Industry Marketing Dev. Mgr(职位编号：809113)
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：销售经理
职位描述
Job Category: Sales
Location: China, Beijing
Job ID: 809113
Division: Sales
The IMDM’s primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to industry sectors. IMDMs contribute to this goal by growing a market in a given sector, industry, vertical, and/or solution area (SA) by leading the successful execution of the WW industry strategy. The role accomplishes this by developing the market, partners, and demand and by developing a plan on how to shape the market which includes strategies for solidifying the Microsoft platform in Line of Business (LOB) applications. The success of the IMDM role is measured by solution area (SA) wins, partner-led solution revenue and solution area wins (aka SA wins aligned to PSPs), and revenue quota attainment.
How does the Industry Marketing Development Manager role add value?
The IMDM role adds value by:
1. Representing Microsoft as an industry expert by developing executive relations, analyst relations and press relations and driving public and analyst awareness of Microsoft thought leadership and customer evidence in his or her time zone, subsidiary, or area.
2. Developing a market and creating demand for solution areas (SAs) and the aligned partner solution plans (PSP)s in his or her given industry/vertical and a plan to locally implement the WW industry strategy, and in particular the role relevant WW industry solution map(s).
3. Prioritizing and optimizing the industry strategy and solution area (SA) maps for the IMDM’s market.
4. Applying a working knowledge of competitors and the competitive landscape in the IMDM’s industry and assigned markets to conduct competitive analysis impacting customer base and partners.
5. Assisting the PTU align its locally managed partner ecosystem (partner selection and segmentation) to solution area (SA) priorities and supporting and aligning the local industry partner sales motion.
6. Leading the partner sales motion for WW Alliance partners per the WW industry solution map to drive aligned solution area (SA) wins for the given time zone, area, subsidiary and solution areas (SAs) and aligning and ensuring effective internal and cross-group collaboration to execute in the field.
7. Developing and evangelizing WW industry / vertical strategies to both internal & external audiences in his or her respective time zone, area, or subsidiary.
How is the Industry Marketing Development Manager role unique from other roles?
The IMDM role is unique in the following ways:
1. Industry focus is balanced between strategic market business development, partner ecosystem development, and driving solution area (SA) and partner solution plan (PSP) wins.
2. A market-facing role that requires in depth industry-specific experiences and orchestrating ecosystem resources to drive net-new revenue and enable partner led sales.
3. Is one of the field’s interfaces to industry expertise representing Microsoft’s industry point of view (POV) to customers, partners and field sales teams.
Summary of the Industry Marketing Development Manager Profile of Excellence
The Execution Practice and key actions performed by the IMDM role include:
Execution Practice: Industry Sales Strategy and Planning
- Provide input into the relevant subsidiary SAW to ensure industry and regional priorities are reflected in annual partner planning to drive local partner ecosystem alignment to SA priorities.
- Perform white space analysis for IMDM assigned markets aligned to WW industry and vertical strategies and create a plan for the subsidiary or area, as appropriate.
- Conduct a competitive analysis of solution area (SA) competitors in the IMDM assigned markets that impact customer base and partners.
- Localize the WW industry/vertical strategy and provide feedback to corporate for inclusion in global solution area (SA) map.
Execution Practice: Partner Ecosystem
- Determine appropriate global partners from Solution Area (SA) list.
- Conduct partner gap analysis that includes Microsoft and competitive ecosystem and deliver gap analysis and potential recruit candidates to DPE and others.
- Create and own industry specific partner solution plans (PSPs) that drive solution area (SA) wins with Alliance partners (SI and ISV) and local industry-aligned ISVs and work with relevant PAM ISV to create partner solution plans for local ISVs filing gaps.
- Work with PTU, partner sales team to prioritize Alliance partners (SI and ISV) & local industry aligned ISVs to fill solution area (SA) coverage gaps.
- Establish and maintain a regular rhythm of the business with Alliance Manager, PAM Alliance, and PAM ISV’s relevant to the IMDM’s partner ecosystem.
- Continually brief solution area (SA) partners to keep them current on Microsoft’s industry strategy and glean from them their evolving partner strategy and communicate the partner’s strategy to relevant Microsoft industry teams.
- Drive Microsoft Industry point of view (POV) into the partner ecosystem.
- Drive partner-led opportunity management and not partner relationship-management.
Execution Practice: Market Development
- Support Industry and Enterprise Marketing (AR and PR) strategies to drive Microsoft’s industry point of view (POV) in a market leveraging the IMDM’s subject matter expertise.
- Provide requirements, guidance and direction to the Enterprise Marketing team on creating demand generation activities coordinated with other local campaigns, and evaluate response from marketing events to fine-tune campaigns.
