Microsoft looking for Account Channel Executive.
In DPSS, we’re focused on evolving the device partner ecosystem. As a member of our team, you’ll be part of growing a multibillion-dollar business and charting new areas of innovation. We’re doing this by building best-in-class modern devices, helping drive partner profitability, and driving preference for Microsoft solution with our hardware partners.
Responsibilities
The Device Partner Solution Sales (DPSS) organization works with device ecosystem partners to build, market, and sell a winning portfolio of devices and solutions that delights customers and earns fans around the world.
The LDP Account Channel Executive (CE) is a crucial role at Microsoft to help accelerate sales of windows devices services through and with local OEMs. The CE oversees managing one or more accounts at the country level, and the primary responsibilities include:
Partner Relationships (30%): Demonstrate good understanding of partners’ business, market dynamics and Microsoft products/value.
Develop a deep understanding of the partners’ strategy, business imperatives, and profitability drivers and align strategically with partners key stakeholders on vision of the partnership
Drive end to end relationship with the partner, leveraging the account management process, marketing investments to land the local execution from device assortment and local portfolio, through to the attach of Microsoft software and cloud services
Build trusted advisor relationships with partner(s) through a deep understanding of their local strategy and business imperatives.
Act as a partner advocate for all partner interests, goals, and objectives
Account Management (30%): Develop year on year goals that map partners’ business objectives (share, margin, revenue) to Microsoft goals (revenue, mix and services). Work with partners to identify their plans and strategies around devices and services.
Develop joint account plans with partner inclusive of GTM activities across consumer, commercial and Edu channels, Conditions of Satisfaction (COS), Customer Partner Satisfaction (CPE), portfolio planning; Market Development Agreement (MDA), Jumpstart and Co-op funding programs
Ensure all discretionary funding produces an ROI aligned to corporate guidance and track progress of actual results of marketing campaigns and investments
Develop deep knowledge of Partner business practices (procurement strategies, engineering resources, marketing capabilities, etc.)
Establish and execute a formal RoBs to manage progress of joint commitments, reprioritize, and develop plans for newly identified opportunities
Pipeline Management (15%): Develop a One Microsoft approach for the partner to increase Windows devices.
Manage partner pipeline and forecast monthly
Execute to achieve revenue, scorecard metrics, and account KPIs
Conduct on-going reviews to ensure follow through on agreed upon accountabilities
Provide local updates to Device Sales team
Business Development and Transformation (25%): Understand the partners’ device roadmap, competitive challenges, services vision to identify new business opportunities
Maintain an in-depth knowledge of devices, software, channel, and end customers, as well as industry and market trends leveraging Microsoft & industry assets to share with partner(s)
Leverage internal competitive intelligence to help partners identify gaps and emerging trends
For current partners, identify areas of joint opportunity based on current market trends, partners capabilities and local resources
Find and engage new OEMs, distributors, resellers, start-ups etc. and help them transition into Named Account program
Participate in Industry events that include competing platforms and solutions to fully absorb competitive landscape Research, localize and execute applicable best practices to increase the impact on local business. Build expertise in presenting key Microsoft device selling strategies
Qualifications
Key Experience:
7+ years of experience in sales in the technology industry with a proven track record in establishing and managing business partnerships between OEM, distributors, and resellers
Bachelor’s Degree or equivalent work experience in engineering, computer science, or business
Excellent grasp of business fundamentals, channel development, and competitive pressures in the current environment
Aptitude for strategic planning, budget, forecast and project management, as well as tactical execution
Excellent oral and written communication, with the capability of delivering effective executive presentations and negotiate deals
Strong sales, customer service, negotiation, and objection handling
Executive maturity to develop strong relationships at multiple management levels across Microsoft and partners.
