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Microsoft Corporation Director - Channel Sales in Cambridge, Massachusetts

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

The Device Partner Solution Sales (DPSS) mission is to maximize the intelligent edge & intelligent cloud opportunity with device builders and device channel partners, while delivering world class partner experiences and sales & marketing execution across the device partner ecosystem

Our Device Partner Solution Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation.

The Device Partner Solution Sales Lead is the all-up business owner for the Region DPSS P&L comprised of the local revenue, developing the market and compete insights by segment, product and channel to deliver sustained world class sales performance & growth through all the regional partners and channels, including and all “3rd party” devices sell through activations while fostering transformation across the ecosystem aligned to the strategy.

The DPSS lead will operate across the organization boundaries and functional teams to ensure full alignment across Device Partner Sales (DPS) and with both Microsoft Customer and Partner Solutions (MCAPS) and Consumer Channel Sales & Marketing (CCSM) leadership in close cross team collaboration focused on the key opportunities to drive the device assortment & solutions offerings, & accelerate the revenue growth & health of the business.

Through strong executive presence and through sales and business leadership develop the key partner executive c-level relationships and with a growth mindset build a high performing team through inclusion and diversity, continual coaching, developing the key competencies and by adopting a continuous skills assessment creates an inspiring and rewarding culture within working environment that is high performing and engaging. The Device Partner Solutions Sales lead should be a role model through the model coach care framework and drive strong Workgroup Health Index(WHI)/Leadership Excellence Index (LEI).

#MSFTDPS

#MSFTGPS

Responsibilities

People & Culture (15%): Diverse & inclusive teams, high performing within a unique team charter

  • Model, Coach and Care the Microsoft values and business principles, enable a world class culture and organization where every person can be their true self and find the opportunities for career progress and fulfillment

  • Create the clarity needed within the team through a well-defined strategy and execution plan aligned to the fiscal year priorities with inspiration, precision & high fidelity

  • Transform our people through Challenger Selling techniques & improve the level of Tech Intensity, product knowledge & program readiness to execute and transform with device solutions and services

  • Grow people and organizational capabilities across sales, marketing and category, attracting and developing talent

Accelerate business growth (50%): Exceed business performance aligned to the P&L, Revenue, Contribution Margin and Scorecard/KPI’s

  • Exceed fiscal year profit and loss (P&L), quarterly financial accountability (QFA) for revenue, Contribution Margin and Scorecard key performance indicators (KPIs)

  • Land & scale the device sales growth framework, increasing paid share executing central anti-piracy ops center (CAPOC), online software (SW) Reseller monitoring & takedowns

  • Increase our Distribution Channel Capacity and Build scale through our go to market (GTM) approach with distribution, setting clear targets tied to the end to end sales motion; encompassing the connected marketing campaigns, incentive programs leveraging the Distributor Opportunity Tool to increase Reach, Frequency, Yield, and maximizing the on-floor sales using the Sure-Step framework to accelerate volume and attach through cross sell/up sell sales motions

  • Accelerate through volume and attach of Office Home and Business, O365 Business Premium through Distributors (Distis) & MNA reseller channel, including the Office Pre-Install (OPI) in Consumer Develop a “no seats left behind’ mindset across resellers and sales teams.

  • In partnership with Consumer Channel Sales and Marketing (CCSM) and multinational accounts (MNA) Device Sales teams Land the modern device assortment @ retailers and in close collaboration with the Consumer Category lead ensure the volume and attach in Consumer, aligned to the integrated planning and seasonal beats; build an aligned sell-in strategy and plan aligned to the MNA accounts priorities and the commercial and consumer selling seasons to maintain share in the key device categories and price points against Google Chrome and Apple

  • Leverage the local partner/China Technology Ecosystem (CTE) relevance & differentiation to complement MNA portfolio assortment in Consumer, Commercial &Edu

  • Scale gaming through mainstream & high-end personal computers (PC’s) to pull through online subscriptions & services

  • Drive Server refresh, increasing DataCenter Mix & client access license (CAL) attach

  • Drive deep partner engagement through optimizing the sales resource coverage focused on the key strategic partners, while integrating closely the breadth Tele-Sales engine to scale in the long tail of smaller partners

