PTU Manager(职位编号：815719)
微软销售市场和服务集团 （SMSG）
- 公司规模：1000-5000人
- 公司性质：外资(欧美)
- 公司行业：计算机软件
职位信息
- 发布日期：2012-11-13
- 工作地点：北京
- 招聘人数：1
- 工作经验：八年以上
- 学历要求：本科
- 职位类别：销售经理
职位描述
Job Category: Sales
Location: China, Beijing
Job ID: 815719
Division: Sales
Job Profile Guidance: This section includes general, basic context for understanding the job and workgroup. Please use language that an external, non-subject matter expert would understand.
The PTU Manager role is responsible for leading a scalable partner business that drives revenue growth. They are a key leader in the EPG business and measure success by the number of partner-led opportunity wins/revenue, partner attach and partner engagement (Monitor, Resource, Collaborate) rates/metrics that meet or exceed expectations, with a year-over-year increase; partner satisfaction as measured by high NSAT scores and positive anecdotal feedback from partners; and positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index).
The PTU Manager role adds value by:
1. Leading a consistent and predictable PTU where team members are enabled to perform at their best.
2. Developing high-performing PTU teams and individual Regional Channel Sales (RCSs) and IMDMs who are considered to be the best sales assets in the market.
3. Developing strong, long-term partner executive relationships with Microsoft.
4. Driving integration and orchestration within the Leadership team.
5. Developing a comprehensive partner strategy that sets the vision and direction for partner segmentation, selection, engagement and readiness, and incorporates inputs from the ATU, STU, BMO and Services.
6. The PTU Manager role adds value to partners by driving new opportunities for their business and growing their relationship with Microsoft.
The PTU Manager role is unique in:
1. Its responsibility for the overall success of through and with partner sales.
2. Its focus on ensuring, and measuring, partner-led, partner attach and partner engagement rates and metrics on opportunities, and working with RCSs and IMDMs on high-quality partner pipelines.
3. Its ability to represent the all-up view of Microsoft, its strategies and directions, to partners and reinforcing the value proposition of how the partnership can impact their businesses.
4. Its leadership credibility and partner business model knowledge/experience when engaging with partner executives.
5. Its focus on driving the integration and collaboration of the partner business into the various team units and groups at the subsidiary/district or regional levels.
Responsibility
Deliverable #1: PTU Leadership
Deliverable #2:Operational Excellence
Deliverable #3:Partner Business Development & Revenue
Deliverable #4:Partner Eco-System Health
Deliverable #5:PTU (team) Optimization
Deliverable #6:Performance Coaching
Deliverable#7:Productive New Hires
The PTU Manager role is accountable for developing a PTU team recognized as excellent and by delivering partner attach rates and engagement metrics, including partner-impacted revenue and partner-led opportunities, and driving high-quality partner pipelines.
The PTU Manager role affects Microsoft at the subsidiary level, in both partner organizations and customer opportunities where the partner is collaborating with the ATU and STU. The PTU Lead role also contributes to worldwide knowledge sharing and best practices within the Partner Team Unit community and ensures that his/her team members contribute to their respective worldwide communities.
The key decisions made by the PTU Manager role are:
Ensuring job fit of the RCSs/IMDMs he/she manages and the selection of new hires to drive the PTU business.
Driving the optimal balance between driving partner-led opportunities and developing partner relationships.
These decisions impact revenue growth, the development of the partner business, the overall satisfaction internal stakeholders have with the partner business, and the overall satisfaction that partners have with Microsoft.
The PTU Manager role is responsible for the local partner strategy and integration of partners into the business. The PTU Manager works in close collaboration with the ATU, STU and Services teams, the BMO Lead, and the DPE Lead to ensure that the PTU partner strategy is aligned with the overall strategy.
3 Regional Channel Sales and 3-4 IMDMs as direct reports: IC3-IC6 individuals The PTU Manager’s primary job is to coach and counsel each RCS and IMDM on world class selling and sales excellence processes and execution. The PTU manager does have review responsibility for his/her direct reports.
The PTU Manager role works with the following internal resources:
1. EPG Lead/General Manager - for receiving direction on implementing Corporate initiatives, establishing quota and revenue targets and supporting PTU partner strategies.
