Partner Territory Manager
Microsoft
Total years of experience :21 years, 9 Months
Leading SMB sales team of Account Managers, Tele-sales
Driving team coaching, daily team management, team performance reviews
Overseeing the management of the channel pipeline and forecasts
Developing initiatives and strategic plans for growing revenue within the SMB, Education sector
Positioning Microsoft solutions to the SMB, Education sector customers.
Establishing and maintaining two-way strong customer/partner relationships based on trust and loyalty-building activities and excellence in sales, business development and relationship management
Building an effective partner management model by selecting, recruiting and managing the right partners
Monitoring the execution of partner business plans and partner solution plans as well as the attainment of mutual conditions of satisfaction
Investing in the right initiatives and setting the strategy to support our partners sales and technical skills development
Orchestrating the roles and sales assistance/support provided to the solution partners
Driving joint account planning with Tier 1/Tier 2 partners
Driving joint Partner Marketing engagement.
• Strategically align distributor&partner activities to Microsoft’s business direction through effective joint business planning
• Applying a variety of sales approaches to communicate and localize Microsoft’s OEM segment strategies
• To represent Microsoft at partner engagements and drive executive level meetings
• Accountable for management of channel incentives including rebates and marketing funds
• OEM Business segment planning&execution
• Orchestrating the business through collaboration with the virtual team comprised of Sales, Marketing&Technical resources
• Orchestrating the breadth reseller activation through an effective breadth sales team management
• Focus on core sales and marketing to drive attainment of specific revenue goals
• Align rebates and coop programs with corporate guidance to leverage pay-for-performance at channel
• Create sales forecasts by providing management with accurate sales forecasts on a monthly and weekly basis
• Provide sales assistance and monitor large dollar opportunities
• Sales team management performance, target achievement, planning of work&partner visits, Marketing Planning, and Business Development
• Drive managed account planning, ensure partner satisfaction for all managed partners with written Condition of Satisfaction(CoS)for all managed partners in place.
• Drive specific activities with partners to address key drivers of satisfaction
• Conduct quarterly business reviews that compare results against plan; conduct annual executive reviews.
Go-To-Market Planning
• Develop annual and quarterly marketing plans in partnership with the Distributor-Partner Account Manager, leveraging co-op marketing funds and where budget secured to execute Sales Engagement/Strategic Initiatives
• responsible for developing strategic, ongoing partner relationships with highly influential individuals within the OEM partner accounts.
• Building and sustaining long term business relationships and becoming a trusted advisor.
Ability to build strong partner relationships, through business development skills to grow Microsoft revenue and partner abilities.
Ability to work at high levels of accuracy in information management and data entry
Structured thinking to plan partner contact, assimilate partner needs and connect with appropriate partner program benefits
Self motivation to drive personal performance to achieve business targets and strive for continuous improvement
Strong negotiation skills; ability to influence and prove value
Solution Sales skills and in-depth knowledge of Microsoft’s licensing offerings (OEM, FPP and Open Licensing)
Excellent communication skills including clear and concise verbal and written business communication
Highly focused on partner satisfaction and their contact experience with Microsoft; sensitive and empathetic to their issues/concerns
Commitment to self-development and learning
Computer literate and proficient with Microsoft Office applications
To support and monitor existing infrastructure, perform preventative maintenance work,
backup and perform other regular support activities to ensure effectiveness and to provide
cover on such tasks when required.
To support and monitor the Foundation’s internal networks and links to regional offices,
other sites or the Internet, and to ensure they are configured and working correctly.
To plan, manage and implement infrastructure projects and upgrades to meet Foundation
goals.
To respond to 2
nd
Line Help Desk calls and planned work requests. To manage such items
through to resolution or escalate them to another member of the team or the Infrastructure
Manager.
To liaise with external suppliers and support agencies for the ongoing support and
maintenance of relevant hardware and software.
To ensure that all work and changes are performed in such a way as to minimise all
disruption to existing business use.
To assist in keeping track of the Foundation’s infrastructure assets and ensure that the
infrastructure and data is kept secure at all times.
Computer engineers develop and maintain computer software & Hardware programs, which are coded instructions that tell the computer what to do in logical steps. engineers work on a wide range of projects. They work in manufacturing, industry, engineering