Solution PAM(职位编号：811162)
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：客户经理/主管
职位描述
Job Category: Sales
Location: China, Beijing
Job ID: 811162
Division: Sales
Solution Partner Account Manager (PAM)
Serving Enterprise Partner Group (EPG) and Small & Mid-Market Solutions and Partners (SMSP) customer segments, driving Microsoft solution sales and deployments through select managed solution partner channel.
Your Responsibilities
Microsoft’s success relies on a strong and committed partner community. The Solution PAM role consults and manages our top Solution Partners to ensure their financial viability and capability to drive Microsoft solution sales and deployments. These partners are the heart that pumps the blood which is Microsoft license sales. The Solution Partner identifies and creates demand, not for products, but for solutions that drive product sales.
The Solution PAM, through their partners, manages combined companies and sales forces of 50+ sales reps. The Solution PAM faces regularly, challenges allowing them to grow and utilize their business acumen. The variety of expertise the partners the Solution PAM manage affords them experiences no other Microsoft role provides, including interaction and exposure across customer segments, business groups, marketing, services and account teams. The knowledge you gain as a Solution PAM of Microsoft will allow you to grow to senior levels, as you succeed in role and provide opportunity throughout Microsoft.
Your key commitments are aligned to the positive sales impact your managed partners have on Microsoft. This is achieved through:
1. Partner Planning: Business planning to align partner and Microsoft sales goals with effective marketing and readiness plans.
2. Sales execution and revenue attainment. Executing on the sales plan, you understand key opportunities of your partners and ensure they have the right Microsoft resources at the right moments to drive, grow and close solution sales. You will consult and drive your managed partners to develop and manage the customer conversation from CIO down (business to technology) and IT up (technology to business) to engage their customers on strategic technology roadmaps and multi-project/multi-year sales.
3. Deployment success. You will drive readiness and align Microsoft support for your partners to ensure they attain their service revenue goals in deploying Microsoft solutions.
PAM Solution, a Partner Sales Team role, is a part of Microsoft’s Small and Mid-market Solutions & Partners (SMS&P) group. Partner Sales is an indirect sales model based on effective recruitment, development, management and support of the indirect channel which sells cross customer segment, Enterprise Partner Group (EPG) & SMS&P. The Solution PAM’s focus in on solution partners, such as consultancies and solution integrators.
Why does the role exist?
The PAM Solution’s key individual accountabilities are focused on the solution workload revenue their managed partners drive as well as deployment of Microsoft Solutions.
How does the role add value?
PAM Solution coordinates efficient and effective attachment of Microsoft partner resources for sales, technical development, training, marketing and business development of the managed partner.
Key accountabilities of this role are:
1. Build the partner commitment to Microsoft: Business Development Planning
Effective multiyear Partner Business Plan (PBP). Coaching and guiding the Partner’s leaders to develop, grow and operate a Microsoft solution focused business.
2. Build partner capacity: Revenue Planning
Development of Partner Solution Plans (PSP) clearly outlining Microsoft’s commitment to the partner’s growth and the partner’s commitment to Microsoft revenue.
3. Grow partner influence and sales of Microsoft solutions: Revenue Planning
Visibility into the partner’s Microsoft pipeline and delivering resources needed to assist them with moving the sale to close. Effectively, managing and coaching the partner sales teams in closing Microsoft opportunities.
4. Build and maintain high trust relationships and loyalty with managed partners: Relational Management Planning
Personal contact with all levels within the managed partner, delivering proper Microsoft partner resources, and being the conduit to a user friendly One Microsoft relationship for the managed partner.
How is role unique from other roles?
The role presents a special challenge in that the Solution Partners they manage, for the most part, account for little or no directly sold Microsoft license revenue. Rather, theses partners influence the purchase, the implementation and the deployment of Microsoft licenses. Nonetheless, it is revenue the partner brings to the table for Microsoft, regardless of the eventual procurement medium, the Solution PAM and Partner is measured on. This balance of focus is very unique.
Key to the role is being value add to the Solution Partner, gaining trusted relationship status. Through their relationship, the PAM Solution gets insight to the Partners business and gains the loyalty of the Solution Partner. This trusted relationship influences the Solution Partner to grow and add Microsoft solutions to their solution portfolio.
What are key initiatives and challenges facing this role over the next six months to three years?
The key initiative and challenge is measuring the managed Solution Partner’s and Solution PAM’s contribution to the success of Microsoft. The goal is to have the correct portfolio of managed partners to ensure the best impact on the partners business and achieve the sales goals of Microsoft.
Qualifications:
Experience:
- 8 - 10 years of related experience or 10+ years of related experience;
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
- IC3: Minimum 2 years business management experience or equivalent operational experience
- IC4-7: Minimum 5 years business management experience or equivalent operational experience
Education:Bachelor’s Degree (B.S./B.A.) is required;MBA is preferred;
- Field of Study (if applicable): Sales, marketing or business operations.
Professional Training and Certification:
- Business training and solution selling
- Technical certifications a plus
Knowledge, Skills, and Abilities:
- A passion for technology
- Measurable Consultative solution selling success
- Strong account management and business planning skills
- Domain expertise of the Solution market and partner landscape in relation to Microsoft solution offerings
- Demonstrates an understanding of the Sales Process components that include Product and Services Strategies, Channel/Partner Relationship, General Licensing, Third Party Offerings and Competitive Landscapes
- Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies and initiatives, generating excitement and enthusiasm for Microsoft products and technology.
- Teamwork and communication skills are critical to all hierarchical levels in a business, Executive, management, sales and technical.
- Can manage conflict and escalate the problem when needed.
