上海招聘

Job 1026606
Job families Sales
Teams Sales

Joining The Microsoft Team Means…

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To learn more about Microsoft’s mission, please visit: https://careers.microsoft.com/mission-culture

Check out all of our products at: http://www.microsoft.com/en-us



The Licensing Partner Sales Executive role exists to manage licensing sales motions with transactional partner practices. These partners provide Microsoft the best opportunity to grow market share in key product and workload solutions and use Microsoft technology to solve customer business issues, focusing particularly on consumption. The Licensing Partner Sales Executive is the primary outcome owner for building annuity cloud growth through these partner practices.



The Licensing PSE manages the Partner Licensing Sales Motion, working with transactional partners to drive growth on annuity motion and drive transactional Forecast & pipeline management. The Licensing PSE drives License Portfolio Management with the partner practice including Renewals, True Ups, MPSA and CSP Adoption. The Licensing PSE helps the partner manage available Incentives and Offers available to accelerate revenue growth. The Licensing PSE builds and manages the partner forecast and portfolio based annuity pipeline and is the Virtual Sales Manager of the Partner Licensing Sellers (P-LSSs.)



The Impact You’ll Be Making…

The Impact You’ll Be Making…



Business Planning and Development (15%)



• Build a clear vision of Microsoft and Partner Go to Markets to drive annuity growth and fostering mutual success

• Analyze the partner’s licensing capacity, capabilities, and customer base; map them to Microsoft’s market opportunities/goals

• Co-create and manage a joint Annuity based Partner Sales Plan throughout the year, documenting how the partner and Microsoft will capture joint business opportunities in selected solution workloads



Sales Execution (60%)



Develop Partner Sales Capacity and Capabilties to Achieve Targets

• Emphasize “Cloud First” cultural adoption within every partners sales force through company-wide sales and licensing training, aggressive sales incentives, and additional rewards for driving deals involving Cloud; gain partner dedication to train licensing sales professionals in Microsoft technologies

• Inspect licensing sales team quality and work with partner sales manager to develop the appropriate capacities and capabilities within the team

• Extend partner licensing seller (P-LSS) capacity and capability

• Create a common licensing sales process language between partners and Microsoft; develop partner sales team knowledge of resources to advance opportunities

• Assure partner attendance at events including Worldwide Partner Conference



Drive Annuity Management and Execution

• Work with transactional practices to drive growth on annuity motion (Renewal, True Up and New) based on Opportunity IDs

• As part of Sales Rhythm of Business, and established/signed agreements, actively drive a partner’s annuity sales review sessions, to include a review of the following:

o Annuity Sales plan and scorecard commitment (pipeline creation, pipeline velocity and closing activities)

o Annuity Forecast, Pipeline, Quality and Health of the Pipeline (coverage, velocity and win rate ratios in each partner pipeline)

o Verifiable outcomes from each stage of solution selling

• Maintain partner opportunity information through Seller Workbench in order to track and monitor target attainment/opportunity pipeline



Drive Licensing Sales Orchestration and Partner Alignment with Microsoft

• Participate in joint territory planning sessions with the partner and Corporate Account sellers to promote collaboration between Microsoft and partner sales teams

• Drive License Portfolio Management of partner practice (Renewals, True Ups, MPSA and CSP Adoption)

• Meet with Account Executive’s to understand the Account Plans for customers that are within the target of partners; attach partner resources in all phases of sales, adoption, and deployment

• Proactively schedule meetings with the applicable sales teams for segment focus; articulate the partner’s Go To Market strategy, sales goals and strategy and work to create strong relationships with each party

• Communicate and manage Incentives and Offers available to licensing practices to drive revenue



Partner Alignment to Broader Ecosystem

• Identify and facilitate connection to other Microsoft strategic or managed partners to assist with accelerating, growing, and fulfilling the solution/deal proposed



Performance Management (15%)



• Define a Rhythm of Business (ROB) - delivered through scheduled meetings, conference calls, or formal communications - to actively review and manage annuity sales and scorecard targets; includes:

o Sales planning (identify joint account, sales strategies), pipeline management (health, win/loss reviews), opportunity review

o Providing a single licensing focused voice to the partner, representing all relevant Microsoft communications and relevant issue escalations

o Driving partner satisfaction by ensuring majority of time is spent with partners; advocating for Partner in various Microsoft internal meetings/discussions



Self-Development (10%)



• Possess an understanding of the Microsoft Platform and Productivity Capabilities, at least at a 100 sales level; if Specialism focused, at a 200 sales level

• Articulate a value proposition to align with Microsoft key strategies, products (existing and available in launch), and licensing programs

• Build and manage a growth development plan with Manager; actively evaluate personal business performance

Review and act upon results from the Profile of Excellence Evaluation (POE); utilize Microsoft online training courses (Role Guide, Microsoft Career Model



Who we’re looking for…

Professional

 Proven sales experience with 6-8 years in channel sales and licensing

 Self-directed, strong business acumen and analytical/ forecasting skills

 Understanding of cloud and enterprise licensing sales and solutions

 Strategic Thinking & Strategy Development, Teamwork (includes Field engagement and collaboration), Drive for results, Impact and influence, Organizational Agility, Problem Solving

 The ideal candidate will have extensive experience of managing virtual teams across a subsidiary’s matrix structure - for example, Public

Sector, DPE, Incubation, Enterprise & Partner Group (EPG) and Small Medium Solutions & Partners (SMSP) virtual teams – and will display the following characteristics:

• Very inclusive behaviors - driving teamwork and cross team alignment

• Strong negotiation skills



Education



 BA/BS in Sales, Marketing, Business Operations, Computer Science, Engineering or related field required

 Masters degree preferred

 Technical Certification preferred

 Business and Solution Selling training preferred

 Microsoft Certified Professional (MCP) certification: Designing and Providing Microsoft Volume Licensing Solutions to Large Organizations preferred



Other

 Must be able to accommodate X%+ travel requirements and the ideal location is X.
Job # 280017 1026606
Locations China, Beijing
Job families Sales
Teams Sales


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