Account Manager - Oem Server(职位编号：798305)
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：五年以上
- 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: 798305
Product: (Not Product Specific)
Division: Sales
The general focus of our workgroup is to drive the pre-installation of Microsoft® software across PC, server, mobile and consumer electronics industries through a unified, global approach, maximizing Microsoft’s impact across the entire OEM ecosystem.
Why does the role exist? The MNA PAM role is a senior Account Management role in OEM, developing and maintaining executive relationships with our key Multi-national partners. The role is dedicated to generating revenue, driving adoption of our products and increasing Partner Experience. The MNA PAM orchestrates resources internal to Microsoft and Partner to bring opportunities to close.
How does the role add value? The MNA PAM role adds value by developing and maintaining strong partner relationships that include building relationships at the CxO and BDM levels. The MNA PAM develops actionable account plans that define clear revenue and partner satisfaction growth strategies.
How is role unique from other roles? The MNA PAM role is unique in the following ways:
- Work with the top Multi-National Partners who have agreements Globally with Microsoft.
- Collaborate with Local, Regional and HQ OEM Teams
- Influence Local MNA SKU Assortment.
- Capability to develop executive relationships
- Sales cycles generally up to 3 - 8 months
- Account ratio varies to the size of MNA Business and opportunity
What are key initiatives and challenges facing this role over the next six months to three years? The key initiatives and challenges facing the MNA PAM role are:
- Keep abreast of competitive gains against MS Technology and ensure early warnings are raised to Regional and Corp team (Apple, Google and Open Source)
- Sell the value of Microsoft Windows and Office to the Partner resulting in alignment between Microsoft and the MNA.
- Managing MNA with limited decision making and influence due to Global Corp contract and high involvement of Regional and HQ Organization.
- Understand current economic condition and partner competitive strategy, Regional and Local.
- Delivery the value of genuine to the MNA to drive BOS attach. Driving an increase in BOS Attach - incremental business growth.
- Drive value of Premium SKU into MNA Strategy and influence SKU Assortment.
- The PAM must be able to express how MNA is relevant to Microsoft, Champion their MNA to Microsoft and Visa versa. Connecting MNA to right people in Microsoft.
- Being creative where resources are constrained and limited support is provided.
Responsibility/Activity
Relationship Management
- Drive Revenue and Sales goals through effective management of Partner Engagement.
- Sales strategy and negation discussions with MNA Partner Sales team (PC Shipment, Share of Windows, Premium Mix, Office Attach, Server Attach, Server Hardware Shipment)
- Establish, manage and grow relationships with key sales and marketing executives and stakeholders that influence and decide upon the outcomes of the respective MNA in the assigned country(s).
- Represent Microsoft in creating opportunities to drive joint sales of Microsoft Software and Services applicable to OEM.
- Regular rhythm with MNA to ensure current on MS Products and strategies inclusive of interaction with Regional/Country OEM Leadership.
- Ensure partner contacts are aware of MS Structure supporting the MNA and who to contact with questions, issues and escalations that pertain to the assigned country.
Business Development
- Implement Regional Compete Strategy at Local level.
- Track Compete developments and raise to Regional/Corp team timeously to minimize impact to MS Business.
- Drive Rhythm of the Business activities to align the v-team (internal and partner) and execute shared goals and objectives. The extended Internal v-team consists of E&D, Windows BG, C&O, EPG PS & Comms Sector ATU & Alliance PAM, SMS&P.
- Develop new business opportunities to create sales of Microsoft Software and Services through all field channels and segments.
- Connect with local Disti PAM team and develop a joint MNA@Disti plan by each big MNA’s Disti’s.
- Deep understanding of Partner and Channel eco-system to drive effective opportunity creation and demand generation.
- Participate in execution of AAA Framework for managed MNA Partners.
MNA Support
- MNA PAM is responsible for ownership of MNA Partner issues and escalations. They are responsible for timely closure of issues and communication to both Partner and Microsoft. Be the point of contact for the Microsoft Leadership for the partner contacts.
Field education
- Internal MS education of MNA’s strategy offerings of MS Products to better understand how to leverage the MNA for Demand Gen, launches, campaigns (Windows BG, OEM Lead etc)
- Ensure MNA partner contacts are aware of MS Product roadmaps, strategies, campaigns and local launch plans. Orchestrate/facilitate SME from MS Segments to the MNA Partner to drive awareness of updates.
- Ensure MNA Partner receives the appropriate readiness for new product releases and developments.
Communication
- Regular rhythm with Regional MNA HQ teams to keep them abreast of issues that are helping and/or hurting regional assortment. Be a regular part of the Regional team rhythm.
- Monthly regional ROB meetings/calls with Regional MNA PAMs, Field MNA PAMs in region and MNA HQ teams.
- Monthly written business update report out to corporate and field stakeholders
• Overall local market trends and update (which area is grown/declining)
• Partner performance in current market - PC Shipment and Forecasts, KPI’s
• Marketing activities overview and update including budget spend in partnership with Marketing
Manager (JMA, launch, Proof of Execution)
• Updates of KPI for Premium, Pro Mix, Revenue
• Assortment wins/losses - what happened, why, COE
• Attach performance at best possible level of depth based on partner collaboration
• Sell-thru performance on Office and Server (where official sales-out) - what happened, why, COE
• AAA plan consolidation, execution challenges and COEs
• Best practice summary
• Red flags and escalations
• Quarterly updates of MNA Account Plan and Conditions of Satisfaction
Qualifications
- 5 - 8 years of related experience
- Bachelor’s Degree (B.S./B.A.) required, advanced degree preferred
- Sales methodologies, broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, business process consulting or automation, CRM.
