Job Description

Why join Microsoft

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device and Partner Sales (DPS) team plays a critical role in achieving this mission. We build and sell intelligent edge and intelligent cloud devices and solutions with partners, who include OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to enable partners to deliver amazing innovative experiences powered by Windows.

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 touch consumers, students, and businesses. 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 and launch devices and solutions worldwide. You will also be part of a people-first culture that supports a growth mindset, equality, and inclusion. If that appeals to you, it's an exciting time to be here in DPS.

* MNA Channel Executive is responsible for landing the local partner co-sell motions aligned to the global and regional account plans, and for the local sales execution for sell-through in SMB, Commercial and Education.
* The Channel Executive (MNA CE) is a crucial role to help accelerate sales of devices with preinstalled Windows; Windows Server and other Microsoft software + services, including; comprised of standard, Data Center and Hybrid Cloud offerings and more.
* The Channel Executive will own and run the core sales plays across Commercial, SMB and Education in close partnership with the cross functional teams to drive balanced execution aligned to the Core and New business priorities.
* The Channel Executive is expected to lead a world class partner management process and build trust with the partner across their local executive leadership and management teams to accelerate local execution and win the trust of the partner.

The impact you will be making:

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

* 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 local strategy, business imperatives, and intended investments.
* Share expert knowledge of Microsoft 's priorities, programs, and device selling strategies, driving alignment between partner and Microsoft.
* Promote local activities with partner(s), facilitating 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 partners to develop sell-through plans and co-sell go-to-market strategy, creating effective plans for each customer segment: SMB, Commercial and Education.
* 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-through and local execution of marketing campaigns, investments/ROI and KPI's.
* Leverage internal competitive intelligence to guide partners to address identified gaps and emerging trends in the local market.
* Provide feedback to Corp and regional teams, sharing local updates, and managing and escalating roadblocks and supply gaps.
* 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 offering's

* Work with partner(s) to build a healthy portfolio of solutions offerings to attach Microsoft Services for Modern Infrastructure with Azure, Azure Stack and HCI enabled through CSP in conjunction with Windows, and Windows Server.
* Orchestrate relevant DPSS, and OCP resources locally to help onboard and scale the partner coverage through direct, and indirect channels leveraging the 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.
* 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

* 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.
* Expand cross-unit collaboration across the Global Partner Group in pursuit of Small/mid-market solutions & partners on devices plus cloud offering's in close orchestration with OCP.

Leadership competencies:

* Challenger & Growth Mindset: ability to navigate complex sales motions across new categories (Intelligent Edge/Cloud); sell end-to-end partner marketing solutions, inspiring partners to adopt, experiment and innovate to differentiate the customer experience
* 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 healthy business
* Deep understanding of Partner business, Partner business models, digital transformation business drivers, cloud platforms, emerging computing trends and their impact on the partner eco-system
* Technology and Business Acumen [Tech] - ability to envision, create, and scale solutions across the Intelligent Edge and Intelligent Cloud that will breakthrough in the marketplace

Functional knowledge:

* Device ecosystem sales experiences (OEM, ODM, Silicon through Channel (Distributors, Resellers)
* 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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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