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OC WE Channel Account Mgr

Job Category: Sales
Location: Denmark, Denmark - Non Location Specific
Job ID: 774033
Division: Sales

Job title: OC Channel Account Manager

The Operator Channels (OC) business, reporting to the Consumer Channel Group, 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 devices 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 visibility to senior executives given the strategic nature of the business for Microsoft and the Operators CxO level partnerships and relations.
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.

Role Description:
The Channel Account Manager-OC (CHAM-OC) role has been created to build strategic win-win partnerships between channel accounts and the individual Business Group (BG) businesses at Microsoft. The CHAM-OC will lead the business development strategies to envision a portfolio of offerings based on Microsoft’s core businesses. The CHAM-OC will be responsible for evangelizing the technology, products and software services engagement strategy as a key member of the Microsoft-Channel sell-with relationships. The role requires a high level of confidence in dealing with board-level Operators executives to gain their trust and proven experience in developing a business case to underpin the investments required to successfully commercialize the sell-with offering in the target market.

As a key strategist within the Microsoft-Channel accounts, you will be tasked with guiding the business development activities; enhancing the channel business case from the initial investment through to the joint business targets; engaging directly with each BG Teams within the geography to define future channel account offerings and outlining Go-To-Market initiatives; develop models of Framework Agreements with a clear envisioning of the commitments and stated goals needed to establish long lasting value for the Microsoft-Channel accounts; and seek to further develop the relationship with executives within the Channel account organizations to move Microsoft CCG from Vendor to Strategic Supplier to Trusted Advisor.

The CHAM-OC role exists to sell the incremental value available to our partners through technology, products and software services. The CHAM-OC drives the channel accounts to envision higher revenues derived from the sale of Microsoft products and services, which are aimed at improving competitiveness and position in the marketplace. In cooperation with the Business Groups, the CHAM-OC will be expected to lead discussion on future-looking channel co-marketing opportunities to positively impact both Microsoft and the channel account’s business. Success is measured by demonstrable results, near and long term revenue growth and overall customer satisfaction.
Key Responsibilities:
• Overall accountable for channel relationship in OC accounts
• This role is on point to turn potential into reality with our channel partners, by setting the vision and convincing partner stakeholders, then orchestrating the virtual team of MSFT resources to execute the plan and deliver results
• Directly manages key partner relationships and facilitates in specialist and/or biz dev resources from B2C and B2B teams as needed to grow the business.
• Applies effective use of MSFT (BG, WW, Field leadership) executive interactions with the partner to build strong, top-to-bottom alignment with the partner and ensure MSFT position as leader within the partner organization
• This role is planned for 1:few ratio of account management for the following account segments (single resource can cover mix from the below list):
o Key (Top 11) Account downstream OpCo’s
o HQ and Downstream OpCo’s of Strategic (12-50) accounts
o National and Local accts designated for channel coverage

Measure of success:
• Channel sales revenue and/or units through the partner
• Channel partner CPE, NSAT and overall health of the partnership
• New agreements for channel business partnerships, i.e. expanding the business across the B2C and B2B portfolio
• VTB and share metrics from scorecard as appropriate

Key competencies:
• Value Selling: Depth understanding of telco operator market and business models, and ability to align specific benefits that Microsoft can bring to the various aspects the partner business.
• Team Leadership: Able to align across org boundaries and lead through influence, managing a cohesive team effort for the partner
• Drive for Results: Relentless pursuit of success for the partner and Microsoft, with tenacity to diagnose and overcome roadblocks and an emphasis on speed
• Building Customer & Partner Relationships: Strong relationship building and negotiation skills, with an emphasis on business development
• Strategic Sales Planning: Building future-oriented plans to scale business across the device and cloud services portfolio

Qualifications:
• Qualifications: 10+ years of related experience in sales, marketing, and account management, preferably in the telecommunications industry.
• Candidate must be highly experienced in channel relationship management, strategic sales planning and value selling, able to align and orchestrate org boundaries and lead through influence, possess excellent demonstrated decision-making, problem solving skills with excellent interpersonal, verbal and written communication, analytical and presentation skills..
• Bachelor’s Degree required. Master’s Degree preferred.
• Language: fluent spoken and written English required.

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OC WE Channel Account Mgr