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Microsoft Partner Development Manager China, Shanghai 847707417
10.09.2024
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Qualifications
Required/minimum qualifications
Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
Additional or preferred qualifications
Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
Responsibilities
- Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads and drives a rhythm of business (RoB) for action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders.
- Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Challenges the status quo of internal programs by understanding why related policies exist and the advantages and disadvantages. Establishes strategies to develop high-quality relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of Microsoft solutions through partner GTM.? Develops strategies to advocate for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects.? Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.
- Ensures partners are investing in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Leads with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers.? Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories)
- Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads, reviews, and guides the partners regarding pipeline, top deals, and consumption targets by providing insights and key metrics around where partners' win rations. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Leads, reviews, and guides Establishes guidelines on how to partner with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads and reviews efforts to guide partners across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Develops and implements processes to drive partner integration of the common sales and delivery methodology for Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner. Establishes guidelines on how to identify new opportunities with partner, document in MSX, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates precise pipeline ownership, translating into advanced deal control and forecasting.
- Develops and implements processes for orchestrating go-to-market and co-selling strategies for large, global and local partners that outline activities and expectations for both Microsoft and the partner to achieve sales goals. Ensures skills, capability, and capacity plans are integrated with the partner business and solution plan (led by Tech team). Plans include both Sales and tech trainings, bootcamps. Influences partner to create a learning culture and leads partner towards meeting various programs, initiatives, sales, incentive, and tech requirements. Leads orchestration and acceleration of blocker removal, including internal escalation(s) as needed. Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Prioritizes co-selling and customer transactions through Marketplace.
- Creates and leads complex and high impact campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. Creates and mentors others around planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Leads efforts to ensure Launch Excellence with sales readiness, and GTM activities. Critically analyzes current investment structures and incentives in order to identify and recommend improvements. Develops creative, advanced marketing plans to drive customer sales (e.g., campaigns, incentives, and promotions) and establish readiness. Secures marketing resources (e.g., go-to-market offers) to guide partners to develop marketing plans. Develops advanced plans to work on deals to gain commercial and consumer share. Helps ensure Launch Excellence by developing innovative plans to promote Partner sales readiness and go-to-market activities. Demonstrates an advanced understanding of GTM programs and runs highly complex campaigns, and actively coaches team. Identifies new sources of GTM funding. Identifies strategies to build and launch integrated industry specific offerings on Marketplace with partners.
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