutions that support learners and educators in the tertiary sector.
**As Business Development Manager (BDM), you'll be responsible for:**
**Sales & Business Development**
+ Drive growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
+ Map out sales strategies for key accounts in alignment with key business priorities
+ Proactively identify and create revenue-generating opportunities, particularly in new customer segments.
+ Develop and execute sales strategies to drive market share and revenue growth in both institutional (B2B) and student-choice course level business (B2BC).
+ Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with diverse stakeholders.
+ Negotiate and close high-value contracts to achieve sales targets.
+ Deliver impactful sales presentations, and product demonstrations to promote Pearson products and services.
**Stakeholder Management**
+ Engage, maintain and build partnerships with key university stakeholders, such as academics, faculty staff, teaching and learning staff. procurement, finance and library, to understand needs, drive new business acquisition and revenue retention.
+ Build territory knowledge, ensuring alignment of Pearson products with academic programs and strategic outcomes.
+ Collaborate closely with Customer Success to ensure strategic alignment, and prioritisation, across activities that support customer retention, expansion and advocacy.
+ Collaborate internally with Sales Operations, Marketing and Product on key initiatives, campaigns, feedback and reporting requirements.
+ Represent Pearson at key University or industry events, reinforcing our role as a thought leader and trusted partner in Higher Education.(JF2)
**Strategic Planning & Market Intelligence**
+ Research and identify market opportunities within the Higher Education sector, to generate leads, and nurture prospects across the sales process.
+ Use strategic planning, to prioritise your opportunities, including strategies for direct field-based selling on campus, and cold calling.
+ Be abreast of product and service innovation using market insights, market feedback and self-driven initiatives.
+ Monitor opportunities, risks, and progress, ensuring alignment with leadership and business goals, and performance OKRs.
+ Maintain knowledge of industry trends, Higher Education market insights, and competition.
+ Manage and maintain customer and prospect data to ensure CRM has data integrity (Sales Force)
+ Update tracking and opportunity pipeline CRM data to ensure business reporting accuracy, and territory OKR visibility.
+ Act as a trusted advisor for Pearson, being an expert in our product portfolio, leading with digital and online learning technologies.
**Candidate Profile**
**To be successful in this role, you will ideally have:**
+ Bachelor's degree is required
+ 2+ years' experience in B2B sales or business development, with a demonstrable track record of driving sustained business growth
+ Drive, self-motivation, and proactivity. You love selling and winning business.
+ Excellent communication skills and consultative selling ability, with a flair for negotiation, and a strong closing record.
+ Commercial acumen and strategic skillset to engage across diverse customer segments.
+ Ability to think critically, prioritise tasks and manage time effectively.
+ Passion for higher education, lifelong learning and Pearson's mission.
+ Experience in the higher education or technology sectors is desired.
+ Proficient in Windows, MS Office, and experience leveraging CRM systems (Salesforce) to drive sales efficiency and effectiveness.
+ The role is based **Sydney** only, managing a diverse territory encompassing Universities and higher education providers. Interstate or overseas travel may be required.
+ You will be required to be actively in the field 4 days per week
+ Drivers Licence and vehicle is required.
**Benefits:**
+ Bonus leave day, to invest in your learning as well as volunteer day to give back to the community
+ Flexible hybrid working
**Who we are:**
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing
**Job:** SALES
**Organization:** Higher Education
**Who we are:**
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing
**Job:** Sales
**Job Family:** GO_TO_MARKET
**Organization:** Higher Education
**Schedule:** FULL_TIME
**Workplace Type:** Hybrid
**Req ID:** 20266
**About the Role:**
Pearson is looking for a dynamic sales professional with experience, passion and a proven talent for winning business. As **Business Development Manager (BDM) - Sydney** you will focus on selling Pearson's innovative digital platforms, content and services within the Higher Education sector. This role is responsible for institutional sales and partnerships growth (B2B) and expanding our market share adoptions (B2BC) to drive D2C monetisation. Your efforts will identify new business opportunities and expand client partnerships within the Higher Education sector.
**Our team:** Higher Education - The Higher Education division provides quality courseware and innovative digital learning solutions that support learners and educators in the tertiary sector.
**As Business Development Manager (BDM), you'll be responsible for:**
**Sales & Business Development**
+ Drive growth and increase market share within the respective territory, focusing on Higher Education (HE) products and digital solutions.
+ Map out sales strategies for key accounts in alignment with key business priorities
+ Proactively identify and create revenue-generating opportunities, particularly in new customer segments.
+ Develop and execute sales strategies to drive market share and revenue growth in both institutional (B2B) and student-choice course level business (B2BC).
+ Promote and position Pearson as a market leader in Higher Education through strategic partnerships and engagement with diverse stakeholders.