- Consistently displays excellent organizational, communication, project management, negotiation, and problem solving skills
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 811162
Division: Sales
Solution Partner Account Manager (PAM)
Serving Enterprise Partner Group (EPG) and Small & Mid-Market Solutions and Partners (SMSP) customer segments, driving Microsoft solution sales and deployments through select managed solution partner channel.
Your Responsibilities
Microsoft’s success relies on a strong and committed partner community. The Solution PAM role consults and manages our top Solution Partners to ensure their financial viability and capability to drive Microsoft solution sales and deployments. These partners are the heart that pumps the blood which is Microsoft license sales. The Solution Partner identifies and creates demand, not for products, but for solutions that drive product sales.
The Solution PAM, through their partners, manages combined companies and sales forces of 50+ sales reps. The Solution PAM faces regularly, challenges allowing them to grow and utilize their business acumen. The variety of expertise the partners the Solution PAM manage affords them experiences no other Microsoft role provides, including interaction and exposure across customer segments, business groups, marketing, services and account teams. The knowledge you gain as a Solution PAM of Microsoft will allow you to grow to senior levels, as you succeed in role and provide opportunity throughout Microsoft.
Your key commitments are aligned to the positive sales impact your managed partners have on Microsoft. This is achieved through:
1. Partner Planning: Business planning to align partner and Microsoft sales goals with effective marketing and readiness plans.
2. Sales execution and revenue attainment. Executing on the sales plan, you understand key opportunities of your partners and ensure they have the right Microsoft resources at the right moments to drive, grow and close solution sales. You will consult and drive your managed partners to develop and manage the customer conversation from CIO down (business to technology) and IT up (technology to business) to engage their customers on strategic technology roadmaps and multi-project/multi-year sales.
3. Deployment success. You will drive readiness and align Microsoft support for your partners to ensure they attain their service revenue goals in deploying Microsoft solutions.
PAM Solution, a Partner Sales Team role, is a part of Microsoft’s Small and Mid-market Solutions & Partners (SMS&P) group. Partner Sales is an indirect sales model based on effective recruitment, development, management and support of the indirect channel which sells cross customer segment, Enterprise Partner Group (EPG) & SMS&P. The Solution PAM’s focus in on solution partners, such as consultancies and solution integrators.
Why does the role exist?
The PAM Solution’s key individual accountabilities are focused on the solution workload revenue their managed partners drive as well as deployment of Microsoft Solutions.
How does the role add value?
PAM Solution coordinates efficient and effective attachment of Microsoft partner resources for sales, technical development, training, marketing and business development of the managed partner.
Key accountabilities of this role are:
1. Build the partner commitment to Microsoft: Business Development Planning
Effective multiyear Partner Business Plan (PBP). Coaching and guiding the Partner’s leaders to develop, grow and operate a Microsoft solution focused business.
2. Build partner capacity: Revenue Planning
Development of Partner Solution Plans (PSP) clearly outlining Microsoft’s commitment to the partner’s growth and the partner’s commitment to Microsoft revenue.
3. Grow partner influence and sales of Microsoft solutions: Revenue Planning
Visibility into the partner’s Microsoft pipeline and delivering resources needed to assist them with moving the sale to close. Effectively, managing and coaching the partner sales teams in closing Microsoft opportunities.
4. Build and maintain high trust relationships and loyalty with managed partners: Relational Management Planning
Personal contact with all levels within the managed partner, delivering proper Microsoft partner resources, and being the conduit to a user friendly One Microsoft relationship for the managed partner.
How is role unique from other roles?
The role presents a special challenge in that the Solution Partners they manage, for the most part, account for little or no directly sold Microsoft license revenue. Rather, theses partners influence the purchase, the implementation and the deployment of Microsoft licenses. Nonetheless, it is revenue the partner brings to the table for Microsoft, regardless of the eventual procurement medium, the Solution PAM and Partner is measured on. This balance of focus is very unique.
Key to the role is being value add to the Solution Partner, gaining trusted relationship status. Through their relationship, the PAM Solution gets insight to the Partners business and gains the loyalty of the Solution Partner. This trusted relationship influences the Solution Partner to grow and add Microsoft solutions to their solution portfolio.
What are key initiatives and challenges facing this role over the next six months to three years?
The key initiative and challenge is measuring the managed Solution Partner’s and Solution PAM’s contribution to the success of Microsoft. The goal is to have the correct portfolio of managed partners to ensure the best impact on the partners business and achieve the sales goals of Microsoft.
Qualifications:
Experience:
- 8 - 10 years of related experience or 10+ years of related experience;
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any?
- IC3: Minimum 2 years business management experience or equivalent operational experience
- IC4-7: Minimum 5 years business management experience or equivalent operational experience
Education:Bachelor’s Degree (B.S./B.A.) is required;MBA is preferred;
- Field of Study (if applicable): Sales, marketing or business operations.
Professional Training and Certification:
- Business training and solution selling
- Technical certifications a plus
Knowledge, Skills, and Abilities:
- A passion for technology
- Measurable Consultative solution selling success
- Strong account management and business planning skills
- Domain expertise of the Solution market and partner landscape in relation to Microsoft solution offerings
- Demonstrates an understanding of the Sales Process components that include Product and Services Strategies, Channel/Partner Relationship, General Licensing, Third Party Offerings and Competitive Landscapes
- Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies and initiatives, generating excitement and enthusiasm for Microsoft products and technology.
- Teamwork and communication skills are critical to all hierarchical levels in a business, Executive, management, sales and technical.
- Can manage conflict and escalate the problem when needed.
- Consistently displays excellent organizational, communication, project management, negotiation, and problem solving skills
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