广州招聘

职位描述：

Job # 982679
Locations China, Nanjing
Job families Sales
Teams Sales

Channel Executive

Purpose: Deep understanding of the strategic priorities and account performance as it relates to the market to drive thought leadership and control the sales conversation. Leverage relationships to execute on ‘CCG Selling Motions’: Design In, Sell In, Sell Through) including: Influence the supply chain, Sell services, devices and attach, & Drive demand for devices and services as they are sold to end customers through channels (Sell Through)

Key Responsibilities:

-Analysis & Insight

Understand the industry, market direction/trends and how are we positioned with the account relative to our competition

Invest time to gain deep business insight and analytics about the account - their addressable market, current and future strategy, their product and services portfolio, how they monetize with the end customer and measure that success, their competition and how that maps to Microsoft

Recognize activities/synergies that will influence longer-term relationship

Account Planning

Account Landscape - deep understanding of accounts business - use insights gained to create account strategy and translate to a quality account plan

Account Focus - identify key focus areas for execution

Account Goals - establish clear objectives and measureable goals

Account Strategy - strike appropriate balance between short-term and long-term objectives and detail key tactics to employ

Account Drivers - define 1-2 ‘Big Bets’

Relationship Management

Understand + evangelize Microsoft products/devices/services - package & present ‘The Pitch’

Develop & execute on account-specific value propositions that link the value of our products/devices/services with the accounts objectives

Create opportunities and manage co-marketing & programs to drive joint success

Think of relationship management as living process versus ‘a moment in time’ - aspires to ‘Trusted Advisor’ status

Map and understand the power base of individuals/teams at the account that will make/influence decisions with Microsoft

Conditions of Satisfaction (COS) - develop and actively review COS with the account and agree associated action plans

Elevate account’s visibility and relevance at Microsoft with crisp and insightful internal communications

Exploit the right opportunities with the right account on the right timelines

Account recognizes value and includes us in business planning cycles and quarterly business reviews

Anticipate competition and have an active plan

Foresight (Find another word)

Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses

Longer-range strategic thinking and planning - develops 3-year account plan

Share account and marketplace level insights for Microsoft outcomes

Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the market

Business Operational Excellence

Accountable for executing account plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience

Orchestrate internal rhythm of business (ROB) and scorecard

Follow-through on commitments

Governance

Lead cross-team collaboration to influence execution (within CCG + larger SMSG org and BGs)

Key Role Activities:

-Plan:

Create joint business and marketing plans by account

Forecast account financials and scorecard

Integrate MSFT teams into account

-Execute

Sell in the account marketing plans

Build strong account relationships

Sell-in product assortment

Ensuring corporate compliance

-Manage & Monitor:

Analyze account performance

Monitor account scorecard

Initiate correction of errors (COE)

Analyze data to drive new value to the account

Experiences Required: key experiences, skills and knowledge:

10 years plus selling experience in a retail environment

Managed key strategic partnerships with FTSE 100 retail business

Experience managing a business of $50m+

Management/virtual team experience

Negotiation at senior level

Building Exec relationships

Sales Strategy

Business alignment

Management competencies

Excellent communication skills

Excellent presentation skills

Strong numeracy and problem solving skills

Good interpersonal awareness

Education:

Education

Four Year college degree required - MBA preferred

Microsoft is an equal opportunity employer and supports workforce diversity.

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