11:36 AM
maboko
Job Category: Sales
Location: Kenya, Kenya - Non Location Specific
Job ID: 771641
Division: Sales
Partner Account Manager
Microsoft is in a unique position as the technology industry’s leader in its commitment to the channel.
Are you interested in joining a team of individuals who are making significant impact with Microsoft partners?
The Partner Account Manager (PAM) position is a critical leadership role within the partner ecosystem at Microsoft.
The PAM is a strategic business development role based in new and emerging markets or geo-dispersed sales locations driving revenue across several partner audiences such as transactional (Value-Added Reseller) and solution (System Integrator) partners.
This senior individual is responsible for the overall channel strategy and development activities for the targeted geography.
This will be accomplished through proactive, comprehensive channel strategy plans, sales and marketing planning, partner business plans, and management of channel incentives (Rebate, Coop and Market Development Funds).
Also, given Microsoft’s immediate focus on the Cloud (Microsoft Online Services) in many markets, the candidate will also need to be a major change agent, have impact and influence with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results.
The PAM role focuses on the following 5 key responsibilities:
- Lead channel business development and partner segmentation and selection across entire geography or new market.
- To account manage a portfolio of Partners that drive revenue, strategic wins and deployment for Microsoft.
- Drive the business by developing quality Business, Marketing and Technical Plans with key C-level executives within the Partner business.
- Grow the business and ensure that all Partners have a plan in place to focus on driving Microsoft Online Services along with their current on-premise business model (where applicable).
- Ensure the Partners are equipped to Compete effectively to win deals and gain Microsoft share.
Microsoft’s
Small and Mid-market Solutions & Partners (SMS&P) group has a sales
model based on effective development, management, and support of an indirect
sales channel.
The key goal within the SMSP workgroup is to ensure Microsoft’s valuable partners are supported to drive a measurable sales impact and customer and partner satisfaction with Microsoft.
The key goal of the PAM is to provide strategic channel leadership for the local geography, working in close cooperation with our product and customer teams to ensure the Partners are set up for success to deliver desired business results with their customers.
The role provides critical partner audience expertise within a given customer segment in a select geography or new market.
This role has the huge responsibility of supporting the planning process including local Quarterly Business Reviews and also the day-to-day sales and marketing activities and key business relationships with an end goal to drive a profitable business relationship for Microsoft.
A key challenge for this role is the ability to support the Partner across varying segments and pricing levels.
Partners sell across SMB all the way departmentally into EPG which means the PAM needs to understand the value prop and how to sell across customer segments.
In addition, we know these partners are not only transacting licenses but also selling solutions as well as influencing deals across other partner types like Retailers, ISVs, and Large Account Resellers.
This means the PAM needs to broadly understand Licensing & How To Buy scenarios plus other channels that impact the point of sale and partner profitability (EA, Select, OPEN, Public Sector - Government/Academic).
Requirements:
The key goal within the SMSP workgroup is to ensure Microsoft’s valuable partners are supported to drive a measurable sales impact and customer and partner satisfaction with Microsoft.
The key goal of the PAM is to provide strategic channel leadership for the local geography, working in close cooperation with our product and customer teams to ensure the Partners are set up for success to deliver desired business results with their customers.
The role provides critical partner audience expertise within a given customer segment in a select geography or new market.
This role has the huge responsibility of supporting the planning process including local Quarterly Business Reviews and also the day-to-day sales and marketing activities and key business relationships with an end goal to drive a profitable business relationship for Microsoft.
A key challenge for this role is the ability to support the Partner across varying segments and pricing levels.
Partners sell across SMB all the way departmentally into EPG which means the PAM needs to understand the value prop and how to sell across customer segments.
In addition, we know these partners are not only transacting licenses but also selling solutions as well as influencing deals across other partner types like Retailers, ISVs, and Large Account Resellers.
This means the PAM needs to broadly understand Licensing & How To Buy scenarios plus other channels that impact the point of sale and partner profitability (EA, Select, OPEN, Public Sector - Government/Academic).
Requirements:
- 5 - 8 years of related experience
- Bachelor’s Degree (B.S./B.A.)
- Business Training, Solution Selling and Technical Certifications
