广州招聘

Job ID 852690
Location China, Beijing
Job Category Sales
Division Sales

Summary of Job Profile
Describe the focus of your work group and a general description of the work performed by the workgroup. 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, and driving adoption of our products impacting an increase in partner satisfaction. The MNA PAM orchestrates a virtual team 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 a very senior level (CxO level). The MNA PAM derives value to the MNA Partner and Microsoft by developing joint business opportunities across various channels. Understanding of right devices at the right Price with the right Partners through the right Channels

How is this role unique from other roles? The MNA PAM role is unique in the following ways:
Manage the top Multi-National Partners who have global OEM agreements with Microsoft.
Collaborate with local, regional and HQ Sales and Marketing teams.
Account ratio to MNA PAM varies according to market size and resource availability.
Align investments & marketing around most compelling SKU’s.
Embrace device selling and win with new form factors
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:

Ensure alignment and partnership with Retail teams. Understanding the supply chain and retail Cycle points of influence and timelines.
Delivery the value of genuine to the MNA to drive BOS attach. Driving an increase in BOS Attach - incremental business growth.
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.
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. Being creative where resources are constrained and limited support is provided.
Understand current economic condition and partner competitive strategy, Regional and Local.
Drive value of Premium SKU into MNA Strategy and influence SKU Assortment.
Summary of MNA PAM Profile of Excellence
Execution Practice A:
Strategic, effective and actionable account plans
Excellence Indicators:
Build Country and Device Portfolio Plan
Provide PC device flow information from MNAs & MNAs Distributors into Retail Channel Coverage Map
Work with PCCM to develop Partner Strategy for key MNAs and MNAs Distributors
Work with PCCM to identify Partner Specific Consumer Opportunity (what do consumers want for offers, what are the apps coming, etc) based on research insights available through CMGR for the MNAs
Account plan includes a both a short term tactical activities and long term strategic growth strategy that reflects the partner's business objectives and Microsoft’s business objectives and capabilities
OEM CPE Survey results used as input to developing account plans and Conditions of Satisfaction.
The account plan evolves based on input from formal checkpoints (e.g. QBRs) and whenever new and relevant intelligence dictates
Partners increasingly include the PAM in their business planning cycles that recognizes the value of business planning and business reviews with the PAM
Execution Practice B:
Partner value through strong, deep and trustworthy partner relationships
Excellence Indicators:
- Validate Country Featured PC List and ensure additional local devices get fed into the review process of the FPC list in time
- Partner with Retail PAM to Identify Hero Devices
- Ensure MNA participation in Consumer Campaigns and Offers
- Ensure partner support of consumer experience measurement through KPI agreement and exec support for mystery shopping & intercepts as applicable to enable the PCCM to complete performance evaluation and drive learning for future seasons
- Partner includes the MNA PAM in key planning and strategy sessions and joint planning sessions occur across all disciplines (Executive, category, Marketing and Sales)
- Account team contacts and valued relationships span across all levels of the organization and extend beyond traditional business meetings (CCG, EPG, SMS&P)
- OEM/MNA Lead acknowledged the PAM’s executive insights and feedback shape the partner strategy
Execution Practice C:
- Game-changing compete opportunities leading to competitive wins
Excellence Indicators:
- Ensure right devices at the right price with the right Partners through the right Channels
- Align investments & marketing around most compelling SKU’s
- Make touch a pre-install only classification (Tablet & Notebook)
- Influence EPG Device Selling Initiative and Shape the Future with MNA partners
Influence Touch Win in SMB
- Partner effectively leverage all Microsoft investments and resource inputs to execute on landing initiatives
- Featured PC localized and implemented across subsidiary
- Goals, Objectives and strategies in account plans reflect Distribution activities, Featured PC and channel
- Identified mislicencing opportunities and closure of mislicencing opportunities are logged in the mislicencing tracker tool (AAA portal)
Execution Practice E:
- Effective and motivated virtual account teaming
Excellence Indicators:
- Account team members agree on goals to achieve with the partner and are accountable for their individual contribution in support of the goals
- The account team speaks and acts like one integrated team in front of the partner and within Microsoft (One Microsoft)
- Plans and strategies represent all functional groups in the virtual team and the account team’s collective and individual expertise and knowledge of the partner
- Account team members give the Account Manager open and honest feedback in the appropriate setting at the appropriate time
Execution Practice F:
- Continuous business learning and professional growth
Excellence Indicators:
- Account team and Regional Partner Account Manager look to the PAM as the subject matter expert on the partner's account
- Best practices shared with the MNA community and adopted through MNA Community Readiness Academy
- Best practices adopted and executed with partners
- MNA PAM provides mentoring through the MNA Community
- Conversations with partners and customers demonstrate the PAM’s knowledge of the partner’s business, the industry, competitors and the market
Responsibility/Activity
Account Planning 10%-15%
Develop year-over-year (YOY) account growth projections that map partner's business objectives and initiatives with Microsoft.
