Regional Partner Sales Executive - Distribution Channels Sales Lead

Contenu de l'offre Regional Partner Sales Executive - Distribution Channels Sales Lead chez Microsoft

Description du poste

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 plansEstablish and maintain Rhythm of Business across all levels to stay informed about partner strategy, business priorities, investments and executionAct 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 updatesAlign 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)