Director of Sales, WW OEM Distribution and Reseller
Redmond , Washington
December 19, 2016

The WW OEM Field Sales (FSE) team is responsible for providing WW OEM Sales Leadership to the field and key business groups to drive Multi-National (MNA) and Named OEM, and Distribution & Reseller (ODR) revenue. The OEM division is looking for a Director of Sales of the WW OEM Distribution and Reseller channel to lead $1.5B in sales.

The Director Channel Sales ODR leads the development of a multi-year strategy for WW OEM Distribution and Reseller (ODR) channel. This roadmap encompasses customer/partner sales motions, product/devices/solutions and licensing strategies, assessing current models across OEM, SMS&P and Retail, identifying current model to future model connections, orchestrating business strategy initiatives across the organization, driving alignment and guiding the transformation, and aligning with the broader WW OEM Division Strategy and driving influence. This individual is the subject matter expert responsible for transforming the ODR business to devices & services, selling and developing sales strategies and plans to drive device adoption, software assortment, marketing, migration to Digital Distribution and operational support expertise to drive MICROSOFT Mobile-first and Cloud first strategy. This position requires extensive cross-group collaboration at all levels, people leadership, excellent oral and written communication skills, and the ability to formulate issues and recommendations clearly. The leader must be able to work well with senior executives, execute under pressure and deadlines, be flexible with ability to manage ambiguity and uncertainty, and with a growth mindset to genuinely embrace change.

Accountabilities Strategy, Plans and Alignment:

Participate in joint planning across OEM segment teams, Windows BG and partners to define competitive device and attach strategies. Integrate OEM device strategies and initiatives into segment sales, marketing programs and selling motions.

Collaborate with marketing teams to develop worldwide marketing, programs and Incentives guidance to the regions and cascade to the ODR field.

Business and operations management:

Establish a responsible business rhythm that meets the needs of the team, supports organizational ROB and minimizes random requests that impact the team engagement in partner-focused activities.

High Performing ODR Team: Ensure efficient and timely communication and cross group collaboration scenarios. Create a coaching culture with A16 ODR leaders by designing opportunities to engage teams in the decision-making process to expand their thinking beyond what is comfortable and expedient (reducing silo thinking) for the betterment of the business all-up.

Strong, deep and broad internal MSFT and external partner relationships: Foster vision and strategy alignment, cross learning and communication throughout the OEM organization and related divisions as Business Groups, RSM and SMS&P. Educate across the field to improve device selling capabilities and provide competitive device leadership insights for commercial and consumer device seller teams. Develop and deepen personal relationships with executives in top Worldwide Distributor accounts to understand their strategic goals and develop joint opportunities.

Responding to Competitive Opportunities: Understand the competitive landscape (software, tablet, touch, notebook, phone, etc.) and lead the discussion on competitive challenges. Address and respond to competitive opportunities by working with WW Corporate teams to develop strategies and execution plans.

Experience Required:

10+ years of experience in business development/strategies.

10+ years of experience in a sell-in and sell-through channel management environment, leading a team of technical and non-technical sale individuals through successful agreement cycles and marketing activities with partners

Results driven with proven track record.

Possess deep knowledge of field and partner commercial sales motions and Microsoft products and solutions.

Have strong analytical, problem-solving, negotiation and organizational skills.

Ability to interact with diverse groups spanning all organizational levels in both Corp and field; strong interpersonal and communication skills.

Strong command of change management issues and methodologies.

Have high level of executive maturity.

BA required; MBA preferred

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, sex, sexual orientation, gender identity or expression, religion, national origin or ancestry, age, disability, marital status, pregnancy, protected veteran status, protected genetic information, political affiliation, or any other characteristics protected by local laws, regulations, or ordinances.


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