Senior Channel Executive at Microsoft

The Impact You’ll Be Making

• (25%) Partner Relationships: Build trusted advisor relationships with the partner through a deep understanding of the partner's local strategy and business imperatives. Share expert knowledge of Microsoft (MSFT) strategies in a simplified manner to the partner. Drive alignment between partner’s strategies and MSFT’s goals and values to jointly agree on the partner’s device, product and services strategies. Connect partner to local MSFT executives (Country GM, local segment lead, OEM Lead, etc.) and advocate for partner interests, goals and objectives where appropriate and aligned to MSFT objectives. Maintain a deep knowledge of the devices and software market as well as industry trends to share with partner. Develop, review and track progress against Conditions of Satisfaction (COS) with partner to evaluate the health of the relationship.
• (35%) Account Management: Develop year-over-year local account growth projections that align our partners’ business objectives and initiatives with Microsoft’s. Establish and execute a formal rhythm to manage progress and developments and update the account plan with the partners. Understand the partners’ device roadmap, competitive challenges, services vision and create differentiation strategies. Provide supply chain guidance and support for competitive and quality Windows devices. Leverage internal competitive intelligence to help partners’ identify gaps and emerging trends. Align Segments and Business Groups campaigns/investments with OEM co-marketing investments and activities. Present the Microsoft value proposition for competitive advantage and new opportunities. Promote assortment and sell-through of Windows-based alternatives to partners to compete against competitors. Provide feedback to Corp teams and Regional Channel Executives.
• (20%) Pipeline Management: Develop a One Microsoft approach for the partner to drive attach to Windows devices. Work with partner to build a plan to increase sales of Windows devices and services. Increase the partner’s capability to sell products by showcasing game-changing solutions. Build pipeline (monthly or quarterly) of sales opportunities and forecast to anticipate business trends.
• (20%) Organization Leadership: Establish close alignment with MSFT segments teams across the sub to develop a One MSFT approach. Orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies. Advocate for partner internally at a local level through a strong understanding of MSFT’s internal political and organizational landscapes. Facilitate Local Devices Reviews, to review device roadmaps and opportunity pipeline. Provide subject matter expertise for partner’s local device portfolio and services to enable device sales engagement. Portfolio to include Commercial, Consumer, Competitive (Apple & Chrome) and MS services.

Who we’re looking for

• Experience Required: Education, Skills and Knowledge:
• 10+ years of senior sales or product management experience, have an outstanding track record of results, and can demonstrate critical and creative thinking.
• Undergraduate degree in engineering, computer science, or business; MBA preferred.
• Sales and business development experience in a partner company, or a software company with an OEM focus.
• Demonstrates strong business and technical acumen with entrepreneurial spirit.
• Excited about new technologies, their adoption and developing a joint go-to-market approach to drive revenue growth, market share growth, and Windows share of devices.
• Has deep partner connection and insight: Develops trusting relationships with critical partners and achieves partner satisfaction.
• Proficient communication experience with senior executives internally and externally and is comfortable interacting at all levels of the organization.
• Strong planning and organization skills, with the ability to manage multiple, complex projects simultaneously.
• Data-driven, independent thinker who can operate within a broad framework yet maintain excellent communication with multiple stakeholders.
• Understands how to get things done, demonstrates organizational agility to overcome obstacles, and achieve objectives within and across groups.
• Creatively develops original ideas, approaches and solutions to typical, unusual or difficult situations or problems.
• Customer focused, very responsive, and action oriented to meet partner needs while maintaining a positive, professional image of Microsoft.
• Cross-group collaboration: internally and externally.
• Excels at account planning.
• Passionate about partners and customers.