北京招聘

职位描述：

Job # 984028
Locations China, Shenzhen
Job families Sales
Teams Sales

Track Record

Extensive Strategic business development and sales experience

Exceptional partner management/trusted advisor

Accountable for orchestration across stakeholders to achieve revenue and share targets

Establishes engagements that sets the right expectations and holds all sides accountable.

Responsible for the development of end-to-end partner business plans, including proposing new business directions to partners.

Ensures that partner execution plans are aligned to partner growth strategies, and include elements such as marketing plans.

Initiates milestone-driven rhythm of the business (ROB) process with partners, identifies any blocking issues, and drives completion of both ROB and business reviews at a WW level.

Develops partner sales capabilities for existing and/or new sales motions through training, and by directly modeling these processes.

Technical Knowledge & Credentials

Technology and Business acumen, demonstrated preferably in device selling and leading partner relationships

Technology degree and/or business degree; relevant technology industry experience

MS Cloud and IoT strategy knowledge

Strong executive presence as well as experience and comfort in negotiations at VP/SVP level

Trusted advisors to both internal and external stakeholders

Understands competitor strengths and sales tactics, and can articulate Microsoft’s vulnerabilities and the actions needed to address them.

Maintains a long-term perspective when creating approaches to systematically fill gaps in a customer’s/partner’s technology portfolio and service needs.

Proactively matches solution scenarios with the proper business group within a customer’s/partner's organization to facilitate the future adoption of Microsoft products.

Competencies

Business strategy and device strategy development

Become a strong partner advocate to stakeholders across Microsoft for our partners’ products, marketing plans, initiatives, and results

Building collaborative and impactful internal & external relationships

Influence with business cases and data-driven decision making

Ability to execute account strategy and device portfolio

Orchestration and ability to influence across virtual teams and partner

Able to maintain a broader perspective, and identifies and evaluates opportunities to enhance the business through cross-group collaboration.

Forecasts resource needs and timing throughout the course of a project, and removes obstacles.

Establishes standards and best practices for the team to share information among its members, and to publicly celebrate the team successes.

Values & Culture

Extreme curiosity and desire to explore the ‘art of possible’ (growth mindset)

High integrity with strong focus on compliance

Systemic approach to business, thinking about impacts across business and to the partner. Mindful of impact your actions have across partner and internal stakeholders.

Competition, and the industry or target audience to demonstrate the value that Microsoft brings to different areas of that business.

Critically and logically demonstrates to the customer/partner how a Microsoft technology reduces operating costs and improves business processes.

Effectively aligns multiple products to reduce customer/partner business costs, while addressing short-term business needs.

Uses knowledge of the value created by the solution and the needs of the customer/partner to prepare an effective negotiation strategy.

Creates measurable value for the customer/partner and for Microsoft during the negotiation process.

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