2. ATU Leads and team members - for effective alignment of PAMs/IMDMs and partners in customer accounts.
3. STU Lead and team members - for aligning in effective business operations and partner optimization in opportunities.
4. Services Lead - for driving more effective integration between partners and Microsoft Services.
5. BMO/EML/IMM/RMM - for effectively integrating partners into relevant Sales Priority marketing campaigns and events.
6. SMS&P Lead - for driving consistency and clarity with partners, the programs that are offered to them, and the different Microsoft roles that the partners engage in across both segments.
7. Sales Excellence Manager - for adopting sales excellence and discipline approaches and providing feedback on what is working and where there is room for improvement.
8. PTU Lead - for effective alignment of overall PTU partner strategies and execution plan.
The external communication and business relationships center primarily on partners and the strength of relationships they have with Microsoft and their alignment to opportunities
The PTU Manager role relies on and impacts the ATU, the STU, Services, the BMO and DPE to achieve the PTU’s goals and to help drive the goals of these Team Units and departments.
Qualifications
Experience
- 8 - 10 years of related experience
Education
- Bachelor’s Degree (B.S./B.A.) is required.
- MBA, Master’s Degree is preferred.
Professional Training and Certification
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, CRM (Siebel or other), Employee Performance Management (systems and processes)
Knowledge, Skills, and Abilities
- Sales (Direct or Indirect) Management - previous solution selling experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology.
- People Management - previous experience managing people and their professional skills development; hiring, development and attrition experience with teams.
- Organizational Change Management - experience in successfully implementing new organization models (e.g., such as the PTU), including the change management aspects.
- Customer and Partner Environments - knowledge of the tools and resources used by customers and partners and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.).
- Business Management - has experience running a P&L, with a discipline and rigor to the management of the business, in a Cost of Sale model.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 815719
Division: Sales
Job Profile Guidance: This section includes general, basic context for understanding the job and workgroup. Please use language that an external, non-subject matter expert would understand.
The PTU Manager role is responsible for leading a scalable partner business that drives revenue growth. They are a key leader in the EPG business and measure success by the number of partner-led opportunity wins/revenue, partner attach and partner engagement (Monitor, Resource, Collaborate) rates/metrics that meet or exceed expectations, with a year-over-year increase; partner satisfaction as measured by high NSAT scores and positive anecdotal feedback from partners; and positive feedback or scores/ratings on Manager Feedback and WHI (Workgroup Health Index).
The PTU Manager role adds value by:
1. Leading a consistent and predictable PTU where team members are enabled to perform at their best.
2. Developing high-performing PTU teams and individual Regional Channel Sales (RCSs) and IMDMs who are considered to be the best sales assets in the market.
3. Developing strong, long-term partner executive relationships with Microsoft.
4. Driving integration and orchestration within the Leadership team.
5. Developing a comprehensive partner strategy that sets the vision and direction for partner segmentation, selection, engagement and readiness, and incorporates inputs from the ATU, STU, BMO and Services.
6. The PTU Manager role adds value to partners by driving new opportunities for their business and growing their relationship with Microsoft.
The PTU Manager role is unique in:
1. Its responsibility for the overall success of through and with partner sales.
2. Its focus on ensuring, and measuring, partner-led, partner attach and partner engagement rates and metrics on opportunities, and working with RCSs and IMDMs on high-quality partner pipelines.
3. Its ability to represent the all-up view of Microsoft, its strategies and directions, to partners and reinforcing the value proposition of how the partnership can impact their businesses.
4. Its leadership credibility and partner business model knowledge/experience when engaging with partner executives.
5. Its focus on driving the integration and collaboration of the partner business into the various team units and groups at the subsidiary/district or regional levels.
Responsibility
Deliverable #1: PTU Leadership
Deliverable #2:Operational Excellence
Deliverable #3:Partner Business Development & Revenue
Deliverable #4:Partner Eco-System Health
Deliverable #5:PTU (team) Optimization
Deliverable #6:Performance Coaching
Deliverable#7:Productive New Hires
The PTU Manager role is accountable for developing a PTU team recognized as excellent and by delivering partner attach rates and engagement metrics, including partner-impacted revenue and partner-led opportunities, and driving high-quality partner pipelines.
