北京招聘

Job ID 881875
Location China, Beijing
Job Category Sales
Division Sales

Describe the focus of your work group and a general description of the work performed by the workgroup.
Do you want to be part of the biggest channel transformation of our time, and lead our partner profitability model in the Cloud to new heights with Online services? Specifically, do you want to be part of a worldwide team sales leading the way in recruiting, enabling and selling Azure ‘to’ and through Partners? If your answers to the questions above is YES then Partner Practice Recruiter - Azure role is for you.

The objectives of the Partner Practice Recruiter for Azure is to build up and out the Azure Partner ecosystem in order to:

1. Gain Market Share through driving the consumption of Azure:
a. Drive the sale and consumption of Azure through Partner Azure managed services and Partner alignment to end use Customers EA’s.

i. Individual PPR’s Azure Partner named Partner list agreed upon by SMS&P, EPG, PS, WW Azure Sales Director, local STMG/BG lead. List to be reviewed quarterly for relevance and Partners moved in/out for management.

2. Grow Revenue through building Azure Partner Capability:
a. Drive and build Azure market share and sales capacity by identifying and recruiting new Azure partners such as BiC and DMA’s. The Azure PPR must secure CxO level commitment from the Partner to build our their Azure services and applications on Windows Azure. The Azure PPR will need to ensure these new partner types are prepared to invest in technical and sales capability in their company, and is committed to going to market to drive significant revenue by selling Windows Azure - with Microsoft’s help around readiness and training.

The Azure BDM will leverage existing programs and resources from STMG and WPG Group to help recruit onboard and enable new partners for both technical and sales capability. The Azure BDM will then nurture these newly developed Azure partners to drive sales with Microsoft account teams and/or sell the Windows Azure platform independently. Success metrics include Azure billed revenue, Azure services consumed, utilization of program tools and benefits, and Azure partners active in the Azure Circle and MPN Cloud competencies driven Azure sales and consumption.

To determine whether a new partner is the correct fit for driving market share and or driving net new sales the partner is evaluated by the Partner Practice Recruiter Azure and field partner teams based on a partner profile, partner’s experience, proven track record, or in the case of a BiC a solid business plans for ramping and executing an Azure business practice.

Why does the role exist?
The Partner Practice Recruiter for Azure role exists to gain market share through growing Azure Partner Capacity and growing
revenue and Azure consumption through building Partner Capability in strategic workloads such as hybrid Storage, hybrid cloud,
Disaster Recovery, Dev& Test, Mobile, websites, BI, Big data, Open source, SAP, Oracle and Industry vertical applications.

How does the role add value?
The Partner Practice Recruiter Azure adds value as below:

1. The PPR Azure will research in conjunction with SMS&P, EPG and PS leadership teams and select high priority target partners capable of driving Azure consumption at scale. PPR Azure to have under management 20-25 named partners - Partners agreed upon by local EPG, SMS&P, PS management and WW Azure BDM sales Director to showcase building managed services and driving Azure consumption directly and influenced consumption. List will be reviewed quarterly.
2. Outside of the list of max 25 partners being proactively managed the role will enable the recruitment of net new Azure Partners with goals and objectives to satisfy revenue and scorecard targets
3. The Azure PPR will measure and track the prospect funnel for recruitment allowing for capacity gap fulfillment/coverage as tracked in Partner Workbench Practice Development section
4. Drive partner revenue and consumption accountabilities in Partner Targets in Partner WorkBench, then drive pipeline and revenue growth
5. Link managed partners with CAM E, CAM S and CTM sellers to drive opportunity and to drive Azure consumption and engage in joint selling.
6. Handoff off the more mature recruited partners/practices for long-term management by EPG and SMS&P PSE as part of the next-generation partner ecosystem


How is role unique from other roles?
The Partner Practice Recruiter Azure role is unique as it is a fully funded role by STMG i.e. resources funded by Redmond not by the field. The roles are funded with the primary focus being on determining and managing partners with the highest potential of influencing the sale and consumption of Azure - this could be existing or new Partners. We are partner type and segment agnostic. The PPR Azure is the only Partner facing role which has a complete view of the partner channel for Azure.

What are key initiatives and challenges facing this role over the next six months to three years?
Key initiatives for the role include:
1. Establish Azure Partner ecosystem to help Microsoft drive the sale and consumption of Azure and to get to market faster and gain share faster than competitors.
2. Build a portfolio of trusted partners who can sell and influence the consumption of Azure at scale.
3. Find and recruit net new Partners and partner types into the Azure Partner ecosystem - e.g. BiC and DMA partners.

