Partner Account Executive-Accenture(职位编号：810669)
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：十年以上
- 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: 810669
Division: Sales
Microsoft Corporation seeks a Solution Partner Account Executive (PAE) for our top National System Integrator (NSI) Partners. This position requires experience in channel sales and a deep knowledge of solution provider operations. The ideal candidate is a strategic thinker, has a strong channel background and the ability to work comfortably with executives in partner organizations. Working knowledge of sales and marketing processes and Microsoft technology is essential.
Your primary responsibility is to grow partner influence of Microsoft revenue through building solution capacity across key Microsoft workloads. Although some partners may also transact Microsoft license agreements, have ISV solutions, or develop and sell their own hardware, solution partners typically earn a significant portion of their profits from sales of solutions and the professional services to deliver them. The PAE role is to be a sales manager across a partner organization and work in partnership with business owners to extend the Microsoft sales force through strategic partner relationships.
Key competencies required for this role include: Confidence, Interpersonal Awareness, Building Partner Relationships, Drive for Results, and Strategic Sales Planning. Candidate must possesses strong collaboration skills and integrate across Microsoft’s customer segments, business groups, marketing, services and account teams to enable joint selling with our field sales force. This role involves interaction with key decision influencers and provides a great opportunity for career advancement in sales as well as other organizations across Microsoft.
In this role you are responsible for strategy, tactics, investment, executive level relationships and resources used to achieve the goals and to develop and drive the sales strategy between the partner and Microsoft.
Responsibilities Include:
Primary objective is to increase joint Microsoft and partner success as measured by Microsoft product revenues, partner services revenue, customer experience, and customer evidence.
Develop and maintain strong business relationships with partner executives across sales, marketing and technical delivery teams by providing strategic guidance and thought leadership
Jointly develop and execute a quality Partner Business Plan (PBP) with the requisite goals and metrics aligned to Microsoft EPG, SMSP and overall goals
Effectively incubate and drive business solutions aligned with industry needs on the Microsoft platform resulting in mutual business growth and outstanding customer and partner satisfaction.
Provide executive engagement and partner advocacy that leads to world class partner satisfaction including the development and management the partner conditions of satisfaction (COS) to drive relationship NSAT
Be the partner evangelist within Microsoft and create visibility of the partner value proposition across the Microsoft ecosystem.
Enable partner sales, technical and marketing capacity and capability that results in growth of mutual businesses.
Driving sales programs to achieve profitable Microsoft license sales and Partner services growth through the partnership
Actively identify, drive & own Partner-led Microsoft pipeline and conduct opportunity reviews that enable joint selling across the ecosystem
Drive the teaming between Microsoft field sales force, local and industry specific partner teams, and partner field sales force and business teams to drive successful execution of the plan.
Cross team collaboration with and leadership of the PAM community that engages with this partner
Work with the BMO and partner organization to evaluate and negotiate joint investment funding to support the business plan
Jointly define and communicate the messaging framework for the partnership
Success Metrics:
100% target achievement of Partner influenced contribution to Microsoft license/product Revenue
Development, execution and achievement of jointly agreed Partner Solution Plan win and revenue targets
Achievement of Conditions of Satisfaction and CPE measures
Development and management of Executive Sponsor engagement plan and overall ROB plan
Effective management of business operation including revenue forecast, budget etc.
Development of joint case studies and evidence of enterprise credibility
Qualifications:
- Highly desirable that the individual has directly sold complex solutions into the Enterprise customer segment and have previous Partner business development experience.
- Proficient sales skills covering MS platform, technology, and products, and understanding of how these can drive the digital economy marketplace.
Ability to conceptualize and incubate new solution offerings with Partners
- A strong understanding of the competitive market for MSFT, the business integration and services integration markets in enterprise accounts.
- Demonstrated ability to drive business results in a highly dynamic environment with a fluid organization structure.
- Exposure and experience in sales, and customer-facing functions, influencing key decision-makers, strategic thinking, organizational agility, strong written and oral communication skills.
- 15+ years of computing industry experience with previous experience in managing executive level business partnerships with large customers, global delivery partners, system or business integrators, solution providers, or ISV's is preferred.
- Bachelor's Degree or equivalent required; MBA degree or equivalent a plus, with emphasis in Computer Science, Business Administration, Economics, and/or Marketing.
