Connecting people I'd hire with companies I'd work at

Matt Wallaert
Matt Wallaert
36
companies
1,401
Jobs
Want me to connect you? Sign up below. If you are hiring and would like me to consider your open roles, please email team@mattwallaert.com

Partner Account Executive

Microsoft

Microsoft

This job is no longer accepting applications

See open jobs at Microsoft.
Sales & Business Development
Shanghai, China
Posted on Monday, February 12, 2024
In Consumer Sales Organization (CSO) we are a global team at Microsoft responsible for sales across Devices & Creativity (Windows, Microsoft 365, and Surface) and Gaming. CSO puts the consumer at the center, helping them discover, learn, and buy through direct and partner channels in over 120 countries around the world. Our team works with ecosystem partners and internal business groups to drive digital excellence and e-commerce capability, as well as accelerate cloud and subscription adoption. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.

The Devices & Creativity Sales Partner Account Manager for the GCR markets is responsible for the sales through retailers, distributors and mobile operators of all Devices & Creativity products – M365, Windows Consumer, Surface, and Accessories. This sales role works with channel partners to provide sales leadership by transforming the partners' business models and providing operational support expertise to drive Microsoft's strategy and enable the partner to grow their business.

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.

Responsibilities

Sales Leadership, Planning, and Collaboration

  • Accountable for delivering revenue quotas as the business owner by identifying the optimal mix of go-to-market (GTM) approaches to drive growth, defining sales engine targets, leading the development of strategies, managing sales engine and partner performance, and managing investments to drive revenue growth and customer adds. Leads the orchestration and execution of growth plans and identifies growth opportunities through online platform or distributor to generate revenue. Maximize customer demand and fulfill small and medium business (SMB) through consumer products. Collaborates across major organizational units, shares best practices with others.
  • Leads fiscal year business planning across Region and Channel defining key details of execution plans, gaining buy-in from key stakeholders, and determining the resources and investments needed to drive execution plans and maintain revenue growth. Evaluates segment performance against growth targets and is accountable for leveraging local market to optimize return on investment (ROI) and spend across markets and programs. Secures additional investments as needed to drive plan execution across markets that impact revenue growth, customer acquisition, and expanding market share.

Co-Sell Partnerships

  • Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting Disti to partner or working closely with platform to align Microsoft solutions to specific business needs across horizontals and verticals. Delivers and integrates Disti/partner/platform expertise and solutions into sales cycles that grow consumption of Microsoft products. Leads the identification of new and emerging partnership opportunities and considers the specific business needs of different verticals to determine which partners can optimally drive solutions for relevant business challenges.
  • Drives collaboration between stakeholders from different parts of the business (e.g., account team, marketing, category, BSO, worldwide sales, LTs) to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Drives opportunities and provides feedback. Leads partner strategy efforts, and engages in partner collaborations to provide solutions to customers and to scale offerings across geographies.

Partner Management

  • Demonstrate good understanding of partner’s business with Microsoft and help them stay compliant and ensure their understanding on all aspects of Microsoft roadmaps, timelines, and program terms to improve partner satisfaction.
  • Drive partner transformation and growth to prioritize and execute on new and strategic initiatives with partners, support partner through the digital transformation journey to ensure omni-channel presence and growth
  • Drive and land regular partner performance reviews internally and with partner, secure inclusion into the partner business cycle, including working with partners to identify their plans and strategies around devices and services, building and executing plans that produce full utilization and participation in applicable incentive programs. Ensure all discretionary funding produces an ROI aligned to corporate guidance.
  • Establish and execute a formal rhythm to manage progress of joint commitments, reprioritize and develop plans for newly identified opportunities.
  • Develop deep knowledge of Partner business practices (procurement strategies, marketing capabilities, etc.) and effectively guide Partners through the potential impact when Microsoft evolves programs, guidelines, or strategic focus.

Deliver Success

  • Can work with online platforms or distributors to plan business from zero based on fluent SMB knowledge, and implement flawlessly with partners.
  • Deliver success under a complex and competitive environment in a sustainable way and growth mindset.
  • Drive improvement in partner satisfaction (CPE, Customer and Partner Experience) through timely issue resolution and partner support

Qualifications

Required/Minimum Qualifications

  • 12+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
    • OR Bachelor's Degree in Double E, Finance, Engineering or related field AND 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
    • OR equivalent experience.
Additional Or Preferred Qualifications

  • 1+ years experience with planning, budgeting, and other project management activities.
  • Work experience in Consumer Electronics/IT ecosystem experience with a focus on devices and services sales across consumer segments
  • Understanding of consumer channels and retail landscape, familiar with online and offline business eco-systems.
  • Building strategic relationships and partnering with senior account executives
  • Track record of sales delivery and execution
  • Distribution channel management with proven business operational excellence and sales results through joint business planning, landing channel strategies, account management, and performance monitoring
  • Driving long-term sustainable sales growth with partners
  • Delivery on Quarterly and Annual Account Budgeted Revenue

#CSO

Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

This job is no longer accepting applications

See open jobs at Microsoft.