Key challenges for the role include:
1. Market shifts - evolving technologies in the marketplace as a result of cloud and other technology developments
2. Speed/agility of Cloud Competitors - keeping pace with competitive offerings and gathering intelligence and knowledge of competitors products, weaknesses, strength, strategies etc. to share back with segments, WPG and Business groups.
3. Partner, field understanding of the Azure opportunity and creating demand for Partner solutions/managed service offerings. Relative immaturity of our incubation workloads on Azure making field connections and joint-selling motions more difficult
“Must-Win-Partner” decisions - this role may engage in situations that require extensive skills around cross group collaboration and managing expectations between groups within a subsidiary for example; EPG, Public Sector, Corporate Accounts and the Partner Strategy and Programs teams and executive leadership.

Responsibility/Activity
Build managed Partner list Work with EPG, SMS&P, PS Partner Leadership Teams, WW Azure Sales Director and local STB BG to agree upon a named set of Partners for Azure management. Goal of a 20-25 ratio per PPR Azure in both a single sub and when a PPR Azure covers multi sub areas 20-25 Partners across the multi subs. Engage with PTS and other appropriate Microsoft resources detailed in the Practice Measure and track pipeline with a minimum bar of 160% in Partner Workbench and PSX Quarterly ongoing review of managed Partner list and adjustments only as needed.
Drive sales and Azure consumption through Partners on managed list Build business plans with the 20-25 partners you are managing with milestones and measurable ROI including pipeline, wins and % Azure consumption against their own EA Use your business acumen, partner and field knowledge to help your Partners build out their Azure managed services capabilities. Drive demand generation and sales campaigns with Partner to sell Managed services Facilitate joint planning sessions with the partner and Corporate Account sellers, the ATU, SSP, and/or IMDM teams, to create strong relationships with each party for joint selling Build capability in recruited partners by orchestrating partner readiness in technical, marketing and sales capability Engage with PTS and other appropriate Microsoft resources detailed in the Practice Measure and track pipeline with a minimum bar of 160% in Partner Workbench and PSX Participate in the partner’s opportunity review sessions as a virtual Sales Manager & Coach, to inspect verifiable outcomes from each stage of solution selling. Gain partner dedication to train architects, engineers, and other appropriate resources by utilizing Microsoft resources such as: PTS, BG, M&O, WPG, airlifts, summits, and 3rd parties Leverage Share jumpstart to develop a sell with/through plan to drive demand and opportunities for the Partner to deliver Azure solutions and drive sales and consumption. Leverage Microsoft marketing assets to maintain and increase partner awareness of Microsoft platform opportunities and grow partners’ capability to sell targeted workloads Actively engage funding resources and programs such as market development funds (MDF) business investment funds (BIF) and channel incentives to achieve sales goals outlined in the PSP’s
Recruit net new Partners Identify and recruit new partners - could be recruiting Partners from existing Gold competencies e.g. Gold BI, Gold Sharepoint or net new Partner types such as Born in the Cloud (BiC) or Digital Marketing Agencies (DMA) Act as a SME to other Partner roles and help them recruit net new Partners for Azure. Build Azure specific plans with new partners to drive pipeline and wins Sell an Azure EA to new Partners, drive the Azure Managed services opportunity.
Administration - Administrative duties related to partner management Program Management / Administration Guide the partner to relevant MPN information regarding program benefits and/or changes and facilitate the partner understanding how the program can positively impact their operating model (people, processes, technology and payment) including the Azure incentive opportunities Drive improvement in partner satisfaction through specific initiatives, relationship monitoring, and issue escalation-to-resolution Attend Azure Community calls, prep monthly review calls with Redmond.
Job Performance Competency (Technical/Sales/Solutions) Gain an understanding of the Microsoft platform and productivity capabilities to a 100-level and 200-level for assigned strategic workloads and be able to articulate to 1:1 and 1:Many formats Take on ‘stretch’ projects with a particular focus on Innovation to increase Microsoft’s understanding of emerging markets and to improve Microsoft’s partner offerings Review and act upon your results from the Profile of Excellence Evaluation (POE) with attention to personal development plans and readiness Create, maintain, and gain agreement with manager and leadership team on career development plan

Microsoft is an equal opportunity employer and supports workforce diversity.GCR:CN:Sales:EN

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