- Must be able to travel and work independently. Travel is required in this position is required both domestically and 1-2 trips internationally per year.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 810669
Division: Sales
Microsoft Corporation seeks a Solution Partner Account Executive (PAE) for our top National System Integrator (NSI) Partners. This position requires experience in channel sales and a deep knowledge of solution provider operations. The ideal candidate is a strategic thinker, has a strong channel background and the ability to work comfortably with executives in partner organizations. Working knowledge of sales and marketing processes and Microsoft technology is essential.
Your primary responsibility is to grow partner influence of Microsoft revenue through building solution capacity across key Microsoft workloads. Although some partners may also transact Microsoft license agreements, have ISV solutions, or develop and sell their own hardware, solution partners typically earn a significant portion of their profits from sales of solutions and the professional services to deliver them. The PAE role is to be a sales manager across a partner organization and work in partnership with business owners to extend the Microsoft sales force through strategic partner relationships.
Key competencies required for this role include: Confidence, Interpersonal Awareness, Building Partner Relationships, Drive for Results, and Strategic Sales Planning. Candidate must possesses strong collaboration skills and integrate across Microsoft’s customer segments, business groups, marketing, services and account teams to enable joint selling with our field sales force. This role involves interaction with key decision influencers and provides a great opportunity for career advancement in sales as well as other organizations across Microsoft.
In this role you are responsible for strategy, tactics, investment, executive level relationships and resources used to achieve the goals and to develop and drive the sales strategy between the partner and Microsoft.
Responsibilities Include:
Primary objective is to increase joint Microsoft and partner success as measured by Microsoft product revenues, partner services revenue, customer experience, and customer evidence.
Develop and maintain strong business relationships with partner executives across sales, marketing and technical delivery teams by providing strategic guidance and thought leadership
Jointly develop and execute a quality Partner Business Plan (PBP) with the requisite goals and metrics aligned to Microsoft EPG, SMSP and overall goals
Effectively incubate and drive business solutions aligned with industry needs on the Microsoft platform resulting in mutual business growth and outstanding customer and partner satisfaction.
Provide executive engagement and partner advocacy that leads to world class partner satisfaction including the development and management the partner conditions of satisfaction (COS) to drive relationship NSAT
Be the partner evangelist within Microsoft and create visibility of the partner value proposition across the Microsoft ecosystem.
Enable partner sales, technical and marketing capacity and capability that results in growth of mutual businesses.
Driving sales programs to achieve profitable Microsoft license sales and Partner services growth through the partnership
Actively identify, drive & own Partner-led Microsoft pipeline and conduct opportunity reviews that enable joint selling across the ecosystem
Drive the teaming between Microsoft field sales force, local and industry specific partner teams, and partner field sales force and business teams to drive successful execution of the plan.
Cross team collaboration with and leadership of the PAM community that engages with this partner
Work with the BMO and partner organization to evaluate and negotiate joint investment funding to support the business plan
Jointly define and communicate the messaging framework for the partnership
Success Metrics:
100% target achievement of Partner influenced contribution to Microsoft license/product Revenue
Development, execution and achievement of jointly agreed Partner Solution Plan win and revenue targets
Achievement of Conditions of Satisfaction and CPE measures
Development and management of Executive Sponsor engagement plan and overall ROB plan
Effective management of business operation including revenue forecast, budget etc.
Development of joint case studies and evidence of enterprise credibility
Qualifications:
- Highly desirable that the individual has directly sold complex solutions into the Enterprise customer segment and have previous Partner business development experience.
- Proficient sales skills covering MS platform, technology, and products, and understanding of how these can drive the digital economy marketplace.
Ability to conceptualize and incubate new solution offerings with Partners
- A strong understanding of the competitive market for MSFT, the business integration and services integration markets in enterprise accounts.
- Demonstrated ability to drive business results in a highly dynamic environment with a fluid organization structure.
- Exposure and experience in sales, and customer-facing functions, influencing key decision-makers, strategic thinking, organizational agility, strong written and oral communication skills.
- 15+ years of computing industry experience with previous experience in managing executive level business partnerships with large customers, global delivery partners, system or business integrators, solution providers, or ISV's is preferred.
- Bachelor's Degree or equivalent required; MBA degree or equivalent a plus, with emphasis in Computer Science, Business Administration, Economics, and/or Marketing.
- Must be able to travel and work independently. Travel is required in this position is required both domestically and 1-2 trips internationally per year.
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