The PTU Manager role affects Microsoft at the subsidiary level, in both partner organizations and customer opportunities where the partner is collaborating with the ATU and STU. The PTU Lead role also contributes to worldwide knowledge sharing and best practices within the Partner Team Unit community and ensures that his/her team members contribute to their respective worldwide communities.
The key decisions made by the PTU Manager role are:
Ensuring job fit of the RCSs/IMDMs he/she manages and the selection of new hires to drive the PTU business.
Driving the optimal balance between driving partner-led opportunities and developing partner relationships.
These decisions impact revenue growth, the development of the partner business, the overall satisfaction internal stakeholders have with the partner business, and the overall satisfaction that partners have with Microsoft.
The PTU Manager role is responsible for the local partner strategy and integration of partners into the business. The PTU Manager works in close collaboration with the ATU, STU and Services teams, the BMO Lead, and the DPE Lead to ensure that the PTU partner strategy is aligned with the overall strategy.
3 Regional Channel Sales and 3-4 IMDMs as direct reports: IC3-IC6 individuals The PTU Manager’s primary job is to coach and counsel each RCS and IMDM on world class selling and sales excellence processes and execution. The PTU manager does have review responsibility for his/her direct reports.
The PTU Manager role works with the following internal resources:
1. EPG Lead/General Manager - for receiving direction on implementing Corporate initiatives, establishing quota and revenue targets and supporting PTU partner strategies.
2. ATU Leads and team members - for effective alignment of PAMs/IMDMs and partners in customer accounts.
3. STU Lead and team members - for aligning in effective business operations and partner optimization in opportunities.
4. Services Lead - for driving more effective integration between partners and Microsoft Services.
5. BMO/EML/IMM/RMM - for effectively integrating partners into relevant Sales Priority marketing campaigns and events.
6. SMS&P Lead - for driving consistency and clarity with partners, the programs that are offered to them, and the different Microsoft roles that the partners engage in across both segments.
7. Sales Excellence Manager - for adopting sales excellence and discipline approaches and providing feedback on what is working and where there is room for improvement.
8. PTU Lead - for effective alignment of overall PTU partner strategies and execution plan.
The external communication and business relationships center primarily on partners and the strength of relationships they have with Microsoft and their alignment to opportunities
The PTU Manager role relies on and impacts the ATU, the STU, Services, the BMO and DPE to achieve the PTU’s goals and to help drive the goals of these Team Units and departments.
Qualifications
Experience
- 8 - 10 years of related experience
Education
- Bachelor’s Degree (B.S./B.A.) is required.
- MBA, Master’s Degree is preferred.
Professional Training and Certification
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), sales methodologies (equivalent to MSSP), broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, CRM (Siebel or other), Employee Performance Management (systems and processes)
Knowledge, Skills, and Abilities
- Sales (Direct or Indirect) Management - previous solution selling experience leading teams with sales quotas/targets, using a sales methodology and the Sales Force Automation or Customer Relationship Management technologies that support the methodology.
- People Management - previous experience managing people and their professional skills development; hiring, development and attrition experience with teams.
- Organizational Change Management - experience in successfully implementing new organization models (e.g., such as the PTU), including the change management aspects.
- Customer and Partner Environments - knowledge of the tools and resources used by customers and partners and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, etc.).
- Business Management - has experience running a P&L, with a discipline and rigor to the management of the business, in a Cost of Sale model.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
公司介绍
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。
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china
微软与政府有关部门及其他机构合作，积极推动缩小数字鸿沟，以帮助各层次、各地区的人们实现自己的最大潜能。多年来，无论是开展“携手助学”支持农村和边远地区教育、推进“农村信息化”建设让农民通过信息技术脱贫致富，还是实施“潜力无限”项目，合作成立社区学习中心，扶助弱势人群，都体现了我们致力于成为优秀企业公民的不懈努力。
微软通过开发众多的软件产品和服务并提供相应的生产、授权和支持，向用户传递商业价值。目前，微软在中国业务涉及Windows客户端、服务器平台和开发工具、信息工作者产品、微软商务管理解决方案、移动及嵌入式设备、MSN和家庭消费及娱乐产品等七个方面。
欢迎浏览公司网站：http://www.microsoft.com/china