Partner Account Management IC3
Microsoft
Johannesburg, Gauteng, South Africa
3d ago

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers.

We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide.

As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide.

You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion.

If that appeals to you, it’s an exciting time to be here in DPS.

The Device Partner Solution Sales (DPSS) organization within Microsoft works with ecosystem partners to build, market and sell a winning portfolio of solutions that delights customers and earns fans around the world.

The Partner Sales Executive Reseller, Device Solution Sales, provides sales leadership working directly with channel partners (Value Added Resellers).

This role offers devices and services expertise to the reseller partners, creating robust sales motions across 3rd party Windows OEM devices, Microsoft Office, Server & cloud products to drive up partner profitability.

This role will land critical 3rd party Windows OEM devices, Microsoft Office, Server & cloud value propositions and programs with their partners and will influence the device and services sales cycles to Commercial end customers achieving Microsoft revenue, share and product mix targets.

The Partner Sales Executive Reseller, Device Sales, partners closely with Microsoft’s Channel Sales team, Multinational and Local Device Partners and Distributors, has a deep understanding of his / her partners’ strategic priorities and performance as it relates to the market and is accountable to drive thought leadership and control the sales conversation.

This role is accountable for helping their partners transform their business model into areas such as Device as a Service, Hybrid Infrastructure among others, to enable the partner to grow their business.

Responsibilities

Joint Business Partner Planning

  • You will build & define the annual joint account plan aligned on shared strategic objectives
  • You will work across Microsoft and the partner organization to bring together needed resources, investments and go to market programs to drive revenue, share and transformation gains
  • Driving Transformation & Solution Development

  • Based on the joint account plan, you will help the partner build transformation solutions like (DaaS, Autopilot, Hybrid Server, HCI, EDU Compete) to drive differentiation in the marketplace.
  • Drive Ongoing Rhythm of Business & Performance Management

  • You will maintain a monthly Rhythm of the Business (RoB) with the partner stakeholders to ensure we are on track to meet the joint business goals (revenue, scorecard)
  • You will set up a joint Quarterly Business Review (QBR) with the Microsoft & Partner leadership team to review the business all up and explore opportunities for growth / expansion
  • You will ensure all programs, investments are landing in an efficient & compliant manner with the partner and measure / track ROI.
  • Business Development

  • Builds trusting relationships with partners to grow business and develop deep understanding partner priorities, strategies, and goals and how they align with Microsoft’s.
  • Understands markets and partner trends and develops connections with key market players to close and execute on business opportunities.

  • Sells account vision to stakeholders at Microsoft and scale partners by aligning value propositions of products, channels, or solutions that are mutually beneficial to both the partner and Microsoft.
  • Understands and follows established compete strategies, communicates the value of Microsoft products and services over competitors, and contributes to the development of partner compete strategies.
  • Relationship Building and Management

  • Collaborates with internal teams category, specialist sales, marketing) to support partners. Shares overall business plans with relevant stakeholders.
  • Influences and drives actions with internal teams.

  • Sells newer, modern devices and services ecosystem to partners to drive Microsoft’s mission. Articulates the impact of modern device ecosystem on partner business.
  • Understands and contributes to developing the strategy to collaborate with intelligent edge third-party providers.

  • Attends internal and external events and training to maintain up-to-date awareness of industry and competitor information.
  • Develops professional connections, builds networks, and gains understanding of industry, competitor, and market trends. Leverages learning from the events to provide input and feedback on improving future events.

  • Understands specifications and assortments of Microsoft's categories, products, services, and / or channels, within their scope of responsibility, in technical conversations with partners.
  • Collaborates with teams in Global Sales, Marketing, and Operations (GSMO) and / or Microsoft Consumer Business (MCB) to share accountabilities.

    Leverages One Microsoft value propositions.

    Account Management

  • Proposes joint business plans in collaboration with internal stakeholders to generate revenue for the partner and Microsoft.
  • Develops short- and long-term goals and performance expectations based on partner capabilities. Supports the adoption of plans by evaluating the alignment the plan and partners' short- and long-term goals and priorities.

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

  • Generates and distributes reports, with minimal guidance, that include account updates, metrics reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are being met.
  • Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys.
  • Creates, negotiates and executes special sell-through promotions and ensures that proof of execution and claims are provided in compliance with guidelines.

    Is responsive to feedback from audits and solves past financial reconciliation.

  • Forecasts managed products and / or partner accounts to examine account trends, monitor progress, and identify opportunities for growth.
  • Identifies opportunities in partners' business or channels to broaden Microsoft reach. Suggests existing products and solutions to fill account gaps, drive sales, and expand partner / channel position in Microsoft's ecosystem.
  • Shares licensing agreement information with partners to help inform decision making. Considers company rules and regulations when executing plans.
  • Market / Partner Readiness

  • Leverages internal stakeholders and resources to develop go-to market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals.
  • Prioritizes and allocates resources across accounts for developing go-to-market strategies.

  • Develops partner marketing strategies promotions, incentives, loyalty programs) to attract customers and generate sales.
  • Identifies opportunities for partners to scale business capabilities to align with market opportunities.

    Other

  • Embody our and values
  • Qualifications

    Required / Minimum Qualifications

  • 5+ years partner management, sales, business development, platform ecosystem / network, or partner channel development in the technology industryOR Bachelor's Degree in Business Administration, Enginering or related field AND 2+ year(s) partner management, sales, business development, platform ecosystem / network, or partner channel development in the technology industryOR equivalent experience.
  • Strong understanding of IT reseller channel business model incl. economics and profitability of Devices + Services Strong industry knowledge, including : devices (PCs, Tablets, Servers, Internet of Things, other form factors) and service models.

    Proven success at business building (business / channel development, entrepreneur, change management)Executive maturity to develop strong relationship across all levels at Partner and Microsoft Competence in analysis and data mining to drive insights, developing partner strategies and operational excellence Strong collaboration skills, able to lead and thrive in ambiguity with courage and risk taking.

    Experience in working with partners that provide IT services to Corporate and SME customers.

    Additional or Preferred Qualifications

  • Master's Degree in Business Administration AND 5+ years partner management, sales, business development, platform ecosystem / network, or partner channel development in the technology industryOR equivalent experience.
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