广州招聘

Job ID 820671
Location China, Beijing
Job Category Sales
Division Sales

The mission of the Developer & Platform Evangelism Group (DPE) is to Secure the Future of the Microsoft Platform with Azure, Win8, Windows Phone and SQL 2012.

Top Applications are the cornerstone in securing that future. The mission of the Evangelism team is to accelerate Microsoft platform adoption by providing business and architectural guidance to application developers, aligning common business priorities and growth levers to expand the application partner ecosystem. The Partner Account Manager for Cloud Service Vendors- (PAM-CSV) will identify top application targets, help those partners to transform their business model for success in the cloud, sell the business opportunity around Win8, WP, SQL 2012 and work with them to launch and connect new applications to Microsoft incentive programs & selling engines.
Why is this position critical in the above context?
The PAM-CSV engages application entities who’s Apps create potentially significant market impact. They are responsible for winning top applications at are on the subsidiary scorecard by engaging, recruiting and selling potential partners on why they need to build the applications Microsoft deems as “top applications”.

Responsibilities
The DPE PAM-CSV is responsible for identifying and driving high impact application opportunities in an assigned region and creating a value prop for the application entities to move their applications to the cloud. A successful “day in the life” looks like this:
Win top applications by engaging and selling entities who’s Apps create potential significant market impact.
§ Reaching partners we’ve never reached before.
Helping partners transition their business around Azure.
Sell the business opportunity around Win8, WP, SQL 2012; “3 screens in the cloud”.
§ Helping partners launch their app once they ship it on our platform.
Engaging with their counterparts in EPG, SMSP and M&O.

Key internal and external stakeholders
Reporting into the PAM Manager-CSV, this role is an opportunity to be at the center of multiple groups, both externally and internally at Microsoft. Entities that develop applications are your clients and it is your responsibility to become their trusted advisor and help them build applications that matter to the market, get them to commit to building those applications and then developing a go-to-market plan that ensure continued success. Work with your SMSP (Small & Midmarket Solutions & Partners), EPG (Enterprise & Partner Group) and IMDM (Industry Market Development Manager) and marketing counterparts as appropriate.

Ideal candidate summary
The ideal candidate is someone who will take a leadership role within the application ecosystem at Microsoft and assume ownership for successful adoption, development and sell through of applications from the targeted application entities. Successful candidates will accomplish this through strong knowledge of the local application landscape, business transformation expertise, commitment to partner business plans, and management of Microsoft incentive and selling engine opportunities. The ideal candidate will have impact and influence with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results.

The ideal candidate will have demonstrated expertise in the following areas:
Opportunity Hunter (vs Farmer) focused on winning top applications
Can sell the entire App opportunity at the exec level story on down the org
Listens
Converts and /or extends the partner’s business thru the App
Helps partner expose opportunities to transform their business model
Seen as the trusted advisor up & down the partner org through these 4 technology products
Deep understanding of market ecosystem and partners’ business needs in order to prioritize and attack the app target list
Knows when to walk away
Internal Broker - Knows how to influence cross-segment and create impact for your partner and internal stakeholders [e.g. IMDMs, CAM (Corporate Account Manager), BG’s (Business Group), Microsoft application selling engines]

Key Responsibilities
- Understand the local application landscape and market data to recruit broad range of new application builders
- Existing regional and local ISV companies; SI (System Integrators)
- Media company, Ad or Web agencies
- Emerging CSV (Cloud Service Vendors)
- Startups - software, service, others
- Non-software company [Banks, Airlines, Consumer companies]
- Single developer or small groups of developers
- Work with a dynamic list of target applications, changing the engagement based on development stages
- Build a pipeline of high potential opportunities for Azure, SQL 2012, Windows 8 and Phone.
- Engage application developers by mapping business needs to technology to create innovative solutions.
- Land, onboard and launch Top Applications, incentivizing them to build and sell on the Microsoft platforms
- Understanding the application partners’ business - what success is for them, how they can grow
- Lead a business transformation around Azure
- Sell the business opportunity around Windows 8, Windows Phone, SQL 2012
- Work with applications partners to launch the new Applications and connect them to Microsoft resources and plug the app into incentive programs & selling engines
- Ensure the applications partner’s technical readiness needs are met through engagement with Technical Evangelists
- 100 Level Technical knowledge on Azure, Win8, WP, SQL 2012
- 300 Level knowledge of business transformation
- Be the internal broker in order to support the partner with the required resources when needed - including resources needed to help in the sales cycle in order to close deals.

Experience
- Has carried a quota
- SaaS comprehension and web experience
- Experience in business transformation and enablement
- Proven project management experience
- Strong networking skills and business connections
- Leading partner recruiting efforts, competitive situations
- Tangible experience in removing blockers through give /gets
- Sell through experience to ensure launch /self-sustaining success for partner

Additional - nice to have
Consumer agency /media experience
New Media
Affinity to the start-up community

What success looks like?
At the end the fiscal year, success is:
1. Meeting or exceeding top application target opportunities for Windows 8 and Windows Phone
2. A trusted advisor relationship with top application developers, through understanding of and commitment to their business priorities,
3. Each top application has a go-to-market plan that is “sold” and signed off both internally and with the entity building the app.
4. Top application targets are shipped, validated and publically available.including doing initial “sell-with” where appropriate
5. All target top Azure application targets are launched successfully and Azure EA is sold where appropriate
Qualification
Experience
- 5 - 8 years of related experience
- 8 - 10 years of related experience
Education
- Bachelor’s Degree (B.S. /B.A.) is required;
- MBA is preferred.

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

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