Responsibilities

Partner Relationship Management (25%) Build & maintain successful business partnerships based on trust with EMEA HQ stakeholders

• Foster mutually beneficial partner relationships to become a trusted advisor to your partner.
• Establish a rhythm of business to stay informed and aligned with the partner’s strategy, business imperatives, and intended investments.
• Share expert knowledge of Microsoft’s priorities, programs, and device selling strategies, driving alignment between partner and Microsoft.
• Land WW/regional programs with the partner's EMEA HQ stakeholders and facilitate engagement between partner and local Microsoft leadership teams aligned to the key strategic business priorities.
• Proactively review and track the progress of partner satisfaction, acting on areas of opportunity to increase the health of the relationship.

 
Partner Business Management (35%) Challenger selling and "world-class" partner management 

• Work with partner to develop sell-in plans connected with sell-out plans designed and executed by local market teams.
• Build joint strategic co-sell plans with local category and device marketing teams to drive effective co-sell offers with aligned marketing investments and KPI’s.
• Track progress of sell-in/sell-through and impact against KPI’s.
• Leverage internal competitive intelligence to guide partner to address identified gaps and emerging trends in region or specific markets.
• Provide feedback to Corp and SR teams, sharing local updates, and managing and escalating roadblocks or gaps in supply, demand or alignment.
• Accurately forecast and budget at the beginning of each quarter aligned to the revenue goals and KPI’s.

 
Partner Business Development (20%) Modern device portfolio and solutions offerings

• Orchestrate relevant DPSS and CCSM stakeholders to help onboard and scale the partner coverage leveraging the consumer and commercial programs to ready and incent the channel partners or retailers (B+M and online).
• Drive co-sell with direct and indirect channel partners to accelerate reach across all segments focused on net new sales pipeline and sell-through revenues (MTR).
• Develop subject matter expertise on the core and new business opportunities to help accelerate innovation and adoptions of new technology across Device, Software and Services.
• Improve Windows device ecosystem health and maximize portfolio planning by overseeing gaps between supply and demand.
• Proactively monitor pricing gaps and share competitive intelligence to enable early OEM device portfolio planning decisions.

 
Partner Co-Selling (20%) Partner Co-Sell leadership and orchestration in EMEA

• Advance a "One Global Partner Sales" approach in Consumer and Commercial by developing a strong understanding of Microsoft internal and organizational landscapes while establishing close alignment with segment teams across HQ and the subsidiary.
• Facilitate segment opportunity reviews and meetings to discuss competitive strategies, advocate for partners, and uncover net new opportunities in Consumer, Commercial and Education.
• Take ownership for all Microsoft resources engaged with the partner, and who are fully involved with the co-sell to deliver on our shared accountabilities.
• Develop synergies across the account team in pursuit of opportunities to develop vertical solution focus (eg; MTR in EDU) or accelerate Microsoft Cloud attach.

Qualifications

Leadership competencies:

• Challenger & Growth Mindset: ability to navigate complex sales motions across multiple categories.
• Exhibit Microsoft values: treats each other with respect, acts with integrity, and is accountable to one another for their words and actions.
• Collaborative: ability to influence and work across functions, partners, teams to drive growth and transformation.
• Entrepreneurial mindset; proactively seeks to find new areas of business and mutually beneficial growth opportunities for Microsoft and our partners.

 
Business Acumen:

• Strategy development with multi-phase execution and delivery to drive and maintain a heathy business.
• Deep understanding of Partner business, Partner business models, transformation business drivers.

 
Functional knowledge:

• Device ecosystem sales experiences. Solid understanding of the consumer / retail business.
• Additional commercial experience in channel and/or enterprise segments ideal. Ability to engage partner on Enterprise and Channel motions is an essential attribute to perform and grow in the role.
• Operational excellence driving growth, profitability, program compliance and spend management and reducing risk.
• Financial acumen (budget, forecast accuracy, P&L, ROI, OPEX accountability). Market insights and competitive knowledge.
• Strategic sales planning, development, and implementation; customize solution/value selling.
• Technology enthusiastic - Passion for tech, ability to help scale on proposing solutions.

 
Proven Track record: 

• High standards and ethics in business practices.
• Driven individual, willing to overcome obstacles.
• Capacity to drive Business Transformation.
• Executive communications, engagement, and influence.
• Knowledgeable of the Microsoft partner ecosystem and programs.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.