  • Build an end to end channel and GTM strategy to accelerate demand in small and medium business (SMB), including the partner readiness and channel recruitment

  • Develop and land the local device marketing strategy and digital transformation in support of demand generation and channel readiness

Commercial & Education Selling with Microsoft Customer and Partner Solutions (selling the commercial intelligent edge) (15%):

  • Integrate the Intelligent Edge into Channel Sales solution catalog & harmonize sales, business models & connected support delivery (CSD) +Channel Sales partner management

  • Partner with Microsoft Customer and Partner Solutions to lead with new device sales as the ideal upgrade path for customers to Windows 10.

  • Execute M365 + New Device Co-Sell motion remote work scenarios & accelerated growth of Microsoft Teams Devices

  • Develop new channel capabilities focused on integrating Teams collaboration and accelerating deployment of MTR system solutions

  • Partner w/Microsoft Customer and Partner Solutions to develop & implement a channel strategy to maximize assortment & ease transaction of the Microsoft EDU solutionExecute ‘Focus, Defend & Attack’ Compete Playbook

  • Drive Hybrid Cloud Sales to accelerate Azure consumption and acquire new customers

Transform the device partner ecosystem (20%): Build out a plan for our products, people & channels

  • Accelerate shift to the cloud via cloud solution providers (CSPs), through Direct/Indirect focused on driving attach of M365B and Azure attach through Hybrid Server solution scenarios.

  • Build & scale Device as a Service offerings focused on the key MNA, Named, Disti and Strategy Device Reseller Partners to accelerate the adoption of Modern devices through new offers and subscription-based business models

  • Evolve Strategic Device Reseller capability by piloting DaaS & increasing focus on Microsoft Teams Rooms (MTR), Education and Hybrid Server sales motions

  • Accelerate growth of our largest Named partner accounts & achieve scale through Tele-Account Management model in the long tail of accounts

  • Grow share in Entry & Gaming with modern devices & innovate offerings (e.g. Dynamic Store Bundle, Game Pass, Steam)

  • Drive Collaboration Category via Microsoft Team Rooms sales and marketing

  • Coordinate with key stakeholders within the company to drive sales and adoption of modern devices. In particular with CCSM on Consumer devices, and GPS/Microsoft Customer and Partner Solutions on Commercial Devices

Responsibilities

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

  • Model - Live our culture. Embody our values. Practice our leadership principles.

  • Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.

  • Care - Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Market/Industry Thought Leadership

  • Provides guidance to team on establishing Microsoft's competitive advantage and offering strategies that satisfy customers' Key Performance Indicators (KPIs). Drives results faster than competition in new markets/solution areas (e.g., cloud services growth and consumption). Identifies light house/beach head successes in select or strategic industries (develop a competitive advantage through launching something very successful/excelling in the industry).

Digital Transformation Growth

  • Understands drivers of digital transformation relevant to their customers and partners across lines of business and coaches team to partner with internal teams to accelerate the customer/partner innovative digital transformation. Leads digital transformation and shifts market; captures addressable market. Leads a cross-organizational segment manager on strategic projects that enable innovative digital transformation and deliver business value. Leads managers to apply a growth and customer/partner mindset in response to transformation and customers/competitors. Sets strategies for managers to enable managers to lead teams.

Driving Transformation in the Business

  • Guides the business within the segment, leads the strategic directions, leads managers and teams on how to think creatively in response to customer/partner needs and competition, and facilitates transformation among internal teams.

Culture and Leadership Across the Business

  • Analyzes and understands strategies to drive success within scope of accountability and works to develop/mentor/coach talent internally. Encourages managers and individuals across the organization. Fosters a culture of learning, coaching, customer-centricity, accountability, collaboration and achieving big bold goals. Motivates and brings teams together. Leads a diverse and inclusive workforce. Creates/hires a diverse team. Fosters an inclusive working environment via the ten inclusive behaviors. Serves as a subject matter expert in relevant local regulatory and policy environments (e.g., opening doors and removing barriers for sales teams, partners, and customers) across geographic areas. Demonstrates industry capabilities to address public sector agendas. Influences and works across organization functions, partners and teams to drive growth and transformation and effectively define sale processes, holding others accountable for results. Leads team to identify opportunities to drive optimizations and new digitalization solution strategies based on customer and market strategies, and discusses/advocates for customer/market needs and solutions based on customer/partner insights.

