Channel Sales Exec-Syndication
Why does the role exist? The Channel Executive Syndication (CES) role exists to drive market share and revenue growth for both Microsoft and the Telco Operators with Office 365 “service enabled” solutions.
How does the role add value? The CES adds business value by driving the subsidiary’s O365 Syndication channel strategy, and marketing and execution plan for the Telco Operators. He/she drives revenue, scorecard, share and CPE targets by driving some or all of the following activities:
Office 365 Syndication revenue
Achieving O365 User assigned seats for subsidiary/area
Retiring CCG and OC scorecard goals
Customer and Partner Experience goals i.e. customer/partner satisfaction
Accuracy to forecasting
New partner insights
Partner Program adoption
Share of Operator devices portfolio
All up account relationship (planning, executing, reporting)
What are key initiatives and challenges facing this role over the next six months to three years?
The CES will be responsible for some or all of the following initiatives:
Transformation of partners segments to lead with the Cloud: requires driving the Office 365 Cloud Microsoft value-proposition to business customers and driving lead/demand -generation activities to create enough pipeline across Office 365 Cloud;
Successfully sustain and grow Office 365 FY14 products/online services across channels and segments
Driving Compete and Share gains in strategic workloads through partners and/ or segments (all segments, all channels;
Effectively integrate to partner, to down-stream indirect resellers, and to manage direct sales force
Ensure Partner sales alignment with Microsoft sales segments e.g. SMSP
Develop SMB offers with Partner and drive across ATL, BTL, Online/Digital, and PR.
The following highlights the key responsibilities of the Channel Executive - Syndication role:
Drive partner revenue and share growth through Office 365 (O365) Syndication
Outline the sales strategy based on the marketing opportunity for your partner and design the GTM and enablement plan for the partner
Build SMB Sales Run Rate through sales readiness, sales incentives and compelling bundles for SMB customer.
Prioritize bundles on Small Biz Premium and Mid-Market SKU’s to maximize revenue per seat
Drive Windows Phone 8 and Windows Tablets into O365 Bundles
Directly engage with the partner sales teams to ensure commitments, readiness and results at the right levels
Build and maintain strong account relationships, removing sales blocking issues and managing proper escalations to deliver monthly revenue results
Monitor, analyze and drive updates on Microsoft perspectives on the market, competitors & customers as needed
Play an important role in the feedback loop between sales and product organizations to address issues and share best practices
Experience: 8 - 10 years of related experience
Education: MBA / Master’s Degree
Field of Study (if applicable): Marketing, Sales, Business Strategy & Operations, Communications.
Professional Training and Certification: Sales & Marketing
Knowledge, Skills and Abilities:
• Business, Sales, Marketing and/or Partner Management experience with proven business and senior customer, partner relationship management capabilities
• Experience in managing Telco Services Providers B2B technology and Cloud services
• Experience and a deep understanding of leveraging partner channel for sales
• Solution selling experience - proven success with customers and partners, working knowledge of solution-selling strategies and tactics, and business value selling
• Organizational Change Management & Collaboration
• 8-10 years of experience Executive sales & marketing or consulting position within, or having sold to, a Mobility Solutions or Services company such as Vodacom, Telkom, MTN, etc.
• Be able to effectively drive cross-group communication and cooperation, using strong communication, project management, and organizational skills
• Passion for driving results
• Proven ability to influence others as well as negotiation and conflict resolution skills
Knowledge of SMB, Enterprise and Public sector target audiences
Microsoft is an equal right opportunity employer – preference will be given to EE candidates
https://careers.microsoft.com/jobdetails.aspx?ss=&pg=0&so=&rw=5&jid=113451&jlang=en&pp=ss
How does the role add value? The CES adds business value by driving the subsidiary’s O365 Syndication channel strategy, and marketing and execution plan for the Telco Operators. He/she drives revenue, scorecard, share and CPE targets by driving some or all of the following activities:
Office 365 Syndication revenue
Achieving O365 User assigned seats for subsidiary/area
Retiring CCG and OC scorecard goals
Customer and Partner Experience goals i.e. customer/partner satisfaction
Accuracy to forecasting
New partner insights
Partner Program adoption
Share of Operator devices portfolio
All up account relationship (planning, executing, reporting)
What are key initiatives and challenges facing this role over the next six months to three years?
The CES will be responsible for some or all of the following initiatives:
Transformation of partners segments to lead with the Cloud: requires driving the Office 365 Cloud Microsoft value-proposition to business customers and driving lead/demand -generation activities to create enough pipeline across Office 365 Cloud;
Successfully sustain and grow Office 365 FY14 products/online services across channels and segments
Driving Compete and Share gains in strategic workloads through partners and/ or segments (all segments, all channels;
Effectively integrate to partner, to down-stream indirect resellers, and to manage direct sales force
Ensure Partner sales alignment with Microsoft sales segments e.g. SMSP
Develop SMB offers with Partner and drive across ATL, BTL, Online/Digital, and PR.
The following highlights the key responsibilities of the Channel Executive - Syndication role:
Drive partner revenue and share growth through Office 365 (O365) Syndication
Outline the sales strategy based on the marketing opportunity for your partner and design the GTM and enablement plan for the partner
Build SMB Sales Run Rate through sales readiness, sales incentives and compelling bundles for SMB customer.
Prioritize bundles on Small Biz Premium and Mid-Market SKU’s to maximize revenue per seat
Drive Windows Phone 8 and Windows Tablets into O365 Bundles
Directly engage with the partner sales teams to ensure commitments, readiness and results at the right levels
Build and maintain strong account relationships, removing sales blocking issues and managing proper escalations to deliver monthly revenue results
Monitor, analyze and drive updates on Microsoft perspectives on the market, competitors & customers as needed
Play an important role in the feedback loop between sales and product organizations to address issues and share best practices
Experience: 8 - 10 years of related experience
Education: MBA / Master’s Degree
Field of Study (if applicable): Marketing, Sales, Business Strategy & Operations, Communications.
Professional Training and Certification: Sales & Marketing
Knowledge, Skills and Abilities:
• Business, Sales, Marketing and/or Partner Management experience with proven business and senior customer, partner relationship management capabilities
• Experience in managing Telco Services Providers B2B technology and Cloud services
• Experience and a deep understanding of leveraging partner channel for sales
• Solution selling experience - proven success with customers and partners, working knowledge of solution-selling strategies and tactics, and business value selling
• Organizational Change Management & Collaboration
• 8-10 years of experience Executive sales & marketing or consulting position within, or having sold to, a Mobility Solutions or Services company such as Vodacom, Telkom, MTN, etc.
• Be able to effectively drive cross-group communication and cooperation, using strong communication, project management, and organizational skills
• Passion for driving results
• Proven ability to influence others as well as negotiation and conflict resolution skills
Knowledge of SMB, Enterprise and Public sector target audiences
Microsoft is an equal right opportunity employer – preference will be given to EE candidates
https://careers.microsoft.com/jobdetails.aspx?ss=&pg=0&so=&rw=5&jid=113451&jlang=en&pp=ss
Post a Comment