广州招聘

Job ID 840397
Location China, Guangzhou
Job Category Sales
Division Sales

Microsoft is in a unique position as the technology industry’s leader in its commitment to the channel. Are you interested in joining a team of individuals who are making significant impact with Microsoft Partners?
The Partner Account Manager (PAM) for the Value-Added Reseller (VAR) partner audience is a critical leadership role within the customer and partner ecosystem at Microsoft. The Resellers drive considerable Volume Licensing (transaction) and workload revenue (Solutions) and are ripe to build additional practices in key areas such as Virtualization, Communication & Collaboration, and Business Intelligence. This is a highly strategic role leading the planning and support necessary for the successful growth of a set of VAR and Scale Resellers. Given Microsoft’s immediate focus on Online Services, the PAM VAR will also need to be a major change agent, have impact and influence with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results.
The PAM VAR role focuses on the following 5 key responsibilities:
1. To account manage a portfolio of VARs to drive high volume and targeted revenue growth for Microsoft.
2. To drive the business by developing quality Sales, Readiness and Marketing Plans with key C-level executives within the VAR business.
3. To grow the business and ensure that all VARs have a plan in place to focus on driving Microsoft Online Services along with their current on-premise business model.
4. To ensure the VARs are equipped to compete effectively to win deals and gain Microsoft share.
5. To evangelize the Microsoft Partner Network to ensure that all VARs are committed to engaging with Microsoft at the right level within the program.
Job Profile
Describe the focus of your work group and a general description of the work performed by the workgroup. Microsoft’s Small and Mid-market Solutions & Partners (SMS&P) organization has a sales model based on effective development, management, and support of an indirect sales channel. The key goal within the SMS&P workgroup is to ensure Microsoft’s valuable Managed Partners are supported to drive a measurable sales impact and customer and partner satisfaction with Microsoft. The key goal of the Partner Account Manager (PAM) for the Value-Added Reseller (VAR) is to provide strategic leadership for the Reseller channel (VAR and Scale Reseller), working in close cooperation with Product and Customer teams to ensure the Resellers are set up for success to deliver desired business results with their customers.

Why does the role exist? PAM VAR provides the depth of sales and execution engagement needed for portfolio of the Top VARs and/or Scale Resellers that drive a high volume and revenue business for Microsoft. The role provides the deep integration needed within the top VAR partner portfolio to drive the targeted growth for Microsoft in the SMB customer segment.

How does the role add value? PAM VAR is responsible for delivering targeted revenue growth for SMB customer segment and also build partner sales capacity for strategic SMB solutions through sales and execution excellence. The role also provides expertise in understanding partner sales execution in the SMB segment. This role has the huge responsibility of supporting the planning process with VARs including local Quarterly Business Reviews and also the day-to-day sales and marketing activities and key business relationships with an end goal to drive a profitable business relationship for Microsoft.

How is role unique from other roles? This role focuses squarely on the VAR who sells within the Small and Medium Business (SMB) segment, driving licensing and solutions revenue for Microsoft.

What are key initiatives and challenges facing this role over the next six months to three years? A key challenge for this role is the ability to support the VAR across varying pricing levels. As VARs adapt to the changing market trends, PAM VAR is key to help the partner understand the opportunity as well as enable the partner to develop sales capabilities in Microsoft Online Services and when applicable 3rd party hosting. In addition, the PAM VAR needs to broadly understand Volume Licensing & How To Buy scenarios plus other channels that impact the point of sale and partner profitability.
Candidate Profile
Experience:

- 5 – 8 years of related experience
- Education: Bachelor’s Degree (B.S./B.A.) is required, MBA is preferred.
- Professional Training and Certification:Business Training, Solution Selling & Technical Certifications
Knowledge, Skills, and Abilities: Successful candidates will:
- Demonstrate superior communication skills,
- Possess excellent cross-group collaboration skills, and
- Have a proven track record of delivering high quality presentations

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

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