The Partner Sales Executive-OEM role delivers account management, device assortment, marketing, and operational support expertise to drive Windows devices and services. This role provides strategic leadership across business segments, working in close cooperation with Microsoft’s Business Groups and other internal teams to align and support Microsoft’s strategy on devices and services. This role is the ‘trusted advisor’ to drive preference of Microsoft devices and services to OEM Distributor partners and their sales channels.
Key Responsibilities:
Partner Relationships: Develop a deep understanding of Distributor’s strategy and business imperatives for devices and services. Gain insights on how the Distributor views their relationship with other vendors i.e. MNA and 3rd party relationships. Act as an advocate for Distributor interests, goals and objectives in their engagements with Microsoft. Interact with and forge strong relationships with all levels of the Distributor organization to drive device assortment and sell-through while increasing attach of Microsoft software and services.
Account Planning: Develop year-over-year account growth projections that map partner’s business objectives and initiatives with Microsoft’s. Strategically align applicable MNA, ODR, SMS&P and RSM business objectives to the distribution business opportunities. Co-develop the marketing plans for each unique partner to align strategies laid out in the account plan e.g. individual campaign tactics, internal sales incentives, expected ROI, etc. Generate compelling opportunities for Distributors to focus on the value Microsoft products bring to the Distributors and their sales channels.
Responding to Competitive Opportunities: Understand the competitive landscape (software, tablet, touch, notebook, phone, etc.) and lead the discussion on competitive challenges. Address and respond to competitive opportunities by working with Distributors to develop strategies and execution plans. Promote assortment and sell-through of Windows-based devices through Distributors to compete against other platforms
Distributor Sales Channel Execution: Identify, develop and execute strategies to increase share of Microsoft devices sold through Distribution. Align with local MNA resources to develop and execute joint plans to increase market and sell-through of Windows devices and maximize attach of Windows, Office and Server. Understand Distributor MNA inventory mix and work with local MNA teams to influence the attach of Microsoft software and services to MNA device hardware. Educate Distributor teams and their reselling partners on the value of Windows devices. Develop and execute strategies with Distributor and RSM teams to identify retail opportunities and develop strategies to promote Microsoft Windows devices and software through retail stores.
Cross-group Collaboration: Build a partnership with teams outside of OEM (SMS&P, RSM, BG, Finance, Operations) to grow business opportunities and breadth. Develop a Distributor relationship map to enable the account team to seek and build relationships up, down and across the Distributor organization. Impact a rhythm in a supportive account team to drive maximum coverage on key opportunities. Evangelize Distributors capabilities and most successful initiatives
Role Accountabilities:
• Increase revenue with Windows device sales
• Increase share of Windows devices sold through Distribution
• Attach of Office and Server software to Windows Devices and alternative platforms
• COEM software revenue
• Increase of reach, frequency and yield of reseller Microsoft device and product sales
• Reduction of UPCs and mis-licensed PCs in market
• Increase Server revenue and share gains
• Lead transformation to Cloud services
• Partnering with MNAs and MNA teams to plan and execute on campaigns and programs at the MNA Distributor
• Execution of campaigns and programs with the MNA Distributor
• Value proposition that improves partner satisfaction (CPE)
• Levels of certified Microsoft accreditation within the Distributor
• Expand existing and develop new partnerships
• Adherence to compliance standards
Key Activities:
Plan:
• Develop compete strategies to attain Windows Share of Device targets
• Develop Marketing and Sales Plans
• Identify all Conditions of Satisfaction
• Create Featured Devices List specific for each Distributor
Execute:
• Ensure all plans are carried out and Distributor inventory is aligned
• Co-develop marketing plan to land investments
• Establish relationships that span all levels of Distributor software and hardware organization
• Deliver training and readiness activities
• Engage a broad v-team to deliver results (Local MNA, BG, Corp teams, other IT Vendors)
Manage & Monitor:
• Grow Office revenue, Attach and mix
• Deliver Windows Share of Devices and Attach targets
• Ensure Global Rebate and Incentives programs are adhered to
• Coordinate and drive Quarterly Business Reviews
• Establish, drive, and close all Correction of Error plans
• Ensure all Conditions of Satisfaction are met
Education Required:
• Four-year college degree required – MBA preferred
Experiences Required
• 5 – 8 years of related experience including 5+ years in a relevant industry
• Excellent grasp of business fundamentals, channel development, sales approaches and competitive pressure in the current environment
• Proven adeptness to collaborate and work effectively with internal and external teams
• Competence in strategy development, planning and customer relationships
• Strong industry knowledge, including: hardware standards (processors, displays, storage, and networking), operating systems, PC software, server, distribution and sales channels
• Excellent presentation and demonstration skills in front of groups of all sizes and levels and a successful track record of sales
• Has deep partner connection and insight to develop trusting relationships with critical partners and achieves partner satisfaction through a high-performing team
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