The Consumer and Device Sales (CDS) organization works with ecosystem partners to build, market and sell a winning portfolio of devices that delights customers and earns fans around the world.  Within CDS, the Device Partner Sales team (DPS) manages the relationship with one of the largest global PC manufacturers.

The Device Partner Sales team (DPS) is seeking a strategic, focused, driven seller with strong commercial and education knowledge and strong collaboration skills to work with this Manufacturer and across Microsoft as part of The Account Team.

The Commercial and Education Channel Executive will be working in deep partnership with the PC Manufacturer's corporate headquarters in Taipei, the regional headquarters for them in the Americas, Asia and EMEA as well as select  subsidiaries, to land their devices and solutions with Microsoft products in the Commercial & Education segments. The Commercial and Education Channel Executive will be the team’s expert in the device and solution needs of Commercial & Education customers and will be the point of contact for this PC Manufacturer to assist with pitching the Microsoft value proposition in the Commercial & Education segments, identifying the right solutions and business models to drive the Client's digital transformation and Commercial and Education growth. This role will also be the commercial and education compete expert of the team.

The Commercial and Education Channel Executive will be responsible for persuasively articulating the key differentiators and competitive advantages of this PC Manufacturer's device & service offerings for Commercial & Education customers.

Success will be measured by:

• impact on the Clients sales and overall device/unit growth, attainment against unit targets (KPIs), all-up MNA revenue and share growth, Windows 10 New Pro Devices, Windows 10 Education Activations as well as progress against new solutions/motions (CSP, M365, IoT).
• The ability to quickly grasp both the Client & competitive device offers and supporting the Client to align to their offerings (device + services) with the commercial customer needs, is a critical component of this role.

The Commercial Channel Executive will proactively engage with the Client to help them to win the most strategic competitive deals.

Responsibilities

Key initiatives in this role are:

• Account Strategy and Business Development
  • Define and land with the Client's leadership, the 18-24 months Commercial & Education growth strategy across Core and new business opportunities
  • Define device roadmap gaps & influence the Client's HQ to create a competitive portfolio plan
• Business Execution
  • Support the Cleint  in leveraging Microsoft programs and investments to accelerate key strategic initiatives. Drive alignment with Microsoft campaigns and compete programs
  • Share and measure Commercial Device pipeline opportunities with the Client with the goal of expanding the pipeline and accelerating deal closure
  • Lead the Client in positioning & landing Microsoft based solutions effectively in compete scenarios by deeply understanding the value prop and any potential blockers
  • Partner with WW Marketing lead creating impactful marketing strategies/plans aligned to commercial and education growth. Deliver marketing execution guidance to the field
  • Subject Matter Expert on Commercial & Education customer needs, including Windows Client, Office (Office 365, Office 2019, M365), and Cloud solutions (CSP, Azure)
  • Lead both internal & external ROB with the Client's WW HQ,  regional offices and silicon stakeholders to review business progress, identify opportunities (business insights) to grow the business and to provide support as needed
  • Deliver readiness to the Client across Microsoft Commercial & Education strategies, programs & investments
• Engagement (cross the Client's account team (corp + field), cross MS and cross the Client)
  • Develop deep, trusting relationships with the Client at senior levels to ensure we have the best opportunity to secure the Microsoft platform in Commercial & Education segments.
  • Build and lead core v-team to quantify & resolve competitive sales blockers (incl. Product Marketing, Engineering, Business Architects, Application Development, Consulting Services etc.).
  • Partner with Education, GSMO and OCP teams on cross-segment alignment on key priorities and opportunities

Qualifications

QUALIFICATIONS

• Passion for device, platform and services IT markets with an understanding of OEM, channel/partner ecosystem, and commercial channel sales.
• Proven success in closing complex deals + technical understanding of devices and commercial customer requirements
• Proven ability to manage partner sales relationships effectively at senior executive levels
• Strong team player - works effectively across teams to solve customer and partner issues
• Strategic thinking & execution - ability to develop sales and business strategy options, while also being able to successfully execute on complex opportunities.
• Strong interpersonal and communications skills, executive presence, verbal and written communication ability with requisite skills to partner, collaborate and build relationships with partner accounts, account/segment teams, and Microsoft product groups. Strong presentation skills
• Deep understanding of OEM business/sales model and experience driving partner led sales engagements
• Ability to anticipate and develop business opportunities and priorities for future action, while focusing on achieving concrete business results.
• Familiarity with IoT device solutions and business models preferred
• Bachelor's degree required; MBA/Master's degree preferred
• 8-10 years related sales experience
• International travel required, estimated at 30%

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.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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