Orchestration and Collaboration

  • Builds and maintains broad leader network within and across partner community for specific skill sets and industries as well as within Microsoft. Creates new points of entry for orchestration and collaboration. Defines where orchestration is needed for success. Influences and works across functions, partners and teams to drive growth and transformation and effectively define sale processes, holding others accountable for results. Encourages and sets the tone for an organizational culture for collaboration. Implements customer relationship development strategies across the organization.

Other

  • Embody our culture and values

Qualifications

Qualifications

Required/Minimum Qualifications

  • 10+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

  • OR Bachelor's Degree in Business Administration, Engineering or related field AND 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

  • OR equivalent experience.

  • 5+ years experience with planning, budgeting, and other project management activities.

  • 2+ years people management experience.

Additional or Preferred Qualifications

7+ years experience with planning, budgeting, and other project management activities.

Key Experience:

Leadership competencies:

  • Lead a diverse workforce, looks beyond personal bias; create/hire a diverse team; foster an inclusive working environment using the ten inclusive behaviors

  • Emotional IQ demonstrating empathy, integrity and a selfless mindset

  • Creates clarity, explains thoroughly, simplifies the complex to mobilize teams and partners

  • Thought leader to rally internal and external constituents around Microsoft Worldview

  • Role model and coach for development and business growth with a learner mindset

  • Resilient and self-motivated change agent

  • Ability to build high performing, high compliance teams built on trust and transparency and attract key talent into the organization

Critical future “game changers”:

  • Ecosystem Entrepreneurial mindset [Partner] – ability to build winning and/or disruptive solutions combining technologies and across multiple partner types, new and existing technologies (e.g. internet of things (IoT))

  • Technology and Business Acumen [Tech] – ability to envision, create, and scale solutions across the Intelligent Edge and Intelligent Cloud that will breakthrough in the marketplace

  • Thought Leadership – Understands the integrated picture of technology, process and businesses, with the ability to simplify and scale the message with credibility through storytelling and inspire fans and followers to action both internal and external. Can tell the MS Worldview story to all audiences: End Customer, Partner, Press, and Internal

  • Challenger & Growth Mindset: Ability to navigate complex sales motions across new categories (Intelligent Edge/Cloud); sell end-to-end partner marketing solutions, inspiring partners to adopt, experiment and innovate to differentiate the customer experience

  • Collaborative Leadership: Ability to influence and work across functions, partners, teams to drive growth and transformation

Functional knowledge & credentials:

  • Device ecosystem sales experiences (OEM, original device manufacturers (ODM), Silicon through Channel (Distributors, Resellers)

  • L200 Technology acumen, understand it and how to use it in solution architecture

  • Commercial Sales and/or Category leadership

  • Operational excellence driving growth, profitability, P&L and reducing risk

  • Financial acumen (budget, forecast accuracy, P&L, ROI, operating expenses (OPEX) accountability)

  • Strategic sales planning, development and implementation; customize solution/value selling

  • Orchestrate complex negotiations with and among partners

  • Effectively manage complex sales cycles and negotiations

  • Understand Challenger Sales Model and ability to leverage to drive transformation

  • Successfully monetizing Device Market/Partner Trends and insights, focus on value selling & GTM

  • Market insights and competitive knowledge

Proven Track record:

  • People leadership to hire, grow and develop talent

  • Successfully lead cross functional teams

  • Maintain effective internal and external partnerships/networks, with ability to impact highly matrixed organizations

  • Proven experience of execution, driving transformation and business growth through a partner ecosystem

  • Coaching and negotiation internally and externally to bring products to market that will win.

  • Strategic business planning, analysis, and insight to capture growth opportunities

  • High standards and ethics in business practices

  • Ability to learn/ramp fast to achieve impact

Education:

  • Bachelor’s Degree or equivalent work experience

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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