广州招聘

职位描述：

Job # 996411
Locations China, Shanghai
Job families Business development & strategy
Teams Business development and evangelism

Purpose: (2-3 sentences): The IMDM’s primary goal is to directly support revenue growth by establishing Microsoft as a leading business solutions provider to

industry sectors. IMDMs grow a market in a given sector, industry, vertical, segment, and/or solution area (SA) by developing the market, partners and solutions, and

demand with the local customer base and then developing and executing a plan that lands the Microsoft platform in Apps and Line of Business (LOB) solutions. The IMDM actively drive transformation with partners towards Cloud and Devices based solutions. The success of the IMDM role is primarily measured by opportunity generation and growth of solution area (SA) revenue.

Lead from the front with Sales Transformation

Coach and provide industry enablement to ATU, STU, LT to advance BDM relationships and credibility. Every seller should be able to deliver the Microsoft Industry PoVs relevant to their customers’ industry.

Develop market through knowledge sharing with all accounts in Sector (community calls, ISU, etc)

Collect and share competitive insights from BDMs and partners with extended account team

Identify strategic local marketing campaigns/industry events, involve partners, and support with industry collateral/veneers

Deep ATU engagement to generate revenue; engage BDMs directly in business conversations:

Be a pivotal part of Account Planning and drive industry into multi-year growth plan

Drive LOB opportunity discovery including ISV solutions; follow up with account teams and PSE on opportunities opened

Provide Industry knowledge, content resources to account team as needed

Engage and support partner in opportunities. Enable and drive partners to take lead on opportunities.

Partner with the AE to create and qualify opportunities in MSP; Transition qualified (0-40%) opportunities to AE, PSS, SSP, and/or Partner/Services. May have 1-2 ‘showcase” opportunities that require deeper/longer engagement TBD by manager

Develop and maintain top partner solution strategy:

Maintain clear and credible local Solution Area strategy for Industry (//partnersolutionlibrary) and for CityNext //partnersolutionfinder for all local solutions

Keep line of site to “sell through” opportunities with partners and share with extended account team.

Experiences Required: key experiences, skills and knowledge:

• Significant (10+ years) Industry solution selling experience

• 10+ years Industry domain expertise

• Business development skills

• Market development skills

• Industry specialized sales or consulting position within an IT Consulting or Services company +

• Sales or consulting position in a competing or partner company.

• No specific training or certification is required.

Education::

Bachelors degree

MBA +

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