Regional Channel Sales Manager Corp
What Joining the Microsoft Team Means:
The Consumer and Device Sales (CDS) organization works with ecosystem partners to build, market and sell a winning portfolio that delights customers and earns fans around the world. The Channel Sales Manager, or Sales Lead, drives regional strategy and partner engagement with one of our top multi-national (MNA) OEM partners. The Channel Sales Manager leads a team of senior account sales leads that drive strategy and engagement, working with the engineering sales team to deliver a differentiated and competitive device portfolio, strategic sales planning and priority setting, business insights and execution, collaboration with the product groups, marketing teams, and cross company partner relationship stewardship, developing and driving new business and product development opportunities.
The Impact You’ll Be Making
Sales Team Leadership (20%):
•Lead a Regional team of Sales professionals that are chartered with elevating the strategic relationships, accelerating joint innovations and executing device sales with excellence
•Creates a sense of teamwork and gains the support of key members of the team, especially in stressful or challenging situations.
•Establishes standards and best practices for the team to share information among its members, and to publicly celebrate the team successes.
•Creates approaches and strategies that directly address and/or overcome high-priority challenges.
•Lead the scale and acceleration of CDS transformation both at an individual and team level, support understanding of the vision, mission and role-based accountability across the team and achieve people scorecard metrics for WHI, LEI, good-attrition and compliance and others as may be applicable from time to time.
•Executive maturity: frequent contact with senior executives across Microsoft, CDS and the Partner eco-system communicating strategy, business plans, investment, and risks
Strategic Sales Planning (30%)
•Develop the Partner engagement that highlights the OEM’s unique value and capabilities and aligns to the overall division priorities
•Develop a short-term winning device portfolio by season and long-term device portfolio planning aligned to showcasing Windows feature priorities and innovative form factors that win against Apple and Google.
•Provide thought leadership to influence sales strategies and initiatives that align to division priorities, grow Windows share across the portfolio and successfully deliver against the fiscal year scorecard metrics.
•Cultivate and champion Microsoft as a valued business partner with the OEM by aligning the vision for Microsoft technology and services with future industry needs.
•Manage an effective Rhythm of Business (ROB) to include: QTR (quarterly technical Review) to enable device planning, QBR (quarterly business review) to ensure successful execution of the account plan targets and scorecard metrics, FBR (finance business review) to enable effective business management and reporting.
•Manage and deliver on Microsoft & Partner mapping and engagement strategy to ensure close and productive engagement across MS with partner, even on areas of the business which are not OEM.
•The Customer and Partner Experience (CPE) for OEM partners resides with the division therefore acting as the partner steward across Microsoft is core to the role. Providing opportunities for engagement and business development, while maintaining the highest standards of account manager and customer satisfaction is paramount.
•Recognizes market trends and anticipates new competitive threats. Puts strategic plans in place to obtain a competitive advantage and secure market share.
•Evaluates initiatives, investments, and opportunities based on broader Microsoft and customer/partner strategies to achieve breakthrough revenue objectives.
•Develops strategies to align business units of functions within the customer’s/partner's organization that have not previously worked together. Creates opportunities for growth and for nurturing a competitive pipeline.
•Structured planning and leadership with Partner Executives and Account Leads and Field teams (coaching and leading others by influence).
•Setting clear and challenging goals and pursuing those goals with enthusiasm and passion.
Value Selling (30%)
•Drives conversations with customers/partners that present the strategic relationship between Microsoft technologies and services and the customer/partner's overall business goals and objectives.
•Understands the competition and clearly establishes the business value that Microsoft technology and services add to the customer’s/partner's broader business objectives, while reinforcing the relevance of Microsoft expertise to its business.
•Identifies product solutions or services that help customers/partners meet their core business objectives, and that provide a competitive advantage.
•Creates measurable value for the customer/partner and for Microsoft during the negotiation process.
Grow Partner’s Business (10%):
•Enable scale and differentiation of the Portfolio through effective partnerships with key Microsoft stakeholders (Retail, WCB, GSMO) to drive device sales
•Drive strong cross-segment collaboration with key stakeholders in Marketing, Finance, Policy, Account Teams and Field Business Groups to align priorities and define joint execution plans to deliver and exceed CDS division agenda and business goals.
•Be the Partner advocate within Microsoft and the subject matter expert on the OEM’s Portfolio of devices with ability to drive market dynamics and sales motions to bridge gaps and accelerate growth.
•Drive the marketing investment model and successful plan execution consistently in line with policy and ROI requirements.
Portfolio Innovation (10%)
•Anticipate customer, partner, and ecosystem trends and deliver innovative perspective that advances the joint business priorities and opens new opportunities that impact the market, industry, and ecosystem.
•Incubate new technologies and revenue streams, making strategic bets that generate long term value for Microsoft and the Partner including Devices, Cloud and Services
Who We Are Looking For
Experiences Required: Education, Key Experiences, Skills and Knowledge:
•Four Year college degree required – MBA preferred
•Experience building multi-level trust relationship within a large or multinational account including management of senior executive relationships.
•Devices market knowledge including key distribution and supply chain channels.
•Sales leadership with proven track record of strategic partner management.
•The ideal candidate will have demonstrated success as a virtual team leader including proven ability to impact and influence without authority.
•Aptitude for strategic planning, tactical execution, and experience in driving complex regional projects.
•Diplomacy and comfort with difficult Partner conversations; ability to hold Partner accountable openly and respectfully
•Ability to develop accurate business plans and forecasts
•Knowledge of device design features and components and the associated impact on value proposition and device ID including how to drive Unique Sales Points
•Understanding of the application services eco-system and how to integrate devices, cloud and services
•Development of new business opportunities, and builds organizations and capabilities to support
•Strategic sales analytics and sales program development/execution
•Brings entrepreneurial and innovative perspectives to business opportunities
•Drives high standards for performance and compliance
•15+ years OEM ecosystem experience with focus on devices sales across consumer / commercial segments with deep understanding of product and industry specifications or industry equivalent experience.
•Extensive sales & business management, account planning, development and execution.
Special Requirements/Additional Information
•Estimated travel: 50% - Requires travel to work with partner HQ, regional teams, and Microsoft eco-system as needed.
•Must be prepared as a global leader to work across global time zones as necessary.
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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