广州招聘

职位描述：

Job # 987429
Locations China, Beijing
Job families Business development & strategy
Teams Business development and evangelism

Purpose

IDC predicts that the worldwide public IT Cloud services revenue will reach $141B USD by 2019 reflecting a 15% CAGR which is circa 6 x the overall rate of IT spending growth. Microsoft must recruit, develop and scale through a commercially competent and technically excellent ecosystem of entities that encompass existing and new partner types. Each Practice Development Units will be lead by a PDU Manager. This newly created role will directly manage a team of sales and technical individuals dedicated to Partner Azure practice development.

Key Responsibilities

• Recruitment and professional management of sales and technical individuals. In total 13 directs with the common goal of Partner ‘Build with’.

• Ability to manage a mixture of directs – senior/experience business individuals – 5 x Azure PDM and 8 x Deeply technical individuals – CSA-P aligned to the PDM managed partners by workload.

• Capacity planning at a practice level, qualification of partners to ensure all resources are focused on the highest potential partners by practice (workloads aggregate into practices)

• Continual assessment/valuation of impact of Partner portfolio (by practice) to ensure maximum focus and impact of PDM/CSA resources on Azure consumption.

• Partner portfolio assessment to include ‘out of network’ partner recruitment and partner re-recruited to develop second, third practices – this necessitates the PDU manager have a broad base of technical knowledge and passion for the Azure Platform and how to focus directs to quickly recruit and drive partners to an optimized status – including the leverage of GBB PSE resources such as GBB Express route.

• Responsible for driving a healthy and diverse ecosystem of Partners as measured by diversity of Azure services consumption.

• Commercial advisor and mentor to each individual on their team and their partners on how to build and structure a profitable Azure practice to showcase how to positively differentiate their brand and services in their market

• Proactive cross subsidiary engagement to drive awareness of Partners and the proactive engagement of partners by segment sellers for ‘sell with’.

• Own an internal monthly reporting rhythm and a Redmond reporting rhythm by Azure Practice focused on ‘build with’ milestones and detailing progress/impact of partner engagement . Number of Partners proactively move from ‘Build with’ to core field resources for sell with’.

• Own FY17 Partner ‘build with ’ investment $ and ROI reporting e.g. Cloud Jumpstart, Azure Everywhere

• Working knowledge of all Azure licensing models to inform and educate partners and accurately reflect Partner impact regardless of license type.

• Positioning CSP as the platform on which to build repeatable business as well as consumption of Azure when bought under a customer EA.

• Drive clean hand off of Azure practices to PSE’s for ongoing ‘sell with’ activities.

Experiences Required: Key Experiences, Skills and Knowledge

• Proven People Management experience - sales and technical.

• Proven track record of solution selling to and through Partners based on business value principles, including 5 years of experience selling Cloud or Cloud related solutions.

• Proven track record of influence CX level within Microsoft to ensure PDU mission is understood and broadly supported across all segments

• Proven track record of driving commercial and technical decision at Partner CX level

• Demonstrable experience in helping partners understand the commercial imperatives of building a profitable and scalable Azure practice. This includes understanding the principles and paths open to a partner around building and monetizing IP and IP Services, technologies, business drivers and emerging Azure opportunities.

• Track record of meeting/exceeding quota through Partners.

• Building rapport and a fluid/easy written/oral communication manner

• Team coaching and building – leveraging strengths from within the team.

• Track record of positively leveraging partner programs, investments

• Track record of field/subsidiary leadership and alignment to Redmond driven expectations.

• Frequent travel might be required base on business needs.

Education:

• Bachelor’ degree required, preferably in Business Administration or Computer Science

• MBA optional

• People/leadership roles

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