+ Negotiate and close high-value contracts to achieve sales targets.
+ Deliver impactful sales presentations, and product demonstrations to promote Pearson products and services.
**Stakeholder Management**
+ Engage, maintain and build partnerships with key university stakeholders, such as academics, faculty staff, teaching and learning staff. procurement, finance and library, to understand needs, drive new business acquisition and revenue retention.
+ Build territory knowledge, ensuring alignment of Pearson products with academic programs and strategic outcomes.
+ Collaborate closely with Customer Success to ensure strategic alignment, and prioritisation, across activities that support customer retention, expansion and advocacy.
+ Collaborate internally with Sales Operations, Marketing and Product on key initiatives, campaigns, feedback and reporting requirements.
+ Represent Pearson at key University or industry events, reinforcing our role as a thought leader and trusted partner in Higher Education.(JF2)
**Strategic Planning & Market Intelligence**
+ Research and identify market opportunities within the Higher Education sector, to generate leads, and nurture prospects across the sales process.
+ Use strategic planning, to prioritise your opportunities, including strategies for direct field-based selling on campus, and cold calling.
+ Be abreast of product and service innovation using market insights, market feedback and self-driven initiatives.
+ Monitor opportunities, risks, and progress, ensuring alignment with leadership and business goals, and performance OKRs.
+ Maintain knowledge of industry trends, Higher Education market insights, and competition.
+ Manage and maintain customer and prospect data to ensure CRM has data integrity (Sales Force)
+ Update tracking and opportunity pipeline CRM data to ensure business reporting accuracy, and territory OKR visibility.
+ Act as a trusted advisor for Pearson, being an expert in our product portfolio, leading with digital and online learning technologies.
**Candidate Profile**
**To be successful in this role, you will ideally have:**
+ Bachelor's degree is required
+ 2+ years' experience in B2B sales or business development, with a demonstrable track record of driving sustained business growth
+ Drive, self-motivation, and proactivity. You love selling and winning business.
+ Excellent communication skills and consultative selling ability, with a flair for negotiation, and a strong closing record.
+ Commercial acumen and strategic skillset to engage across diverse customer segments.
+ Ability to think critically, prioritise tasks and manage time effectively.
+ Passion for higher education, lifelong learning and Pearson's mission.
+ Experience in the higher education or technology sectors is desired.
+ Proficient in Windows, MS Office, and experience leveraging CRM systems (Salesforce) to drive sales efficiency and effectiveness.
+ The role is based **Sydney** only, managing a diverse territory encompassing Universities and higher education providers. Interstate or overseas travel may be required.
+ You will be required to be actively in the field 4 days per week
+ Drivers Licence and vehicle is required.
**Benefits:**
+ Bonus leave day, to invest in your learning as well as volunteer day to give back to the community
+ Flexible hybrid working
**Who we are:**
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing
**Job:** SALES
**Organization:** Higher Education
**Who we are:**
At Pearson, our purpose is simple: to help people realize the life they imagine through learning. We believe that every learning opportunity is a chance for a personal breakthrough. We are the world's lifelong learning company. For us, learning isn't just what we do. It's who we are. To learn more: We are Pearson.
Pearson is an Equal Opportunity Employer and a member of E-Verify. Employment decisions are based on qualifications, merit and business need. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, sexual orientation, gender identity, gender expression, age, national origin, protected veteran status, disability status or any other group protected by law. We actively seek qualified candidates who are protected veterans and individuals with disabilities as defined under VEVRAA and Section 503 of the Rehabilitation Act.
If you are an individual with a disability and are unable or limited in your ability to use or access our career site as a result of your disability, you may request reasonable accommodations by emailing
**Job:** Sales
**Job Family:** GO_TO_MARKET
**Organization:** Higher Education
**Schedule:** FULL_TIME
**Workplace Type:** Hybrid
**Req ID:** 20266
This advertiser has chosen not to accept applicants from your region.
8
Business Development Representative
Sydney, New South Wales
Cornerstone onDemand
Posted 15 days ago
Job Viewed
Job Description
**This Role is located in Sydney, NSW (Hybrid)**
Business Development Representatives (BDR) at Cornerstone work at the top of the sales funnel to generate new business opportunities for the organization. The BDR is in a strategic role, prospecting through inbound and outbound efforts to source potential customers in assigned sales territories. The ideal BDR candidate, along with having a track record of top performance, will also have the organizational skills needed to manage a high volume of outreach activity. Candidates should also have a strong interest in advancing their career in Sales/Marketing, as they will develop the key competencies and skill sets necessary to be successful and set a foundation for career advancement.
**In this role you will.**
+ Source new business opportunities through strategically researching accounts, identifying key contacts, conducting personalized outbound communication.
