Partner Sales Executive (Microsoft)Вакансия в архиве

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Город
Требуемый опыт работы
з/п не указана
Москва
3–6 лет

This is a vendor role in Service of Microsoft

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they

simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud-

enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the

planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.

The Partner Sales Executive role exists to manage sales motions with strategic solution partners. These partners provide Microsoft the best opportunity to grow market share in key product and workload solutions and use Microsoft technology to solve customer business issues, focusing particularly on consumption. The Partner Sales Executive is the primary outcome owner for building cloud growth through partners. The PSE builds and manages the partner forecast and portfolio based pipeline and is the Virtual Sales Manager of the Partner Sellers (P-SSPs.)

The Impact You’ll Be Making…

Business Planning and Development (15%)

• Build a clear vision of Microsoft and Partner Go to Markets, fostering mutual success

• Analyze the partner’s sales capacity, capabilities, and customer base; map them to Microsoft’s market opportunities/goals

• Co-create and manage a joint Partner Sales Plan throughout the year, documenting how the partner and Microsoft will capture joint business opportunities in selected solution workloads

Sales Execution (60%)

Develop Partner Sales Capacity and Capabilties to Achieve Targets

• Emphasize “Cloud First” cultural adoption within every partners sales force through company-wide sales training, aggressive sales incentives, and additional rewards for driving deals involving Cloud; gain partner dedication to train sales professionals in Microsoft technologies

• Inspect sales team quality and work with partner sales manager to develop the appropriate capacities and capabilities within the team

• Create a common sales process language between partners and Microsoft; develop partner sales team knowledge of resources to advance opportunities

• Assure partner attendance at events including Sales Ignite and Worldwide Partner Conference

Drive Sales Management and Execution

• As part of Sales Rhythm of Business, and established/signed agreements, actively drive a partner’s sales review sessions, to include a review of the following:

o Sales plan and scorecard commitment (pipeline creation, pipeline velocity and closing activities)

o Pipeline quality and health of the pipeline (coverage, velocity and win rate ratios in each partner pipeline)

o Verifiable outcomes from each stage of solution selling

• Maintain partner opportunity information through Seller Workbench in order to track and monitor target attainment/opportunity pipeline

Drive Sales Orchestration and Partner Alignment with Microsoft

• Drive joint territory planning sessions with the partner and Corporate Account sellers to promote collaboration between Microsoft and partner sales teams

• Meet with Account Executive’s to understand the Account Plans for customers that are within the target of partners; attach partner resources in all phases of sales, adoption, and deployment

• Proactively schedule meetings with the applicable sales teams for segment focus; articulate the partner’s Go To Market strategy, sales goals and strategy and work to create strong relationships with each party

Partner Alignment to Broader Ecosystem

• Identify and facilitate connection to other Microsoft strategic or managed partners to assist with accelerating, growing, and fulfilling the solution/deal proposed

Performance Management (15%)

• Define a Rhythm of Business (ROB) - delivered through scheduled meetings, conference calls, or formal communications - to actively review and manage sales and scorecard targets; includes:

o Sales planning (identify joint account, sales strategies), pipeline management (health, win/loss reviews), opportunity review

o Providing a single voice to the partner, representing all relevant Microsoft communications and relevant issue escalations

o Driving partner satisfaction by ensuring majority of time is spent with partners; advocating for Solution Partner in various Microsoft internal meetings/discussions

Self-Development (10%)

• Possess an understanding of the Microsoft Platform and Productivity Capabilities, at least at a 100 sales level; if Specialism focused, at a 200 sales level

• Articulate a value proposition to align with Microsoft key strategies, products (existing and available in launch), and licensing programs

• Build and manage a growth development plan with Manager; actively evaluate personal business performance

• Review and act upon results from the Profile of Excelence Evaluation (POE); utilize Microsoft online training courses (Role Guide, Microsoft Career Model)

Who we’re looking for…

Professional

Proven sales experience with 6-8 years in channel sales

Self-directed, strong business acumen and analytical/ forecasting skills

Understanding of cloud and enterprise licensing sales and solutions

Strategic Thinking & Strategy Development, Teamwork (includes Field engagement and collaboration), Drive for results, Impact and influence, Organizational Agility, Problem Solving

The ideal candidate will have extensive experience of managing virtual teams across a subsidiary’s matrix structure - for example, Public

Sector, DPE, Incubation, Enterprise & Partner Group (EPG) and Small Medium Solutions & Partners (SMSP) virtual teams – and will display the following characteristics:

• Very inclusive behaviors - driving teamwork and cross team alignment

• Strong negotiation skills

Education

BA/BS in Sales, Marketing, Business Operations, Computer Science, Engineering or related field required

Masters degree preferred

Technical Certification preferred

Business and Solution Selling training preferred

At Microsoft, we believe that diversity enriches our performance and products, the communities where we live and work, and the lives of our employees. As our workforce evolves to reflect the growing diversity of our communities and the global marketplace, our efforts to understand, value, and incorporate differences become increasingly important. Come explore diversity at Microsoft

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