The Opportunity:
To achieve sales revenue objectives and ensure broad distribution and sell through of all Microsoft products through partners who deliver solutions and influence sales of a significant portion of Microsoft Canada's annual revenue. Proactively foster a positive, collaborative and mutually beneficial partner relationship across key executive and senior management roles and functional areas including marketing, sales, professional services and finance. Drive maximum revenue and market share through strategic sales of the Microsoft platform by growing mind-share, sales and delivery enablement for Microsoft products across all areas of the partners business.
Key Responsibilities:
Develop and maintain key executive level, trusted advisor relationships with partners.
Effectively utilize executive relationships in order to achieve Microsoft strategic partner development plans, develop growth opportunities, and drive incremental business development.
Develop and manage all aspects of partner relationship across executive, sales, marketing, operations and finance in support of Microsoft solution objectives and act as escalation point for management involvement when necessary.
Act as a partner sales manager supporting the partner's growth and attainment against their Microsoft sales targets.
Develop a solid and thorough understanding of the partner's assets and business objectives and fully leverage these capabilities and focus to drive increased sales and delivery of Microsoft technology and solutions.
Demonstrate strong teamwork capability with other Channel Account Managers in support of Microsoft Canada's revenue goals and strategic initiatives.
Develop and execute a strategic business plan for each partner to capitalize on the partner's strengths and business objectives in support of Microsoft revenue goals and strategic initiatives.
Enhance the partners ability to add value in selling Microsoft products and effectively communicate that value to the Microsoft sales and marketing teams.
Develop and execute marketing programs in support of the rebate objectives and Microsoft's revenue goals and strategic initiatives. Work to effectively track, measure and document results of all promotional activities on the basis of return on investment, incremental revenue achieved, and effect on total incremental revenue objectives (vs. share shift). Using the above guidelines, effectively manage marketing budgets.
Effectively communicate at all levels of partner organization and seek feedback as appropriate in the following areas; product strategy, campaign/programs, new products, sales training, channel strategy, operational processes and changes, purchasing processes and changes.
Maintain and continuously update personal product/program knowledge in all product areas (Business & Enterprise, Consumer Windows, Business Productivity, Developer, Consumer & Commerce, Open, Select, Enterprise Agreements) in order to effectively communicate and coordinate training to sales, marketing, and purchasing personnel and to provide telephone support to partner staff when necessary. Confidently articulate the Microsoft corporate vision, systems and application strategies to partners and their customers at all appropriate levels of decision-making.
Review monthly report of key partner metrics including sales/purchases/share to be distributed at partner and Microsoft. Effectively analyze data in order to identify areas of opportunity and strength for partner in support of Microsoft revenue goals and strategic initiatives. Continuously report on market and competitive intelligence and analyze trends.
Act as a resource for product groups or special projects in order to represent the channel perspective in key campaigns, product launch and program preparations. Work with Microsoft Canada product and channel marketing, independent research consulting groups as well as North American counterparts to leverage and maximize sales and marketing efforts.
Participate in and effectively utilize partner relationship in support of Microsoft North American project objectives. Seek out and seize opportunities to leverage partner experience at Corp. Coordinate changes to partner relationship and processes as a result of North American project objectives.
Deliver key Microsoft strategy/product seminars at occasions such as partner seminar events or at Microsoft events.
Provide on-site support and "face-time" with various groups within partner account including sales, marketing, operations, finance, and executive. Coordinate, schedule, plan and facilitate regular Executive Account Review Meetings.
Manage partner compliance with reporting requirements and other terms and conditions.
Achieve or exceed assigned revenue quotas, and market share targets.
Partner engagement and mentoring including bringing individual partner representatives forward in their knowledge of Microsoft products and programs by assisting them in sales strategy.
Effectively navigate through Microsoft resources and negotiate and network with Microsoft contacts to assist the partner in executing marketing and sales strategies.
Any and all other responsibilities as assigned.
The Fit:
University or College degree in one of the following: Math, Computer Science, Business, or Engineering, OR equivalent business experience.
A minimum of 7+ years of related experience in dealing with major partner accounts at a strategic level.
The ideal candidate will have a strong understanding of Microsoft enterprise technology solutions and selling strategy and articulate this with confidence to key partner decision makers.
Bilingual: French and English an asset.
Strong strategic selling and negotiation skills.
Demonstrated sales management capability.
Proven time management skills.
Excellent interpersonal, communication and leadership skills.
Results-oriented.
CONSIDERING A CAREER WITH MICROSFT CANADA?
At Microsoft Canada Co, people are the source of our energy. The people at Microsoft Canada are creative, from all types of backgrounds, bringing passion and new ideas, meeting challenges, and realizing their potential. Our benefits and resources are designed to keep our most important asset - our employees - healthy, happy and equipped with the resources they need to be successful and realize their full potential.
Microsoft Canada provides a flexible work environment, with career advancement potential and most importantly, the opportunity to make a difference. As a Microsoft employee you have the opportunity to participate in the following programs:
Stock Awards & Employee Stock Purchase Plan
Registered Retirement Savings Plan
Employee Software Purchase Program
Fitness Membership & Subsidy
I Volunteer (5 Paid Volunteer Days annually)
Employee Assistance Program
And so much more.
At Microsoft, we share a passion for technology, customers and our partners. We aspire to be more than just a good company- we aspire to be a great company. What will make us great is our commitment to our mission of enabling people and businesses throughout the world to realize their full potential.
Microsoft is an equal opportunity employer and supports workforce diversity
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