Job Category: Sales
Location: Reading, GB
Job ID: 849616-121832
Division: Sales
Location : Reading, Berkshire
Deadline : 17th September 2013
Role Purpose
Microsoft’s Operator Channel is looking for individuals who have a passion for Cloud and for helping our service provider partners successfully increase their business and revenue potential when they deliver Microsoft’s Cloud services. If you are an industry professional who has great ideas for executing go to market strategies and plans for service provider channels, and creative ways to promote and better market new Microsoft enabled services through our customers channel, then the Office 365 PAM – Syndication role in Operator Channel is for you.
Key Accountabilities
As a Syndication PAM, you will be responsible for executing and managing the GTM (go to market) plan and driving sales and activation through your Partners. You will be responsible for driving market share and revenue growth for both Microsoft and the Service providers with “service enabled” solutions (Office 365). You will work directly with the Syndication partner’s product, marketing and sales organizations to execute and continue to evolve a comprehensive go to market strategy; building integrated sales offers, driving direct and channel sales motions, managing pipeline, and driving Office365 customer activation.
You will be accountable for building a strong account plan and clear executive mapping between Microsoft and the partner.
You will also be accountable to managing a strong RoB (rhythm of the business) including weekly pipeline reviews, monthly forecasting, monthly partner reviews, quarterly business reviews, and aligning to the SMB internal sub RoB.
Success will be measured based on your impact to revenue generated from your partners’ sales and your impact on increasing market share.
You will play a role as the Operator Channels expert on the end-customer (especially SMEs), the competition, the account-specific business drivers, our OC partner/Service providers, and competitive & business trends for service enabled solutions.
You will have the opportunity to create and execute best of breed programs and promotions that drive results in the marketplace for both Microsoft and our partners
The Office 365 Syndication PAM role adds value through:
Build partner capacity and capability: Revenue Plan: Development of Partner Solution Plans (PSP) clearly outlining Microsoft’s commitment to the partner’s growth and the partner’s commitment to Microsoft revenue
Execution of GTM plan. Orchestrate regional marketing and business execution around the relevant program(s) and solution(s), both with the partner’s regional operating companies and with Microsoft’s local channel organizations; including activation.
Work Collaboratively to design go to market strategy for your territory based on the overall account GTM plan: Offer packaging with partner services (based on understanding of local market, Microsoft services and partner services); sales strategy (direct, indirect, 2 tier with overlay, use of inside sales, use of 3rd party Value Added Resellers (VARs), etc. and quote to cash prospect flow); sales training strategy, customer prospecting and lead generation strategy.
Build the partner commitment to Microsoft: Business Development Plan: Effective multiyear Partner Business Plan (PBP)
Execute Ongoing Development of Demand Generation strategy and programs for customers: Create account specific strategies and programs which will drive increased revenue and market share for our Service Provider partners
Manage Partner delivery – implement, track, and measure ‘sell out’ with marketing tactics, programs and campaigns for relevant solutions.
Team/Department Mission:
Drive Microsoft revenue growth in the SMB market segment through the syndication of Office 365 with select, strategic Telco partners.
The Telco and Cable Operator Channels (OC) business, reporting to the Consumer Channel Group (CCG), is dedicated to driving and elevating Microsoft’s relationship with Operators across the world.
With Operator Channels, Microsoft is placing a strategic emphasis on Operators as key go-to-market partners for Microsoft software, services and devices for share gain in Phone, TV, and Windows devices and Consumer and Business Cloud Services.
We organize the OC business along the lines of Business-to-Consumer (B2C) – responsible for consumer devices, software and services sold through Operators (Windows Phone, Windows 7 PCs and TV) and Business-to-Business (B2B) – the B2B channel strategy encompasses a range of business offerings including Infrastructure, Applications and Voice that can be partner-hosted or Microsoft-hosted and supported by flexible, partner-friendly business models.
The Operator Channels team is experiencing high growth and increased senior executives visibility given the strategic nature of the business for Microsoft and the Operators CxO level partnerships and relations.
Knowledge, Skills and Experience:
- Previous success and experience in executing revenue and market share growth programs through partner sales, marketing, and demand generation programs, value propositions and pricing strategies
- Deep telco-channel or distribution channel experience desired
- Ability to build strong relationships and partnerships with service providers at CXO level
- In-depth understanding and insight to the syndication partner’s business challenges, practices, needs and requirements in order to develop strategic planning, development of product/service offerings and marketing initiatives
- Cross Group collaboration skills and ability to create great synergy between groups/teams
- Successful sales track record of selling through large scale partner channels
- Strong program/project management skills
- Strong analytical skills
- Strong written and communications skills (Executive level conversations)
- Potentially Significant travel required depending on the partner you will be working with – >50%
- Preferred candidate will have existing relationship experience with top syndicators
- Preferred candidate will have existing knowledge of Microsoft’s syndication model, SMB channels, MPN, Partner business planning & development and Microsoft’s licensing programs for service providers.
Results oriented employee who can work independently
Confident and personable
Influential at all levels
Excellent planning, prioritization and organization
Microsoft is an equal opportunity employer and supports workforce diversity.
World’s Best International Workplaces Award Winner 2011.
Microsoft’s privacy statement can be viewed on the following web page:
http://privacy.microsoft.com/en-gb/default.mspx
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