北京招聘

Job # 1007695
Locations China, Shanghai
Job families Sales
Teams Sales

Joining the China M&O Business Planning & Operations (BPO) Team means…

The Volume Licensing Manager (VLM) leads transformation to modern, cloud-first licensing in a way that protects CPE and grows revenue for Microsoft and our partners. The VLM engages across all customer segments and business groups to influence both revenue and customer/partner satisfaction.

VLM Top Priorities:

• Focuses on top Licensing Solution Partners and Cloud Solution Partners to ensure adoption of our modern licensing. This includes executive engagement of licensing road map, seller readiness, sales guidance/coaching on VL programs and adoption efforts;

• Uses and understand metrics and KPIs to manage health of business through transformation;

• Is an active advocate for field and partners by providing continuous feedback to corporate teams on sales blockers, CPE issues, business opportunities and success stories; and

• Plays trusted advisor to subsidiary and partner leadership;

• Ensures quality plans in place that lead to subsidiary growth;

Responsibilities VLM will have…

Change Management

• Lead the Volume Licensing transformation in China subsidiary.

• Engage with subsidiary leadership (Segments, M&O, BG) to ensure licensing road map visibility, develop go-to-market plans, secure resources, and define business impact. Set and share local Volume Licensing program adoption targets and provide regular progress updates.

• Align with LSP/CSP PSEs on landing licensing transformation and ensure managed partners are ready to transact new licensing models.

• Engage Top Partners: partner executive engagement, partner seller readiness, and partner ROB to achieve VL transformation adoption targets. Expect 35-50% of time at partner locations

• Act as the voice of the field by ensuring timely updates/feedback to Corporate on licensing sales blockers, CPE issues, business opportunities and success stories.

• Influence business improvement by managing, and effectively coaching field and partners through licensing change initiatives.

Business Development & Sales Enablement

• Identify untapped revenue and business opportunities and build strategies to successfully pursue them

• Assist BGs and Segments on price discount promotions to drive revenue.

• Plan and execute Field and Partner commercial licensing readiness with guidance from Corp.

• Orchestrate licensing training -- Web casts, roadshows, & Sales workshops -- across the BGs and the segments) including licensing on-boarding and “stay current” training for field and partners

• Accelerate new licensing sales motions. Support partner sales and licensing teams via events to drive licensing readiness and seller guidance.

• Provide sales guidance to sellers to ensure customers are moving into proper licensing program. Review pipeline to ensure guidance followed. Create COE with Sales Excellence as appropriate

Marketing and Communications

• Reach Field Sales, Partner & Customer audiences with appropriate licensing communications.

• Localize Corp Volume Licensing messaging and content. Extend Corp content to subsidiary web, PR, and social assets.

• Integrate licensing into existing solution campaigns. Provide targeted messaging to customers on licensing and how to buy scenarios for VL programs.

• Develop local customer evidence partnering with field and partners.

• Manage local MS.com VL website

Local Initiatives

• Lead v-team to define, launch, and successfully land China Licensing Offers (CLO)

Who we’re looking for…

Experiences

• 5 – 8 years of related experience in business operations, sales operations, program management, finance, or marketing

• Experience managing complex projects, consulting, and leading virtual teams in cross-functional settings

• Solid experience in driving change management and driving sales behaviors across complex organizations

• Prior customer- / partner-facing experience is required

Skills & Knowledge

• Positive attitude, keen to take on new challenges and get things done

• Confidence to ask questions and to challenge existing views or approaches. The ability to think differently, adapt, and drive new best practices

• Ability to work and build strong relationships with senior managers and executives

• Advanced oral and written communication skills, planning and organizational abilities

• Must be able to work independently, handle multiple projects in a fast-paced environment, and negotiate and collaborate effectively;

• Highly analytical. Ability to understand marketing and financial metrics, competent analytical skills to see patterns and ability to get to root causes

• Knowledge of Microsoft’s Volume licensing programs, customers, VL sales motions, VL tools is a plus

Education

• Bachelors degree (B.S./B.A) required. Masters degree preferred.

• Desirable qualifications include formal training in project and process management, financial accounting, business strategy and operations and/or internal controls.

微软本着与合作伙伴共同成长、共同发展的宗旨深入开拓中国本地市场。作为一家软件平台厂商，微软通过合作伙伴业务模式，努力促进信息技术产业生态系统的建设。我们通过合作伙伴把微软的产品和服务送到用户手中，通过合作伙伴基于微软的平台开发丰富的、最适合中国市场的应用产品和解决方案来满足用户的需求。

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