Date: Nov 4, 2010

Location: Chongqing, CHINA

Job Category: Sales
Location: China, Chongqing
Job ID: 739202 29057
Division: Sales

Describe the focus of your work group and a general description of the work performed by the workgroup.
The primary focus of this group is the development and drive of revenue from the SMB customer base. There are over 7 Million customers spread across China and this team is goaled to provide solutions and offers that meet this customer groups needs. Over 50% of the SMB revenue today comes from the top tier cities a key focus of this team is to expand the geographical coverage to tier 2 and tier 3 cities.

Why does the role exist/add value?
This role exists to lead the expansion into a selected district; the following list details the key areas of focus:
1. Build relationships with key government officials
2. Develop an all up plan for the district including customer segments and partner engagement
3. Ensure the right resourcing trade off are being made to deliver on the cities priorities

How is role unique from other roles?
The district director role is new to Microsoft in China and has an all up revenue and orchestration role in the district

What are key initiatives and challenges facing this role over the next six months to three years?
Key Initiatives:
Build relationship with key accounts, partners, and government organizations with the objective of growing MS's revenue in the district and to build MS's reputation as a trusted advisor and commit locally to the IT and economic development of the district
Challenges:
Changing perception; educating the government and customers on MS value and genuine

Responsibility:
1) Grow the business
- Build the appropriate pipeline to attain or exceed the annual goals and objectives of the district while increasing customer satisfaction.
- Identify TOP Must-Win accounts (EA/SELECT, Strategic wins..)
- Look for opportunities for CAFE legalization
- PC Mall Engagement
- Focus attention on BOS Attach (Win7 upgrade), Office Upgrade #
- Reach the goal of new OPEN customer additions
- Partner outreach - Work with managed channel partners (distis,VARs,Solution Partners) to identify key partners and business
- Incubate at least 2 Solution Partners with Key competency (Exchange, Virtualization, etc)
2) Government Relations
AP:
-Actively engage government departments (including the copyright bureau), drive the consensus and alignment on IPR protection ,enterprise legalization roadmap, tactical plan etc , Have the ability to collaborate with government driving the plan execution.
-Keep IPR education in his/her work agenda, leverage possible opportunities to communicate Microsoft GSI strategy message with public, media, government and customers.
-Provide guidance and direction to sales team on AP program priorities, strategies in the district.

MS influence and Image:
-Maintain regular and positive relationship with the Vice-Mayor, Information Bureau, Economic Development Bureau and other key government bodies to communicate MS's district level commitment and explore ways we can work together with them to reach their informatization and economic development goals

3) People Management
- Be the local level decision maker for daily operational issues that need to be resolved
4) Marketing and PR
- Organize and arrange local industry focused events, summits, seminars on MS's new technologies.
- Participate in similar events organized by 3rd parties.
- Provide input into product direction, marketing programs and customer support.
- Work closely with SMBD marketing to devise innovative campaigns to drive new business
- Execute PR and customer marketing playbook.
5) Operations
- Monthly revenue forecast and review
- Ongoing training and communication with Beijing

Requirement:
-Over 10 years working experience in IT field, software knowledge preferable
-People management experience and partner management experience
- High integrity
-Demonstrated sales experience with a proven track record of achieving monthly targets
-Motivated, Enthusiastic and passionate about sales
-Proven ability to work on own initiative, to deadlines and under pressure
-Must demonstrate high activity rates & satisfy KPI targets
-Sound commercial sense
-Good interpersonal and communication skills, including good experience in presenting to clients
-Ability to grow a business for the long term
-Strong cross group collaborator
- Fair English communication skills
Microsoft is an equal opportunity employer and supports workforce diversity.

GCR:CN:Sales:EN

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