广州招聘

Job ID 881928

Location China, Chengdu

Job Category Sales

Division Sales

The industry is undergoing an undisputable transformation. The adoption of cloud services is exploding and Microsoft is at the forefront of this revolution. Uniquely positioned to meet the needs of customers, the Microsoft Online services of Office 365, Microsoft Azure, Windows Intune, and Dynamics CRM Online provide an incredible amount of value and a strong opportunity for partners to build their business around. No other vendor can provide as many monetization opportunities for Resellers and empowering them to capitalize on this in a sustainable, scalable, profitable way is a key mission for the SMB Business.

That Partner Channel Development Manager (PCDM) role is a key aspect of driving this for Microsoft. Focused on creating highly scalable sales volume for the Microsfot Online Services, the PCDM is a channel management role that is primarily measured on attainment of sales (units and revenue) as well as Partner Reach. The PCDM is a thought leader in the area of Cloud Computing and works to inspire, educate, coach, and support our Distribution and Reseller ecosystem to rapidly grow their business in this area.

The PCDM is a key influencer, capable of motivating senior executives across the the aforementioned partner types to focus and invest in significant fashion against these areas. They lead the conversation in business development around the Cloud and engage deeply to inspect performance, provide strategic guidance for improvement, and manage accountability to results. Core to the DNA of a successful PCDM is having a challenger mindset. This includes setting highly aspirational goals and working relentlessly to exceed them. The introduction of Cloud Computing has required Microsoft to think differently about our goals. No longer is double digit growth seen as accomplishment – triple digit growth is now considered the minimum bar. With no sign of slowing down, Office 365 is the fastest growting business in Microsoft’s history. With the addition of Microsoft Azure and Windows Intune to the Open licensing model, coupled with the tremendous amounts of investments being made, the sky is the limit.

PCDMs are well versed in developing stragetic business plans, conducting profit and loss anlaysis, quantifying impact of investments, and driving leadership teams to perform across the areas of marketing, sales, and services. Understanding the economic value the cloud has to both partners is critical as is the ability to convey the value adopting each of the Microsoft Online Services can have on a partners business.

The PCDM leverages a number of levers to execute against the revenue and reach goals. These include working with the PSE-Disribution, PSE-VAR, and PB&D Teams to develop a comprehensive business plan that significantly advances the performance of our Distributors and Resellers, as well as well funded Channel Incentives, as CoOp investments in strategic initiatives, Readiness events, MPN Program Benefits, global and local promotions, and a number of other tools.

Success for the PCDM role include:

- Fully leverages the Cloud SureStep Framework to drive a friction-free process for recruiting, enabling, and scaling partner sales for the Microsoft Online Services

- Helps drive volume partner recruitment across the four paths of 1. Existing Microsoft Partner ecosystem, 2. Members of the Distributors Reseller portfolio who do not actively sell Microsoft solutions, 3. Competitive recruits, and 4. Born-in-the-Cloud partners

- Works tirelessly to build an army of Microsoft Online Services evangalists across the partner ecosystem

- Drives our Distributors to staff highly-competent resources to promote our Cloud offerings and works to ensure execution of an “always-on” recruitment and enablement engine through Distribution

- Exceeds core partner reach and sales targets for Microsoft Online Services

- Possesses the ability drive business transformation and inspire significant investment by outlining the financial/economic value to the partner

Sales Leadership:

- PCDM has a (multi-year) strategic plan in place or in development for the channel

- PCDM is driving the business with thoughtful plans and demonstrating proactive leadership, business insight and strategic channel leadership

- PCDM is a trusted advisor and managing a meaningful ROB with the channel

- Business plan is executed on time and with quality via the Partner Workbench

- Core SMB priorities, metrics and scorecard objectives are met

- PCDM lives and breathes Sales Excellence and instrumenting the business through CPE measurement, Customer Relationship Management reports (CRM), dashboards and tools, BreadthStrat

- Engaged with partner/escalations and sales activities where necessary and appropriate; COEs proactively implemented

Collaboration

- PCDM is effective at managing and innovating to solve complex business problems cross-group ( i.e. Capacity planning, Driving Reach, orchestrating breakthrough plans on CPE, readiness, launch)

- Connected at a leadership level in the subsidiary and respected by leadership (Country General Manager, Enterprise, PB&D, Marketing and Operations (M&O) and ,Business Groups BG)

- Connected to peers across the PCDM community and @Corp– and learning from / contributing to success of the community

- Works closely with the PB&D Teams to ensure the Cloud SureStep MPN partner experience as well as recruitment and enablement activities are executed successfully.

- Works with the PSE-Distribution to drive business performance at scale.

Expectation for the PCDM in Role are:

- Holds bold aspirations for the business and himself

- Possesses an entrepreneurial mindset

- Is committed to Sales Excellence

- Positioned as a trusted advisor to the reseller channel

- Active collaborator and contributor to the breadth Channel Strategy across the subsidiary

- Drives Transformational breakthroughs in channel and customer reach, Annuity and Renewals, Cloud transformation, Solution Selling @ Scale and Customer and partner Experience for non-managed partners (CPE).

Microsoft is an equal opportunity employer and supports workforce diversity.

GCR:CN:Sales:EN

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