- Participate in and drive industry events and forums (key notes, presentations) that give visibility to Microsoft solutions and point of view (POV), and actively seek feedback from industry on enhancing the existing Microsoft solution set and partner capability.
- Leverage key partners in market building activities (analyst and press relations, industry events and speaking engagements) to build and strengthen relationships and grow the business.
- Support the customization of solution area (SA) bill of materials (BOM) to localize it for their market and use with partners locally in sales engagements.
- Leverage expertise to enhance/build out content in existing solution areas (SAs) and participate in creation of new solution areas (SAs) for the IMDM’s respective industry.
Execution Practice: Enabling Partner-led Sales
- Stay current on trends in the market, to share with partners and customers and prepare routine updates for the account teams.
- Coach the Account Manager (AM) on industry topics and relevance of targeted partners to customer’s business and align partners to customer business decision-maker (BDM) relationships and conversations.
- Leverage personal connections within the industry to function as a ‘rain maker’ and introduce Account Managers (AMs) to customer business decision-makers (BDMs).
- Actively participate in opportunity review meetings where solution area (SA) opportunities are being driven.
- Actively participate in annual and quarterly Microsoft account planning to identify solution area (SA) opportunities; including key client or opportunities to participate in directly (aka. key design wins).
- Act as coach (SME) with ISV partners to Microsoft account team members to answer industry-specific questions.
Execution Practice: Partner-led SA Wins
- Drive the first few critical wins with Alliance ISVs (with new Microsoft platform capability aligned with solution area priorities) to develop the partner’s confidence in their solution area (SA) solution and presence in the local market/country.
- Develop and maintain business justification for local investments in relevant solution area (SA) Win Plans.
- Liaise between the ISV (relevant to IMDM’s priorities and plan) and Microsoft account team, advocating for the needs of the ISV in getting the help they need to close deals.
- Drive the Account Manager and Specialist Sales to proactively support partner-led SA opportunities through the sales process.
- Connect partners and the Microsoft account teams of industry accounts in joint account planning to define a set of pipeline opportunities to jointly pursue.
Qualifications
- 10+ years of related experience
- Supervisory or management experience is required for the IMDM manager role [M1]. Significant experience in leading teams and non-reporting individuals/teams is required.
- Bachelor’s Degree is required; MBA/Master’s Degree is preferred;
Professional Training and Certification:
- No specific training or certification is required. Significant Industry solution selling expertise and Industry domain expertise is required.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Beijing
Job ID: 809113
Division: Sales
The IMDM’s primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to industry sectors. IMDMs contribute to this goal by growing a market in a given sector, industry, vertical, and/or solution area (SA) by leading the successful execution of the WW industry strategy. The role accomplishes this by developing the market, partners, and demand and by developing a plan on how to shape the market which includes strategies for solidifying the Microsoft platform in Line of Business (LOB) applications. The success of the IMDM role is measured by solution area (SA) wins, partner-led solution revenue and solution area wins (aka SA wins aligned to PSPs), and revenue quota attainment.
How does the Industry Marketing Development Manager role add value?
The IMDM role adds value by:
1. Representing Microsoft as an industry expert by developing executive relations, analyst relations and press relations and driving public and analyst awareness of Microsoft thought leadership and customer evidence in his or her time zone, subsidiary, or area.
2. Developing a market and creating demand for solution areas (SAs) and the aligned partner solution plans (PSP)s in his or her given industry/vertical and a plan to locally implement the WW industry strategy, and in particular the role relevant WW industry solution map(s).
3. Prioritizing and optimizing the industry strategy and solution area (SA) maps for the IMDM’s market.
4. Applying a working knowledge of competitors and the competitive landscape in the IMDM’s industry and assigned markets to conduct competitive analysis impacting customer base and partners.
5. Assisting the PTU align its locally managed partner ecosystem (partner selection and segmentation) to solution area (SA) priorities and supporting and aligning the local industry partner sales motion.
6. Leading the partner sales motion for WW Alliance partners per the WW industry solution map to drive aligned solution area (SA) wins for the given time zone, area, subsidiary and solution areas (SAs) and aligning and ensuring effective internal and cross-group collaboration to execute in the field.
7. Developing and evangelizing WW industry / vertical strategies to both internal & external audiences in his or her respective time zone, area, or subsidiary.
How is the Industry Marketing Development Manager role unique from other roles?
The IMDM role is unique in the following ways:
1. Industry focus is balanced between strategic market business development, partner ecosystem development, and driving solution area (SA) and partner solution plan (PSP) wins.
2. A market-facing role that requires in depth industry-specific experiences and orchestrating ecosystem resources to drive net-new revenue and enable partner led sales.
