Microsoft Corporation Channel Executive in Bellevue, Washington
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.
The opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.
The MNA Channel Executive in Device Partner Solutions Sales (DPSS) is responsible for landing the local partner co-sell motions aligned to the global and regional account plans, and in partnership with the regions drive local sales execution for sell-through in Consumer, SMB, Commercial and Education.
The role of the MNA Channel Executive is to elevate the partner co-sell in close collaboration and partnership with the DPS WW MNA Account Teams, their Region Partner Account Teams, the DPSS Region Sales leadership and corresponding MNA Channel Executives assigned locally in the markets.
The key areas of focus center on building ‘best in class partner co-sell aligned to each of the accounts key strategic initiatives and partner priorities, by enabling strong sales orchestration and through insights scaling local execution in each customer segment. The key success factors for the role center on;
End to end sales planning and orchestration by MNA to drive flawless execution across WW/Region/Sub-Region
Accelerate MNA sell-through and optimize attach in each customer segment: Consumer/CCSM, Education, Commercial
Build the technical acumen and capabilities across each of the MNA transformation initiatives to help enable the teams, and partners (ProAP/DaaSCSP_AzSHCI)
Create agility through the planning alignment, ROB and landing in partnership with category, sales excellence and the segment leads.
Build an MNA CE community & capacity through shared learning’s and best practices (RSG, ROLEX)
The Channel Executive (MNA CE) is a crucial role to help accelerate sales of devices with preinstalled Windows; the attach of Office (OPP/OPI, CSP), Teams and other Microsoft software + services, including Windows Server; comprised of standard, Data Center and Hybrid Cloud (AzSHCI) offerings and more. In your role will own and guide the core sales plays across Consumer, Commercial, SMB and Education in close partnership with the cross functional teams to drive balanced execution aligned to the Core and New business priorities. #MSFTDPS, #MSFTGPS
The role requires a working knowledge of the MNA and devices business to align and drive the sales orchestration; responsible for partnering with local, regional and HQ Sales and Marketing teams for Multi-National Account (MNA); ensuring the Local MNA Field Sales Teams achieve predictable growth and business performance, executing cross MNA strategies, optimized for the local partner engagement through effective Account Management rhythms; and influencing Local MNA Assortment and local account plans to drive partner revenue and share.
Key positional requirements:
Knowledge of the MNA business and partner ecosystem in cloud enabled technologies.
Highly effective cross team collaboration and ability to drive clear outcomes/impact.
High drive, agility, strong interpersonal & communication skills.
Strong MNA business acumen and insights/working knowledge.
Business development and solutions led selling.
Tech knowledge and intensity
Track record in device sales and impact through insight/decisive decision taking.
Structured and action orientated.
Team culture and orientation, bringing diverse and inclusive style of working.
One DPS/DPSS Global Partner Co-Sell leadership and orchestration :
Advance a “One Global Partner Sales” approach in Consumer, Commercial & Education by developing a strong understanding of Microsoft internal and organizational landscapes while establishing close alignment with segment teams across HQ and the subsidiary.
Influence corp. and field leaders by collaborating effectively and balancing short-term expectation and long-term direction.
Collaborate with key stakeholders in MNA Account Teams, Marketing, Finance, Category, GTM teams to align priorities and define joint execution plans by Region/Sub-Region
Secure strong ROB to connect and secure by-directional feedback MNA Regions - MNA Account team to bring full value proposition of One Microsoft focused on each segment and line of business
Facilitate segment opportunity reviews and meetings to discuss competitive strategies, advocate for partners, and uncover net new opportunities in Consumer, Commercial and Education.
Expand cross-team collaboration across the Global Partner Group in pursuit of Small/mid-market solutions & partners on devices plus cloud offerings in close orchestration with Device Partner Solutions Sales leaders
Drive strong financial & business accountabilities across Region/Sub-Region MNA teams:
Work with each MNA to develop sell-through plans and co-sell go-to-market strategy, creating effective plans for each customer segment: Consumer, SMB, Commercial and Education.
Partner with Corp MNA teams to land programs and initiatives that grow Windows share with Local MNA Regions Sellers
Assess Local MNA growth opportunities in Office, Server, and Windows Pro across Consumer, SMC and Commercial, incl. Edu, identifying root causes to performance gaps
Champion Office and Server attach sales motions and share best practices leveraging available portfolio of offerings.
Promote continuous improvement, leadership, and increased efficiencies, year-over-year representing field feedback (voice of the partner) to and from OEM MNA account teams at corp.
Build joint strategic co-sell plans with local category and device marketing teams to drive effective co-sell offers with aligned marketing investments and KPI’s.
Track progress of sell-through and local execution of marketing campaigns, investments/ROI and KPI’s.
Accurately track the forecast and consolidate the key insights surfacing them through the account reviews and DPS ROB aligned to the revenue goals and KPI’s.
