Segment Management Lead
Microsoft
Segment Management Lead
Tokyo, Tokyo-to, Japan
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Overview
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.
The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people and organizations to achieve more.
As part of GPS, the Device Partner Sales (DPS) plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.
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, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and 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 Sales Field Manager lead the sales and marketing team accountable for the growth and transformation of the 3rd party device partner ecosystem, executing against the strategies to achieve the business goals and revenue targets set in consumer, commercial, and education customer segments. As the lead you are expected to serve as a trusted advisor to the partners, leveraging your deep understanding and knowledge of the device business, market insights, and partner ecosystem to foster innovation and growth. You are uniquely responsible to manage the DPS Field revenue in delivering a sustained sales performance through regional partners and channels as pat of the one DPS P&L.
In close collaboration with the Microsoft Customer and Partner Sales [MCAPS] and Consumer Sales Organization [CSO] senior leadership ensure there is tight alignment in landing the device assortment, solutions offerings, revenue growth, in maintaining the overall health of the business. In addition, you will foster strong executive relationships with partner c-suite and through a growth mindset create a high-performing, diverse and inclusive team, coaching, competency development, and continuous skills assessment. To cultivate an inspiring culture, exemplifying the model coach care framework and driving a strong Thriving Index. This role is flexible in that you can work up to 100% from home.
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.
- 8+ years experience with planning, budgeting, and other project management activities.
- Business Management: 5+ years in managing a business or P&L
- Executive Presence: 5+ years in building & maintaining CxO relationships
- Solutions Selling: 5+ years in Modern-Work or Hybrid Solutions
Responsibilities
Partner
- Build a high-performing team that drives sales impact and promotes culture of excellence.
- Foster strong relationships, partner exec connections that align the partner ambition with the DPS mission and priorities
- Communicate effectively, manage change, ensuring clarity and alignment across the partner ecosystem.
- Align the managed partner ecosystem and GTM to MCAPs + CSO solution area priorities to drive demand and maximize ROI
- Accelerate channel sales motions leveraging program investments and co-funded resources to accelerate refresh and reach in SMB / EDU
Performance
- Deliver partner ecosystem performance and growth, meeting or exceeding key metrics.
- Drive consistent review of sell-thru + deal pipeline velocity to capture refresh TAM + compete insights
- Stay informed about market trends and apply knowledge to drive data-driven decisions and business success.
People
- Foster a diverse + inclusive workforce, empower team via shared learnings and resources to promote best practice sharing
- Increase technical readiness of teams and partners to achieve Microsoft's priorities
- Drive talent strategy, incorporating succession plans + champion a culture of learn, coach, care