Partner Account Manager-Alliances(职位编号：809889)
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：上海
- 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, Shanghai
Job ID: 809889
Division: Sales
Are you a results oriented sales professional with a proven track record of partner management, looking for your next challenge? Does working on a team managing one of the companies’ fastest growing OEM Server partners appeal to your professional and personal objectives and can you bring value to a major partner relationship, drive deep engagement to leverage existing business and uncover new sales opportunities? If yes, the OEM Division is looking for a Regional Account Manager to join the OEM Division’s Multi-National Accounts (MNA) Team to drive the Windows Server OEM business with IBM in the Asia Pacific (APAC) subsidiaries. The Regional Account Manager will be responsible for building a strong relationship and engaging with key sales and marketing contacts in IBM Product Management and Channel sales teams, as well as building account and joint marketing plans, orchestrating local OEM team’s engagement with the local IBM team. Success will be measured by achieving IBM Windows Server Reseller Option Kit (ROK) unit and revenue growth targets, Server attach goals, Server growth relative to market, and IBM CPE. The position described here will require frequent travel across APAC to insure a deep engagement with IBM APAC subs and our local OEM teams.
Key Accountabilities:
- Developing business opportunities with IBM System x Division
- Growing Windows Server ROK attach and Windows Server revenue
- Growing Windows Server units faster than HW growth
- Increasing Windows Server premium mix
- Understanding the drivers of IBM’s success and enabling them where alignment exists
- Core business management in coordination with the APAC GM and Country Account Teams, including sales forecasting and reporting, conveying licensing and program content, compliance verification and notification, product road maps, key industry insights and competitive analysis.
- Development of a strong MS-internal relationship is also required, including key stakeholders such as the APAC OEM, Business Groups and SMS&P teams.
Knowledge, Skills and Experience
1) Essential Experience - Sales professional with a proven track record of partner management with resellers, distributors or OEM partners - The ideal candidate will have demonstrated success as a virtual team leader and contributor, an aptitude for strategic planning as well as execution, and experience in driving regional and/or complex campaigns/projects. - Expertise in building multi-level relationships within a large or multinational account including management of Executive relationships - Knowledge of the overall IT market
2) Technical /Functional Skills - 10+ years sales experience, strong oral and written communication skills, strong sales and negotiation skills, strong prioritization and objection handling skills, strong customer service and interpersonal skills; - Budget and project management experience, previous experience in managing business partnerships with OEMs, Distributors or Resellers - Ability to develop accurate business Forecasts and plans
3) Personal Attributes - The position requires an ability to work under tight deadlines and to manage multiple projects and assignments simultaneously. - Executive maturity. This position involves frequent contact with executive management across Microsoft and IBM communicating strategy, business plans, investment, and risks. - Ability to develop strong relationships at multiple levels - Ability to manage Executive relationships - Ability to manage & motivate virtual teams as well as contributing to others - World class communication skills, oral and written - Strong planning and organizational skills
4) Qualifications - The ideal candidate will have a four-year college degree, Business or Science / Engineering disciplines preferred, along with a minimum of 10 years of direct or inside sales experience in the IT industries. Strong presentation and negotiation skills are required, as is a proven track record of partner management. Industry knowledge including hardware standards, operating systems, and key distribution channels is also required; technical knowledge relating to IBM System x Server hardware and software is a distinct plus. IBM x86 Server sales experiencing is highly desirable.
Special Requirements/Additional Information e.g. Language skills - Clean driving license - Ability to travel in APAC and as business dictates to the US - Ability to work outside normal hours as dictated by business requirements i.e. travel, calls to the US outside of normal business hours, etc.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Location: China, Shanghai
Job ID: 809889
Division: Sales
Are you a results oriented sales professional with a proven track record of partner management, looking for your next challenge? Does working on a team managing one of the companies’ fastest growing OEM Server partners appeal to your professional and personal objectives and can you bring value to a major partner relationship, drive deep engagement to leverage existing business and uncover new sales opportunities? If yes, the OEM Division is looking for a Regional Account Manager to join the OEM Division’s Multi-National Accounts (MNA) Team to drive the Windows Server OEM business with IBM in the Asia Pacific (APAC) subsidiaries. The Regional Account Manager will be responsible for building a strong relationship and engaging with key sales and marketing contacts in IBM Product Management and Channel sales teams, as well as building account and joint marketing plans, orchestrating local OEM team’s engagement with the local IBM team. Success will be measured by achieving IBM Windows Server Reseller Option Kit (ROK) unit and revenue growth targets, Server attach goals, Server growth relative to market, and IBM CPE. The position described here will require frequent travel across APAC to insure a deep engagement with IBM APAC subs and our local OEM teams.
Key Accountabilities:
- Developing business opportunities with IBM System x Division
- Growing Windows Server ROK attach and Windows Server revenue
- Growing Windows Server units faster than HW growth
- Increasing Windows Server premium mix
- Understanding the drivers of IBM’s success and enabling them where alignment exists
- Core business management in coordination with the APAC GM and Country Account Teams, including sales forecasting and reporting, conveying licensing and program content, compliance verification and notification, product road maps, key industry insights and competitive analysis.
- Development of a strong MS-internal relationship is also required, including key stakeholders such as the APAC OEM, Business Groups and SMS&P teams.
Knowledge, Skills and Experience
1) Essential Experience - Sales professional with a proven track record of partner management with resellers, distributors or OEM partners - The ideal candidate will have demonstrated success as a virtual team leader and contributor, an aptitude for strategic planning as well as execution, and experience in driving regional and/or complex campaigns/projects. - Expertise in building multi-level relationships within a large or multinational account including management of Executive relationships - Knowledge of the overall IT market
2) Technical /Functional Skills - 10+ years sales experience, strong oral and written communication skills, strong sales and negotiation skills, strong prioritization and objection handling skills, strong customer service and interpersonal skills; - Budget and project management experience, previous experience in managing business partnerships with OEMs, Distributors or Resellers - Ability to develop accurate business Forecasts and plans
3) Personal Attributes - The position requires an ability to work under tight deadlines and to manage multiple projects and assignments simultaneously. - Executive maturity. This position involves frequent contact with executive management across Microsoft and IBM communicating strategy, business plans, investment, and risks. - Ability to develop strong relationships at multiple levels - Ability to manage Executive relationships - Ability to manage & motivate virtual teams as well as contributing to others - World class communication skills, oral and written - Strong planning and organizational skills
4) Qualifications - The ideal candidate will have a four-year college degree, Business or Science / Engineering disciplines preferred, along with a minimum of 10 years of direct or inside sales experience in the IT industries. Strong presentation and negotiation skills are required, as is a proven track record of partner management. Industry knowledge including hardware standards, operating systems, and key distribution channels is also required; technical knowledge relating to IBM System x Server hardware and software is a distinct plus. IBM x86 Server sales experiencing is highly desirable.
Special Requirements/Additional Information e.g. Language skills - Clean driving license - Ability to travel in APAC and as business dictates to the US - Ability to work outside normal hours as dictated by business requirements i.e. travel, calls to the US outside of normal business hours, etc.
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