Leverage internal competitive intelligence to guide partners to address identified gaps and emerging trends in the local market.
Provide feedback to Corp and regional teams, sharing local updates, and managing and escalating roadblocks and supply gaps.
Partner Business Development with Modern device portfolio and solutions offering’s
Drive transformation through direct engagement in the account planning process
Leverage the world-wide initiatives and drive landing of transformation initiatives across Local MNA Region sellers.
Drive for standardization of processes and RoB across MNA accounts.
Partner with marketing, category and product team to ensure the right content and information has been delivered.
Work with the regions to track the portfolio of solutions offerings to attach Microsoft Services for Modern Workplace with M365, AutoPilot and Modern Infrastructure with Azure, Azure Stack and HCI enabled through CSP in conjunction with Windows, and Windows Server.
Orchestrate relevant DPSS, CCSM and Channel Sales resources locally to help onboard and scale the partner coverage through direct, and indirect channels leveraging the consumer and commercial programs to ready and incent the channel partners or retailers.
Develop subject matter expertise on the core and new business opportunities to help accelerate innovation and adoptions of new technology across Device, Software and Services.
Proactively monitor pricing gaps and share competitive intelligence to enable early OEM device portfolio planning decisions.
Building MNA CE Community & Capabilities
Provide sales leadership to the MNA Channel Executives community in the field and as role owner exemplify and develop the qualities needed to be successful in role
Serve as talent leader by identifying and assessing talent and capacity plans to ensure Microsoft realizes its full growth potential in each market.
Continue to get feedback on R&Rs and engagement model to ensure alignment with Regional MNA Account Teams
Represent the MNA CE community in the Corp forums: i.e. RolEx, role development and training
Establish a rhythm of business to stay informed and aligned with the partner’s local strategy, business imperatives, and intended investments.
Share expert knowledge of Microsoft ’s priorities, programs, and device selling strategies, driving alignment between partner and Microsoft.
Promote local activities with partner(s), facilitating engagement between partner and local Microsoft leadership teams aligned to the key strategic business priorities.
Proactively review and track the progress of partner satisfaction, acting on areas of opportunity to increase the health of the relationship.
- Understands customer drivers of digital transformation and leads new opportunities and orchestrates internal teams to accelerate the customer's digital transformation. Engages with customers to lead strategic technology direction/transformation within assigned accounts customer. Ensures line-of-business wins are captured (e.g., testimonials) for referencing.
- Engages with internal and external stakeholders on business planning to review and plan for accounts. Set priorities, focus, and resources and strengthens operations, ensuring that the extended virtual team and other stakeholders are working toward common goals.
- Leads and orchestrates extended virtual teams and key stakeholders with deep industry expertise (e.g., industry solutions executives) to expand relationship with decision makers and stakeholders of assigned accounts. Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales.
- Proactively builds and maintains a strong knowledge of Microsoft's product landscape, solutions, and strategy in the industry of assigned accounts, as well as of the business priorities and potential threats the customers face. Coordinates with internal industry experts (e.g., industry solutions executives) to gather industry data of assigned accounts and improve planning. Demonstrates a strong understanding of the customers' business strategy and the direction of the industry.
5+ years experience working in an industry (e.g., Government, Education), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
OR Bachelor's Degree in Business, Technology, or related field AND 3+ years of experience working in a relevant industry (e.g., Healthcare, Government, Education, Manufacturing, Automotive, Retail), driving digital transformation, and/or relevant work experience (e.g., consulting, technology)
OR Master's Degree in Business Administration Degree AND 2+ years experience working in an industry (e.g., Government, Education), driving digital transformation, and/or relevant work experience (e.g., consulting, technology).
Additional or Preferred Qualifications
Minimum of 10+ years business leadership experience required, preferably in high tech and devices/hardware exposure; demonstrated ability in strategic sales planning, preferred experience working inside MNA teams or managing field resources.
Organizational Leadership - experience and confidence in leading high-performance team goals, metrics, program, initiatives, and priorities.
Business Management - experience in running a P&L, or high set of investments and resources with a discipline and rigor to the management of the business.
Organizational Agility - can navigate a complex organization to reach a goal or objective; is effective at positioning gives/gets and has outstanding executive presence and presentation skills.
Ability to hold others accountable and demonstrate impact and influence without direct control while maintaining excellent cross-boundary collaboration in support of One Microsoft.
Strong problem-solving ability ranging from conceptualization to quantitative with modeling fluency.
Ability to work with high levels of ambiguity. The position requires an individual who understands how to get things done in a large, complex organization through influence and collaboration and has broad business background or diverse product experience.
Proven ability to understand how to improve the way things get done through effective planning and process improvements.
Proven communication skills to effectively drive recommendations and land priorities across senior executives and across organizational boundaries.
Experiences in multi-country geography and emerging markets is highly preferred.
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
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