3. Is one of the field’s interfaces to industry expertise representing Microsoft’s industry point of view (POV) to customers, partners and field sales teams.
Summary of the Industry Marketing Development Manager Profile of Excellence
The Execution Practice and key actions performed by the IMDM role include:
Execution Practice: Industry Sales Strategy and Planning
- Provide input into the relevant subsidiary SAW to ensure industry and regional priorities are reflected in annual partner planning to drive local partner ecosystem alignment to SA priorities.
- Perform white space analysis for IMDM assigned markets aligned to WW industry and vertical strategies and create a plan for the subsidiary or area, as appropriate.
- Conduct a competitive analysis of solution area (SA) competitors in the IMDM assigned markets that impact customer base and partners.
- Localize the WW industry/vertical strategy and provide feedback to corporate for inclusion in global solution area (SA) map.
Execution Practice: Partner Ecosystem
- Determine appropriate global partners from Solution Area (SA) list.
- Conduct partner gap analysis that includes Microsoft and competitive ecosystem and deliver gap analysis and potential recruit candidates to DPE and others.
- Create and own industry specific partner solution plans (PSPs) that drive solution area (SA) wins with Alliance partners (SI and ISV) and local industry-aligned ISVs and work with relevant PAM ISV to create partner solution plans for local ISVs filing gaps.
- Work with PTU, partner sales team to prioritize Alliance partners (SI and ISV) & local industry aligned ISVs to fill solution area (SA) coverage gaps.
- Establish and maintain a regular rhythm of the business with Alliance Manager, PAM Alliance, and PAM ISV’s relevant to the IMDM’s partner ecosystem.
- Continually brief solution area (SA) partners to keep them current on Microsoft’s industry strategy and glean from them their evolving partner strategy and communicate the partner’s strategy to relevant Microsoft industry teams.
- Drive Microsoft Industry point of view (POV) into the partner ecosystem.
- Drive partner-led opportunity management and not partner relationship-management.
Execution Practice: Market Development
- Support Industry and Enterprise Marketing (AR and PR) strategies to drive Microsoft’s industry point of view (POV) in a market leveraging the IMDM’s subject matter expertise.
- Provide requirements, guidance and direction to the Enterprise Marketing team on creating demand generation activities coordinated with other local campaigns, and evaluate response from marketing events to fine-tune campaigns.
- Participate in and drive industry events and forums (key notes, presentations) that give visibility to Microsoft solutions and point of view (POV), and actively seek feedback from industry on enhancing the existing Microsoft solution set and partner capability.
- Leverage key partners in market building activities (analyst and press relations, industry events and speaking engagements) to build and strengthen relationships and grow the business.
- Support the customization of solution area (SA) bill of materials (BOM) to localize it for their market and use with partners locally in sales engagements.
- Leverage expertise to enhance/build out content in existing solution areas (SAs) and participate in creation of new solution areas (SAs) for the IMDM’s respective industry.
Execution Practice: Enabling Partner-led Sales
- Stay current on trends in the market, to share with partners and customers and prepare routine updates for the account teams.
- Coach the Account Manager (AM) on industry topics and relevance of targeted partners to customer’s business and align partners to customer business decision-maker (BDM) relationships and conversations.
- Leverage personal connections within the industry to function as a ‘rain maker’ and introduce Account Managers (AMs) to customer business decision-makers (BDMs).
- Actively participate in opportunity review meetings where solution area (SA) opportunities are being driven.
- Actively participate in annual and quarterly Microsoft account planning to identify solution area (SA) opportunities; including key client or opportunities to participate in directly (aka. key design wins).
- Act as coach (SME) with ISV partners to Microsoft account team members to answer industry-specific questions.
Execution Practice: Partner-led SA Wins
- Drive the first few critical wins with Alliance ISVs (with new Microsoft platform capability aligned with solution area priorities) to develop the partner’s confidence in their solution area (SA) solution and presence in the local market/country.
- Develop and maintain business justification for local investments in relevant solution area (SA) Win Plans.
- Liaise between the ISV (relevant to IMDM’s priorities and plan) and Microsoft account team, advocating for the needs of the ISV in getting the help they need to close deals.
- Drive the Account Manager and Specialist Sales to proactively support partner-led SA opportunities through the sales process.
- Connect partners and the Microsoft account teams of industry accounts in joint account planning to define a set of pipeline opportunities to jointly pursue.
Qualifications
- 10+ years of related experience
- Supervisory or management experience is required for the IMDM manager role [M1]. Significant experience in leading teams and non-reporting individuals/teams is required.
- Bachelor’s Degree is required; MBA/Master’s Degree is preferred;
Professional Training and Certification:
- No specific training or certification is required. Significant Industry solution selling expertise and Industry domain expertise is required.
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