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc. Effective marketing tactics, negotiation, financial analysis
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 798305
Product: (Not Product Specific)
Division: Sales
The general focus of our workgroup is to drive the pre-installation of Microsoft® software across PC, server, mobile and consumer electronics industries through a unified, global approach, maximizing Microsoft’s impact across the entire OEM ecosystem.
Why does the role exist? The MNA PAM role is a senior Account Management role in OEM, developing and maintaining executive relationships with our key Multi-national partners. The role is dedicated to generating revenue, driving adoption of our products and increasing Partner Experience. The MNA PAM orchestrates resources internal to Microsoft and Partner to bring opportunities to close.
How does the role add value? The MNA PAM role adds value by developing and maintaining strong partner relationships that include building relationships at the CxO and BDM levels. The MNA PAM develops actionable account plans that define clear revenue and partner satisfaction growth strategies.
How is role unique from other roles? The MNA PAM role is unique in the following ways:
- Work with the top Multi-National Partners who have agreements Globally with Microsoft.
- Collaborate with Local, Regional and HQ OEM Teams
- Influence Local MNA SKU Assortment.
- Capability to develop executive relationships
- Sales cycles generally up to 3 - 8 months
- Account ratio varies to the size of MNA Business and opportunity
What are key initiatives and challenges facing this role over the next six months to three years? The key initiatives and challenges facing the MNA PAM role are:
- Keep abreast of competitive gains against MS Technology and ensure early warnings are raised to Regional and Corp team (Apple, Google and Open Source)
- Sell the value of Microsoft Windows and Office to the Partner resulting in alignment between Microsoft and the MNA.
- Managing MNA with limited decision making and influence due to Global Corp contract and high involvement of Regional and HQ Organization.
- Understand current economic condition and partner competitive strategy, Regional and Local.
- Delivery the value of genuine to the MNA to drive BOS attach. Driving an increase in BOS Attach - incremental business growth.
- Drive value of Premium SKU into MNA Strategy and influence SKU Assortment.
- The PAM must be able to express how MNA is relevant to Microsoft, Champion their MNA to Microsoft and Visa versa. Connecting MNA to right people in Microsoft.
- Being creative where resources are constrained and limited support is provided.
Responsibility/Activity
Relationship Management
- Drive Revenue and Sales goals through effective management of Partner Engagement.
- Sales strategy and negation discussions with MNA Partner Sales team (PC Shipment, Share of Windows, Premium Mix, Office Attach, Server Attach, Server Hardware Shipment)
- Establish, manage and grow relationships with key sales and marketing executives and stakeholders that influence and decide upon the outcomes of the respective MNA in the assigned country(s).
- Represent Microsoft in creating opportunities to drive joint sales of Microsoft Software and Services applicable to OEM.
- Regular rhythm with MNA to ensure current on MS Products and strategies inclusive of interaction with Regional/Country OEM Leadership.
- Ensure partner contacts are aware of MS Structure supporting the MNA and who to contact with questions, issues and escalations that pertain to the assigned country.
Business Development
- Implement Regional Compete Strategy at Local level.
- Track Compete developments and raise to Regional/Corp team timeously to minimize impact to MS Business.
- Drive Rhythm of the Business activities to align the v-team (internal and partner) and execute shared goals and objectives. The extended Internal v-team consists of E&D, Windows BG, C&O, EPG PS & Comms Sector ATU & Alliance PAM, SMS&P.
- Develop new business opportunities to create sales of Microsoft Software and Services through all field channels and segments.
- Connect with local Disti PAM team and develop a joint MNA@Disti plan by each big MNA’s Disti’s.
- Deep understanding of Partner and Channel eco-system to drive effective opportunity creation and demand generation.
- Participate in execution of AAA Framework for managed MNA Partners.
MNA Support
- MNA PAM is responsible for ownership of MNA Partner issues and escalations. They are responsible for timely closure of issues and communication to both Partner and Microsoft. Be the point of contact for the Microsoft Leadership for the partner contacts.
Field education
- Internal MS education of MNA’s strategy offerings of MS Products to better understand how to leverage the MNA for Demand Gen, launches, campaigns (Windows BG, OEM Lead etc)
- Ensure MNA partner contacts are aware of MS Product roadmaps, strategies, campaigns and local launch plans. Orchestrate/facilitate SME from MS Segments to the MNA Partner to drive awareness of updates.
- Ensure MNA Partner receives the appropriate readiness for new product releases and developments.
Communication
- Regular rhythm with Regional MNA HQ teams to keep them abreast of issues that are helping and/or hurting regional assortment. Be a regular part of the Regional team rhythm.
- Monthly regional ROB meetings/calls with Regional MNA PAMs, Field MNA PAMs in region and MNA HQ teams.
- Monthly written business update report out to corporate and field stakeholders
• Overall local market trends and update (which area is grown/declining)
• Partner performance in current market - PC Shipment and Forecasts, KPI’s
• Marketing activities overview and update including budget spend in partnership with Marketing
Manager (JMA, launch, Proof of Execution)
• Updates of KPI for Premium, Pro Mix, Revenue
• Assortment wins/losses - what happened, why, COE
• Attach performance at best possible level of depth based on partner collaboration
• Sell-thru performance on Office and Server (where official sales-out) - what happened, why, COE
• AAA plan consolidation, execution challenges and COEs
• Best practice summary
• Red flags and escalations
• Quarterly updates of MNA Account Plan and Conditions of Satisfaction
Qualifications
- 5 - 8 years of related experience
- Bachelor’s Degree (B.S./B.A.) required, advanced degree preferred
- Sales methodologies, broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, business process consulting or automation, CRM.
- Sales and partner management, complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, TAS - Target Account Selling, etc. Effective marketing tactics, negotiation, financial analysis
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