Channel sales lead

• Job number 1420507

The Device Partner Sales (DPS) team plays a critical role as part of the Global Partner Solutions organization to achieve Microsoft’s mission to empower every person and every organization on the planet to achieve more. We build, market and sell edge and cloud devices and solutions with our broad partner ecosystem that includes OEMs, IoT and Mixed Reality device manufacturers, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to innovate with device partners, transform how we sell devices and services with partners and build devices that consume our cloud.

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 and helping to identify new areas of innovation. You will also join a people-first culture with values that support a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

The Device Partner Solution Sales (DPSS) mission is to Maximize the intelligent edge & intelligent cloud opportunity with device builders and device channel partners, while delivering world class partner experiences and sales & marketing execution across the device partner ecosystem Our Device Partner Solution Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation.
Our Device Partner Solution Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation & growth.

The Device Partner Solution Sales Lead is the all-up business owner for the Region DPSS P&L comprised of the local revenue, developing the market and compete insights by segment, product and channel to deliver sustained world class sales performance & growth through all the regional partners and channels, including and all “3rd party” devices sell through activations while fostering transformation across the ecosystem aligned to the strategy.

The DPSS lead will operate across the organization boundaries & functional teams to ensure full alignment across Device Partner Sales (DPS) and with both Microsoft Customer and Partner Solutions (MCAPS) and Consumer Channel Sales & Marketing (CCSM) leadership in close cross team collaboration focused on the key opportunities to drive the device assortment & solutions offerings, & accelerate the revenue growth & health of the business.

Through strong executive presence and through sales and business leadership develop the key partner executive c-level relationships & with a growth mindset build a high performing team through inclusion & diversity, continual coaching, developing the key competencies & by adopting a continuous skills assessment creates an inspiring & rewarding culture within working environment that is high performing and engaging. The Device Partner Solutions Sales lead should be a role model through the model coach care framework and drive strong Thriving Index.

Responsibilities

Business Development:
•Defines frameworks and support systems for maintaining long-term trusted-advisor relationships and proactively building rapport and influence with partners' C-suite decision makers to advocate for the adoption of Microsoft products and services in difficult situations or challenging markets, ensure strategic alignment, and drive growth; acts as a credible entry of escalation path to the partner into Microsoft, takes ownership of solving high-stake client's issues, and provides guidance on developing mutually-beneficial business plans that account for both partner and Microsoft priorities, strategies, and goals. Understands markets and partner trends, and develops rapport with key industry stakeholders and/or leaders.

Relationship Building & Management
•Serves as a thought leader in industry and creates opportunities for others to represent Microsoft at internal and external events to strengthen networks and remain abreast on industry, competitor, and market trends; ensures learning from the events are landed across his/her teams and integrates feedback across teams to provide input and feedback to influence and improve overall event strategy; capitalizes on events as opportunities to coach account managers to develop thought leadership and to identify talent.

Account Management
•Sets and communicates the strategic vision for developing joint business plans that leverage creative solutions and drive revenue for the partner and Microsoft, drive partner transformations, and convert market opportunities into concrete projects and objectives; develops end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations based on partner’s needs and capabilities. Evaluates progress on plans and ensures they are updated and relevant to inform resourcing decisions; carries forward learnings to dynamically improve joint business plans based on evolving needs of partners and Microsoft.

Market/Partner Readiness
•Provides thought leadership for developing and implementing strategies for orchestrating go-to market and co-selling strategies for partners that outline activities and expectations to drive Microsoft and partner sales goals.
•Oversees and influences the development of education (e.g., accreditation programs), advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies for partners that are appropriately aligned with partner capabilities and outlines specific activities that will drive mutual sales goals; develops growth strategies with partners to scale business capabilities with dynamic market opportunities.

Attract, Develop, and Retain Talent
•Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning. Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions.

Deliver Through Results
•Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources.
•Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

Role Model of Microsoft Values
•Models compliance and represents the Microsoft Values and the One Microsoft culture.
•Promotes company policies, procedures, mission, and values, by training and providing direction to direct reports in their use and application.
Commitment to Performance Management
•Establishes and communicates performance expectations; identifies performance gaps and monitors performance to ensure plans are met.
Leads his or her team to accept change and retain performance levels while responding to changing demands.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Qualifications

Required/Minimum Qualifications

• Bachelor's degree in Business Administration, Engineering or related field AND 10+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
  OR 12+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry.

Additional or Preferred Qualifications

• 8+ years experience with planning, budgeting, and other project management activities.

Professional

• Business Management: 5+ years in managing a business or P&L
• Executive Presence: 5+ years in building & maintaining CxO relationships
  Technical
• Solutions Selling: 5+ years in Modern-Work or Hybrid Solutions

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Our companyAt Microsoft we are dedicated to advancing human and organizational achievement.Microsoft enables digital transformation for the era of an intelligent cloud and an intelligent edge. Its mission is to empower every person and every organization on the planet to achieve more.