+ Convert Marketing Qualified Leads (MQLs) into new opportunities by effectively following up with our most engaged prospects.
+ Establish and nurture relationships with senior business executives by developing an understanding of their companies, the challenges they face and how Cornerstone can address their needs.
+ Work in close collaboration with regional sales managers and field marketing specialists to define and execute on a joint prospecting strategy.
+ Meet and exceed monthly, quarterly and annual pipeline generating goals.
+ Maintain consideration for privacy and security obligations.
Why join our team? We're glad you asked. We believe that Cornerstone also helps people be their best at work with the right development and experiences.
+ Comprehensive two-week onboarding program for the role.
+ Full training program, which includes company orientation, benchmark checkins and goal setting.
+ Continuous training and access to sales leaders, sales reps with other experts in the technology sales industry.
+ Team first mentality- be part of a competitive team that works towards department focused contests, incentives and awards.
+ Strong team collaboration- be part of a team that helps motivate and continuously challenges you to hit your professional goals.
+ Strong culture of development- consistent feedback and quarterly performance-driven conversations to set career goals.
+ Clear goals for progression forward- eligible for promotion evaluations
+ Be part of a BDR team that has a proven track record to promote into other parts of the organization such as outside sales, account management, customer success, marketing, enablement and more!
**You've got what it takes if you have.**
+ Bachelor's degree or equivalent experience
+ Strong drive to achieve results with minimal supervision
+ Excellent communication (phone and email), time management, presentation, and organizational skills.
+ Willingness to be coached and an eagerness to learn.
+ Ability to quickly pivot and adapt in a changing environment.
+ Proven experience working in a team environment to achieve group goals.
+ Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
+ Consideration for privacy and security obligations
+ Strong analytical abilities.
+ Persistence and determination.
+ Interest in developing
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at
Business Development Representatives (BDR) at Cornerstone work at the top of the sales funnel to generate new business opportunities for the organization. The BDR is in a strategic role, prospecting through inbound and outbound efforts to source potential customers in assigned sales territories. The ideal BDR candidate, along with having a track record of top performance, will also have the organizational skills needed to manage a high volume of outreach activity. Candidates should also have a strong interest in advancing their career in Sales/Marketing, as they will develop the key competencies and skill sets necessary to be successful and set a foundation for career advancement.
**In this role you will.**
+ Source new business opportunities through strategically researching accounts, identifying key contacts, conducting personalized outbound communication.
+ Convert Marketing Qualified Leads (MQLs) into new opportunities by effectively following up with our most engaged prospects.
+ Establish and nurture relationships with senior business executives by developing an understanding of their companies, the challenges they face and how Cornerstone can address their needs.
+ Work in close collaboration with regional sales managers and field marketing specialists to define and execute on a joint prospecting strategy.
+ Meet and exceed monthly, quarterly and annual pipeline generating goals.
+ Maintain consideration for privacy and security obligations.
Why join our team? We're glad you asked. We believe that Cornerstone also helps people be their best at work with the right development and experiences.
+ Comprehensive two-week onboarding program for the role.
+ Full training program, which includes company orientation, benchmark checkins and goal setting.
+ Continuous training and access to sales leaders, sales reps with other experts in the technology sales industry.
+ Team first mentality- be part of a competitive team that works towards department focused contests, incentives and awards.
+ Strong team collaboration- be part of a team that helps motivate and continuously challenges you to hit your professional goals.
+ Strong culture of development- consistent feedback and quarterly performance-driven conversations to set career goals.
+ Clear goals for progression forward- eligible for promotion evaluations
+ Be part of a BDR team that has a proven track record to promote into other parts of the organization such as outside sales, account management, customer success, marketing, enablement and more!
**You've got what it takes if you have.**
+ Bachelor's degree or equivalent experience
+ Strong drive to achieve results with minimal supervision
+ Excellent communication (phone and email), time management, presentation, and organizational skills.
+ Willingness to be coached and an eagerness to learn.
+ Ability to quickly pivot and adapt in a changing environment.
+ Proven experience working in a team environment to achieve group goals.
+ Demonstrated commitment to valuing diversity and contributing to an inclusive working and learning environment
+ Consideration for privacy and security obligations
+ Strong analytical abilities.
+ Persistence and determination.
+ Interest in developing
Equal Employment Opportunity has been, and will continue to be, a fundamental commitment at Cornerstone OnDemand. All qualified applicants are given consideration regardless of race, color, gender, age, sexual orientation, national origin, marital status, citizenship status, disability, veteran status, or any other protected class as provided in applicable Federal, State, or Local fair employment laws. If you have a disability or special need that requires accommodation, please contact us at
This advertiser has chosen not to accept applicants from your region.
9