Establish and execute a formal rhythm (monthly progress meeting, Quarterly Business Review) to manage progress and developments as well as to develop and update the account plan with the partner.
Develop, review and track progress against Conditions of Satisfaction (COS) with partners to evaluate the health of the relationship.
PAM and partner meet periodically to discuss progress of the joint commitments based on available performance reporting and future business opportunities captured in long-term commitments or newly identified.
Proactively identify, respond to, escalate, manage and/or follow through on partner conflicts to safeguard relationships.
Partner Relationships 20%-25%
Develop a deep understanding of the partner's strategy and business imperatives through market and partner inquiry as well as internal and external industry resources(Partner priorities, what do they care about, who do they care about, how are they paid, what are they moving and shipping, what is on the roadmap).
Share deep industry knowledge and current trends in the market with partners, local team and regional team (What SKUs are selling, Where SKUs are selling, which SKUs are sitting, what is changing in your MNAs priorities, how does this impact other MNAs etc.).
Offer industry insights, intelligence and internal observations to the partner of the partner’s business that advances their priorities and opens new opportunities.
Drive alignment of MNA’s business strategy to key opportunities.
Influence local partner discussions, leveraging an understanding Corp and Regional MNA strategy, to increase identification of new strategic opportunities.
Act as a partner advocate for all partner interests, goals and objectives in their engagements with Microsoft while maintaining balance between partner needs and Microsoft goals.
Opportunity Management 20%-25%
Ensure right devices at the right price with the right Partners through the right Channels
Discuss the competitive challenges with the account team, virtual team and partners that present the Microsoft value proposition for competitive advantage and new opportunities.
Proactively address and respond to competitive opportunities leveraging internal competitive intelligence
With account team and virtual team, where appropriate, generate compelling opportunities for partners to develop competitive marketing campaigns.
Promote assortment and sell-through of Windows-based alternatives to partners in the connected space leveraging the Selling DeviceFramework
Align BG campaigns with OEM co-marketing investments and activities.
Align with RSM team in CCG to develop and execute across Retail in partnership with MNAs.
Pipeline Management 10%-15%
Build alignment with local Disti resources (MNA BDM/Disti PAM) to develop and execute a joint plan for key MNA’s Distis.
Determine relevant local Sku line-up with Partners and co-develop an approach to land the Sku in the geography.
Identify, localize and adopt "Featured PC" based on local market relevance and models available.
Educate Microsoft sales force on "Featured PC" and provide relevant materials to sell and promote "Featured PC".
Extend Microsoft impact at retail stores by partnering with key MNAs shop-in-shops to improve the customer buying experience and drive incremental promotion and sell-through of competitive Windows 7 PC's and devices.
Customize the Genuine Windows campaign bill of materials (BOM) for local partners to drive demand in the local market.
Up-level the Server market to the same level as the PC market, with development of One MS approach with SMSP on SMB market.
Work with internal Microsoft teams (e.g. EPG) to proactively identify and address potential mislicensing opportunities.
Customize Corp Marketing and Sales Frameworks to local market requirements based on data/statistics that are observed, provided and gathered (PCMIT, SMIT, ICS, MSSales etc.
Sales Team Enablement 20%-25%
Build and leverage a virtual account team to collaboratively develop and execute the account plan and track progress against specific milestones.
Build a team culture of putting the partner first by ensuring all account team members are versed in the partner’s business. Evangelize internally the OEM business, ecosystem and specificities as unique within Microsoft.
Develop a relationship map that enables the account team to proactively seek and build relationships up, down and across the organization.
Establish close alignment with teams outside of OEM to develop a One Microsoft approach to drive a deeper partner engagement and relationship.
Orchestrate relevant and applicable internal resources to drive maximum coverage on key opportunities and strategies including Executive alignment.
Advocate for partners internally at a local level and regional level through a strong understanding of Microsoft’s internal political and organizational landscapes.
Lead regular meetings with account team members to ensure everyone is clear on account strategy, accountabilities and contribution and ensure follow through on team SLAs.
Continous Business Learning/Growth 5%-10%
Build overall general business acumen to engage in discussions with line of business executives (business publications, analyst reports, etc.).
Research, localize and execute applicable best practices to increase impact on local business.
Develop a working knowledge of your MNA, the MNA Distribution business and know the numbers: Bos Attach, Server, IW (IDC, MSSales, etc.)
Develop and maintain an understanding of Microsoft products and how they are relevant to your partner's business.
Build competence in presenting key Microsoft strategies including Cloud, Device Selling and Consumerization of IT, Virtualization.
Qualifications
- 5 - 8 years of related experience
- No direct people supervisory or management experience is required. Extensive experience in leading teams is required.
- Bachelor’s Degree (B.S./B.A.), MBA.
- Professional Training and Certification: 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.
- Knowledge, Skills, and Abilities: Sales methodologies, broad evangelism through events (presentation skills), effective marketing tactics, negotiation, financial analysis, business process consulting or automation, CRM.

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

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