Partner Account Management – Device Partners Solution & Sales
Job Description
Our UAE-MEC DPSS team are seeking a motivated and experienced professional to manage the relationship with Device partners (Distributors & Resellers & MNAs) in Gulf region.
The Device Partner Sales (DPS) team plays a critical role as part of the Global Partner Solutions organization to achieve Microsoft's mission to empower every person and every organization on the planet to achieve more. We build, market and sell edge and cloud devices and solutions with our broad partner ecosystem that includes OEMs, IoT and Mixed Reality device manufacturers, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to innovate with device partners, transform how we sell devices and services with partners and build devices that consume our cloud.
The Device Partner Solution Sales (DPSS) mission is to Maximize the intelligent edge & intelligent cloud opportunity with device builders and device channel partners, while delivering world class partner experiences and sales & marketing execution across the device partner ecosystem Our Device Partner Solution Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner's devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as One Microsoft to enable device + services innovation.
Your role is a key to Microsoft's Device Partner Solution Sales (DPSS) Distribution and Channel strategy to build, market and accelerate sales of a winning portfolio of Windows devices, Microsoft products and services.
As a Partner Sales Executive – Distribution (PSE-D), you provide sales leadership working with Authorized OEM Distributors, Commercial Channel FPP & ESD Distributors and Channel Distributors, 3rd party IT vendors, and Resellers to ensure the assortment of curated Windows devices are aligned with Windows objectives, software and services, and the transition to Digital Distribution. You will provide operational support and expertise to drive and execute the Microsoft Strategy across these areas.
You also provide strategic leadership across business segments, working in close cooperation with Microsoft's Business Groups, Multinational and Local device partners, and Distributors to market and sell an assortment of Windows devices and Microsoft products and services through our Commercial sales engines. You are able to engage with and influence partners at an executive level by demonstrating your knowledge via industry insights and experience.
As a Partner Sales Executive – Distribution, you represent Microsoft within the partner channel and communicate Microsoft's strategy and vision you are a trusted advisor to build a portfolio that drives a preference for Microsoft products, Windows devices, Internet of Things devices and New category devices and services to Microsoft Distributors and their sales channels. To ensure accountability, you drive measurable business performance across revenue, scorecard metrics, and channel health indicators.
#MSFTDPS, #MSFTGPS
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.
Business Development
- Builds and maintains a trusted-advisor relationship with partners C-suite decision-makers to achieve strategic alignment, influence partners to consume a variety of Microsoft products and services, build mutually beneficial business plans, improve competitiveness of their business operations, and drive engagement with internal stakeholders to execute on opportunities. Understands markets and partner trends and develops connections with key market players to close and execute on projects, as well as share business opportunities internally.
. Develops market and/or channel compete strategies against competitors and clearly communicates the value of Microsoft products and services above competitors.
Relationship Building and Management
. Prioritizes modern Pro and EDU devices and services selling ecosystem to partners to drive Microsoft's mission upsells and cross-sells products and services to partners by articulating the impact of modern device ecosystem on partner business develops collaboration strategies and leads collaboration with intelligent edge third-party providers.
. Guides partners to understand different category assortments, product or service specifications, and/or channel strategies to influence decisions to drive joint business outcomes collaborates with teams in MCAPS and/or CCSM to share accountabilities leverages One Microsoft value propositions and mentors others.
Account Management
. Works with internal stakeholders and partners to develop joint Partner Account plans that generate revenue for the partner and Microsoft, facilitate partner transformations, and convert market opportunities into concrete projects develops end-to-end business plans that define short- and long-term goals, budgets, solution strategies, and performance expectations that are aligned with partner's needs and capabilities. Customizes agendas to gain buy-in from internal stakeholders and partner C-suite decision-makers and align short-term plans with long-term priorities advocates for the adoption of plans within the partner organizations and creates mutual accountability between Microsoft and partners.
. Manages and executes complex account plans to ensure Microsoft and partner sales goals, budgets, and forecasts are on target coordinates with key stakeholders on plan execution holds self and partner accountable for executing on plans.
. Identifies and pursues opportunities in partners business or channels to broaden Microsoft reach promotes sell-with opportunities for existing products and solutions to help partners transform their business (e.g., modern workplace, cloud operations) as a trusted advisor while driving Microsoft sales growth informs Microsoft sales teams of strategic opportunities to sell additional products and solutions directly to partners and to drive partner transformation.
Market/Partner Readiness
. Leads the development of go-to-market and co-selling strategies with key partners that outline activities and expectations to drive Microsoft and partner sales goals prioritizes and allocates resources across accounts for developing go-to-market strategies.
. Leads conversations with partner senior decision makers to develop education (e.g., accreditation programs), advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies (e.g., promotions, incentives, loyalty programs) to attract customers, drive sales, and ensure progress against targets provides recommendations to help partners scale business capabilities to align with market opportunities.
Deliver Results Through Teamwork
- Based on the joint account plan, you will help the partner build transformation solutions like (Hybrid Server, HCI, EDU Compete, MTR) to drive differentiation in the marketplace.
. Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.
. Leads internal teams (e.g., category, specialist sales, marketing) and resources to ensure alignment and action with strategic partners.
Role Model Microsoft Values - Treats others with fairness and respect and shows empathy and compassion.
Models compliance and represents Microsoft Values and the One Microsoft culture.
required/minimum qualifications
- degree in sales, marketing, business operations, business administration, it, or related field and 6+ years of core sales, channel sales, industry or solution selling, business development experience
- or 9+ years of core sales, channel sales, industry or solution selling, business development experience.
professional
- 5+ years experience with account management, collaboration, business planning, budgeting, and project management.
- fluent in arabic, english and preferably french
- experience with partner relationships with device or software technology
this role is open to candidates to currently live in qatar.
Job Details
Employment Types:
Full time
Industry:
IT / Computers – Software
Function:
IT , Sales – Engineering / Technical / IT , Sales / Business Development
Roles:
Software Engineer / Programmer
