Are you a results oriented sales person with a proven track record of partner management looking for your next challenge? Does working on a team managing one of Microsoft’s strategic and innovative OEM partners appeal to your professional and personal objectives? Does the challenge of delivering exceptional digital work and life experiences that surpass Android and Apple excite you? The OEM Division is looking for a business development & sales programs lead to work with one of our top multi-national (MNA) OEM partners (Acer) to drive new business leveraging sales accelerator programs across the company and devices & services integration opportunities in a way that will scale with the partner and deliver incremental business.
This role will be responsible for engaging across the Microsoft company eco-system, relevant external partner eco-systems and the partner to develop and drive execution of new programs and business opportunities that are beyond the scope of the run-rate business delivering incremental opportunities for Microsoft and the partner and increased revenue to the business.
Key responsibilities are:
Business Development:
• Works across key Microsoft business divisions as appropriate to drive new business opportunities e.g. works with the industry solution teams, DPE and EPG as appropriate to develop industry specific solutions, services divisions such as Skype, Office etc. to drive services integration and other divisions as appropriate.
• Works across the partner eco-system as appropriate to drive new business opportunities and secure joint investment for key initiatives e.g. works with Intel to develop joint investment plans focused on mutual objectives, CTE in conjunction with the Design-in team to look for new device opportunities etc.
• Drive highly visible design wins and develop case studies that allow both the OEM and Microsoft to differentiate the offering in the marketplace and create new opportunities.
• Develop business plans as appropriate to drive new opportunities with the partner that are beyond “business as usual”, removing any obstacles faced by the Microsoft and OEM teams and driving quality execution against the business development plan with other teams as appropriate through agreement to clear roles and responsibilities.
• Effectively balances his/her involvement in customer engagements and is adept at positioning appropriately to other key teams to drive execution scale.
• Proactively address and respond to competitive opportunities leveraging internal competitive intelligence.
Sales and Sales Readiness
• Responsible for delivery of sales goals and scorecard metrics including YoY growth targets.
Scorecard Metrics include, but are not limited to:
a. Windows paid share of devices
b. Windows Tablets
c. Windows Pro Growth
d. Windows Client Revenue
e. Office revenue and licenses
f. Microsoft high-value services cross-platform attach
g. % Completion of Strategic Account Plans
h. Partner Satisfaction
• Manages an effective ROB to ensure goals and metrics are being met.
• Create the solution messaging/deal/programs framework (and other collateral as needed) that the Microsoft and/or OEM can take out to their field sales teams to understand how to leverage the business opportunity effectively.
• Be a subject matter expert for the portfolio of OEM devices and solutions
• Work with the design-in lead to provide periodic briefings to segment team device sales leaders on each new selling season device & solutions portfolio including details on individual device & services differentiating features and competitive positioning relative to Android and Apple.
• Work with the OEM and marketing counterpart to ensure that both readiness and marketing “awareness and reach” are occurring in the Microsoft and OEM fields.
• Build trust with the respective Microsoft and OEM sales teams through an understanding of challenges that exist (i.e. where Microsoft and OEM compete and the implications at the field and customer levels).
• Identification of cross-geography synergies that can benefit field teams in multiple subsidiaries.
• Be the go-to resource for the sales team for new opportunity review and development.
OEM Partner Relationship Management:
• Develop a deep understanding of the partner’s global and regional strategy and business imperatives through market and partner inquiry as well as internal and external industry resources.
• Integrate Microsoft’s strategic priorities and programs into OEM’s to ensure Microsoft mindshare with OEM at HQ level and that it cascades through to the regional level.
• Share deep industry knowledge and current device and competitive trends in the market with partners, local team and regional team.
• Offer industry insights, intelligence and internal observations to the partner of the partner’s business that advances their priorities and opens new opportunities.
Essential Experience
• PC and devices market knowledge including key distribution channels is required
• Sales professional with proven track record of large partner management with resellers, distributors or OEMs
• The ideal candidate will have demonstrated successful business development experience that includes an entrepreneurial approach to developing new business opportunities and driving to execution.
• Aptitude for driving complex projects and developing a tactical execution plan for downstream execution by the sales and marketing team. This includes proven ability to impact and influence without authority.
• Experience working with multi-cultural teams
• Experience building multi-level relationships within a large or multinational account including management of senior executive relationships
Technical/Functional Skills
• Knowledge of device design features and components and the associated impact on value proposition and device ID including how to drive Unique Sales Points
• Understanding of the application services eco-system and how to integrate devices and services
• Excellent oral and written communication and effective executive presentation
• Strong sales, negotiation and objection handling
• Strong customer service and interpersonal skills
• Ability to develop accurate business plans and forecasts
• Strong planning and organizational skills
Personal Attributes
• Entrepreneurial spirit with a desire to drive innovation while effectively managing risk
• Passion for technology and devices
• High sense of urgency and ability to prioritize
• Ability to work under tight deadlines and to manage multiple projects and assignments simultaneously
• Ability to hold Partner and MSFT teams accountable openly and respectfully
• Executive maturity: this position involves frequent contact with senior executives across Microsoft, Partner and the Partner eco-system communicating strategy, business plans, investment, and risks
• Ability to manage, motivate and lead virtual teams to drive plan execution
Qualifications
• Four-year college degree, Business or Science / Engineering disciplines preferred
• Partner management experience in the IT or consumer electronics industries
• New business development experience
Special Requirements/Additional Information
Estimated travel: 50% - Requires travel to work with Acer regional teams and Microsoft eco-system as needed.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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