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Regional Partner Sales Executive - Distribution Channels Sales Lead

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 and Partner Sales (DPS) team plays a critical role in achieving this mission. We build and sell intelligent edge and intelligent cloud devices and solutions with partners, who include OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to enable partners to deliver amazing innovative experiences powered by Windows.
 
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 touch consumers, students, and businesses. 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 and launch devices and solutions worldwide. You will also be part of a people-first culture that supports a growth mindset, equality, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.
 
Your role is a key to Microsoft’s Device Partner Solution Sales (DPSS) Distribution and Channel strategy to build, market and accelerate sales of a winning portfolio of Windows devices, Microsoft products and Cloud services.
 
As a Regional Partner Sales Executive – Distribution Channels Sales Lead, you provide sales leadership across EMEA geographies, working with Authorized OEM Distributors, Commercial Channel Distributors, 3rd party IT vendors, Resellers and System Integrators to ensure the assortment of curated Windows devices is aligned with MS platform objectives, software and services, and the transition to Digital Distribution. You will design growth and change management plans  and provide operational support and expertise to orchesrate sales efforts and execute the Microsoft Strategy across these areas. You will lead the  EMEA distribution sales community (ODR Partner Sales Executives- Distribution & Partner Sales  Executives- Resellers )  to drive Channel Enablement ( Readiness & land Program & Operational Updates), execute on Sales Priorities, and maximize Category & Marketing impact. 

 
You also provide strategic leadership across business segments, working in close cooperation with Microsoft’s Business Groups, Multinational and Local device partners, and Distributors to market and sell an assortment of Windows devices and Microsoft products and services through our Commercial sales engines. You are able to engage with and influence partners at an executive level by demonstrating your knowledge via industry insights and experience.
 
As a Regional Distribution Partner Sales Lead, you represent Microsoft within the partner channel and communicate Microsoft’s strategy and vision; you are a trusted advisor to build a portfolio that drives a preference for Microsoft products, Windows devices, Intelligent Edge and New category devices and services to Microsoft Distributors and their sales channels. To ensure accountability, you drive measurable business performance across revenue, scorecard metrics, and channel health indicators.

Responsibilities

Partner Relationship Management (30%):

  • Develop deep business insights about EMEA Strategic Partners (Int’l Distis, SR Strategic Distis & Key SDRs) strategy and business imperatives for devices, software and services: addressable market, product and services portfolio, profitability of selling Windows devices and Microsoft products and services.
  • Gain insights and leverage EMEA Strategic Partners relationship with Multi-National Accounts - Device Makers ( like HP, Lenovo, Dell) Local and other 3rd party device partners.
  • Interact with and forge strong relationships with all levels of EMEA Strategic Partners organization, to drive MNA, Local and other 3rd party Windows device assortment and sell-through while increasing attach of Microsoft software and services.
  • Work with Local DPS teams and Partner Sales Executives on account planning for EMEA Strategic Partners to capture and define business ambition, priorities and execution plans
  • Establish and maintain Rhythm of Business across all levels to stay informed about partner strategy, business priorities, investments and execution
  • Act as an advocate for Distributor interests, goals and objectives in their engagements with Microsoft.

Account Management (30%):

  • Develop Regional business growth plans that align partner's business objectives and initiatives with Microsoft growth plan & priorities and market opportunities.
  • Develop joint GTM plans with each Strategic Partner in EMEA, to align strategies laid out in the account plan e.g. campaign tactics, sales incentives, expected ROI.
  • Lead account planning: all Distributors must have strategic, effective and actionable FY21 Account Plans to land FY21 DPSS priorities. Maintain deep knowledge about partner’s business, and have the ability to identify and clearly articulate business opportunities and ways to pursue them.
  • Collaborate with other MS teams like One-Commercial Partner to enhance account plans for Distribution partners development and business growth.
  • Build and maintain Quarterly Execution Plans focused on Revenue and other Key Performance Indicators like RFY, Pro/Edu device sales, Channel Capacity, etc. Identify growth opportunities, set aspirational targets, build strong sales and marketing execution plan by utilizing all resources.
  • Understand the competitive landscape and lead the discussion on competitive challenges. Address and respond to competitive opportunities by working with Distributors to develop strategies and execution plans to promote assortment of Windows 10 devices to compete against other platforms.
  • Guide partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building trusted advisory relationship.

Partner Business Model Transformation (20%):

  • Generate compelling opportunities for Distributors and Strategic Solution Device Resellers with a focus on the value Microsoft products, Services and Windows Devices can bring to Microsoft partners: Device-as-a-Service, IoT repeatable solutions, Teams meeting rooms and other new categories.
  • Accelerate transformation to Cloud & Hybrid, encourage and support Distributors to build and scale DaaS offerings at Distribution/Reseller & increase attach of Azure and M365 Business Standard

Operational Execution (20%):

  • Identify, develop and execute strategies to increase share of Microsoft devices sold through Distribution.
  • Manage and support, via dotted line, Sub Region ODR Leads to drive end-to-end execution (FastStart, Programs, Account Planning, RoB, SureStep, Focus Initiatives and Demand Generation)
  • Lead as Regional community (ODR PSE-D & PSE-R) owner, to drive Readiness, Program & Operational Updates, Sales Priorities, Category & Marketing updates
  • Align with Multi-National Accounts, Local Device Partners and other 3rd party Device Partners to develop and execute joint plans to increase sales and market share of Windows 10 devices and maximize attach of Office and Server products and services.
  • Support partner recruitment and activation (Channel Reach, Frequency and Yield), Reseller Channel enablement through sales and marketing readiness, and activation through sales and marketing program execution in close collaboration with Local DPS teams in EMEA.
  • Lead Distributor readiness transition from in-person to Digital (DBTE, PDF, Channel Connect)

Qualifications

  • Proven business acumen through experience and/or University degree
  • Extensive experience in establishing and managing business partnerships between Distributors, industry vendors and Resellers. Excellent grasp of business fundamentals, channel development, business planning and excellence in execution.
  • Sales Management and Channel Management Experience
  • Strong IT industry knowledge (devices, Cloud solutions and competitive environment) and understanding of IT distribution and reseller channel business model including economics and profitability of Devices + Services
  • Ability to manage complex structure/business, planning and communication
  • Ability to scale through remote teams, multiple geographies and partners by creating infrastructure, tools and models, that are reliable, predictable, efficient and that result in effective ROI.
  • Proven ability to lead without authority
  • Executive maturity to develop strong relationship across all levels at Partner and Microsoft
  • Strong cross group collaboration skills, impact and influence

 

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.


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