Job # 346170 1100049

Locations China, Beijing

Job families Sales

Teams Sales

#Overview

Purpose: Deep understanding of the strategic priorities and Authorized Reseller performance as it relates to the market to drive thought leadership and control the sales conversation. Leverage relationships to execute on ‘CCG Selling Motions’: Design In, Sell In, Sell Through) including: Influence the supply chain, Sell services, devices and attach, & Drive demand for devices and services as they are sold to end customers through channels (Sell Through)

#Responsibilities

Analysis & Insight

• Invest time to gain deep business insight and analytics about the Authorized Reseller – their addressable market, current and future strategy, their product and services portfolio, how they monetize with the end customer and measure that success, their competition and how that maps to Microsoft
  

Authorized Reseller Planning

• Landscape - deep understanding of Authorized Resellers business – use insights gained to create AR strategy and translate to a quality plan
  

• Focus - identify key focus areas for execution
  

• Goals - establish clear objectives and measureable goals
  

• •
  

Relationship Management

• Understand + evangelize Microsoft products/devices/services – package & present ‘The Pitch’
  

• Develop & execute on Authorized Reseller-specific value propositions that link the value of our products/devices/services with the Authorized Resellers objectives
  

• Create opportunities and manage co-marketing & programs to drive joint success
  

• Think of relationship management as living process versus ‘a moment in time’ – aspires to ‘Trusted Advisor’ status
  

Relationship Management (con’t)

• Map and understand the power base of individuals/teams at the Authorized Reseller that will make/influence decisions with Microsoft
  

• Conditions of Satisfaction (COS) - develop and actively review COS with the Authorized Reseller and agree associated action plans
  

• Authorized Reseller recognizes value in Microsoft and ensures we’re included during business planning cycles and quarterly business reviews
  

• Anticipate competition and have an active plan
  

Foresight

• Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses
  

• Share Authorized Reseller and marketplace level insights for Microsoft outcomes
  

• Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the market
  

Business Operational Excellence

• Accountable for executing Authorized Reseller plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience.
  

• Execute consistent Rhythm of the Business including Monthly/Quarterly Business Reviews with Microsoft and Partner leadership.
  

• Follow-through on commitments
  

• Evangelize and ready Partner sellers for co-engagement through sales readiness, coaching and management.
  

Role Accountabilities

• Revenue of Authorized Reseller
  

• Scorecard
  

• Customer & partner experience
  

• Authorized Reseller Attach
  

• Accuracy to forecast
  

• Authorized Reseller Budget
  

• Go-Dos & Commitments
  

• Marketing KPIs
  

• New partner insights
  

• Contribution Margin
  

• Partner program adoption
  

• All up Authorized Reseller relationship
  

Key Role Activities:

Plan:

• Create joint business and marketing plans by Authorized Reseller
  

• Forecast Authorized Reseller financials and scorecard
  

• Integrate MSFT teams into Authorized Reseller
  

Execute

• Sell in the Authorized Reseller marketing plans
  

• Build strong Authorized Reseller relationships
  

• Sell-in product assortment
  

• Ensuring corporate compliance
  

Manage & Monitor:

• Analyze Authorized Reseller performance
  

• Monitor Authorized Reseller scorecard
  

• Initiate correction of errors (COE)
  

• Analyze data to drive new value to the Authorized Reseller
  

#Qualifications

Experiences Required: key experiences, skills and knowledge:

• 5 years+ sales experience in retail environment, IT/mobile industry preferred
  

• Experience managing a business of $50m+ -Experience managing a business of $5M
  

• Management/virtual team experience
  

• Negotiation at senior level
  

• Building Exec relationships
  

• Sales Strategy
  

• Business alignment
  

• Management competencies
  

• Excellent communication skills
  

• Excellent presentation skills
  

• Strong numeracy and problem solving skills
  

• Good interpersonal awareness
  

Education:

• Four Year college degree required
  

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.