Description:
The goal of the Consumer Sales Organization (CSO) is to earn fans and drive growth by building emotional connections to delight and empower everyone. We engage with consumers globally throughout their shopping journeys, navigating both physical storefronts and digital visits across Direct and Partner Channels in Windows, M365 and Surface . Together with our ecosystem partners, we strategize and implement plans for customer engagement and economic growth. As a Partner Sales Account Manager , you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and impacting billions of lives around the world. You also will be a part of a culture centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. If that appeals to you, it’s an exciting time to be here in CSO.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
This role is flexible in that you can work up to 50% from home.
Melbourne location
This role will manage co-selling for Microsoft solutions and act as the trusted-advisor relationship to establish alignment with Microsoft Market Makers. The key goal for this role is to work with retail partners and internal stakeholders to develop joint business plans that generates revenue for the partner and for Microsoft. As this is a critical revenue driving channel for CSO, this role will be pivotal in leveraging internal stakeholders and resources stack to develop strong joint business plans and crack new go-to market and co-selling strategies and ensure the right prioritization to support targets. This role will be instrumental in helping CSO drive focus and deeper go-to-market expertise across Microsoft Customer Solution Areas of Devices & Creativity. This role will help the candidate learn how to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. This role will act as the trusted-advisor to establish alignment with Microsoft Market Maker partners and grow the business.
Partner Engagement (40%)
- Proactively creates, nurtures, and influences the retail partner to drive larger impact for the business and Microsoft.
- Understands and lands Microsoft’s consumer strategy with the partner including seasonal plans.
- Supports the strategic partner in developing winning strategies for selling Microsoft products and works to ensure that the prioritization is aligned with Microsoft strategy.
- Drives a focus on growth and proactively aligning growth transformation initiatives such as digital subscriptions, CRM led outreach etc.
- Builds trusted relationships with the partner to deliver mutual growth and ensure alignment of strategic priorities.
Channel and Account Management (30%)
- Develops and executes joint partner account plans to ensure Microsoft and partner’s sales goals are on target. Coordinates with key stakeholders on plan execution.
- Plans category SKU prioritization based on partner’s coverage (TAM, Audience Types etc.) to align appropriate assortment portfolio.
- Lands, negotiates, and executes programs and promotions and ensures that proof of execution and claims are provided in compliance with guidelines.
- Facilitates partner relationship with Microsoft Supply Chain and Operations, ensuring ongoing order book quality and forecasting. Works to resolve issues and escalations with orders, billing, and payments.
- Tracks appropriate reporting and performance reviews to ensure revenue targets and other metrics are met. Provides sales insights and forecasts in accordance with internal business review cycles.
- Leads regular partner business reviews including all relevant stakeholders to assess joint performance and address sales blockers.
- Considers company rules and regulations when executing plans. Holds self and the partner(s) accountable for executing on plans in a compliant manner.
Impact (20%)
- Build a clear action plan to improve partner satisfaction scores using partner feedback.
- Develops deep understanding of the channel for Devices & Creativity, including partner capabilities, competitors, and market trends.
- Is the internal voice of partners using insights from partner engagements, QBRs, partner surveys, etc., to raise visibility and work to solve key blockers in the retail channel.
- Apply internal resources as well as programmatic investment options to maximize growth and ROI for the partner.
- Adheres to a performance focused view of planning by defining a clear success plan (quantitative + qualitative) with the partner and applying relevant metrics.
- Works to foster a culture of testing and piloting with new motions to deliver incremental growth opportunities. Identifies opportunities for partners to upgrade business capabilities based on evolution of the partner.
Collaboration (10%)
- Leads internal cross-team collaboration (e.g., category, sales, marketing, operations) to support the strategic partner. Shares overall business plans with relevant stakeholders. Influences and drives actions with internal teams.
- Articulates the impact and opportunity with the partner by product for region and WW teams.
- Works successfully with other Microsoft field teams (Commercial, OEM, etc.) applying a “One Microsoft” mindset to maximize the partner’s business with Microsoft.
Required/Minimum Qualifications (RQs/MQs)
- Bachelor's Degree in Business Administration, Commerce or related field AND 5+ year(s) partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
Additional or Preferred Qualifications (PQs)
- Work experience in Consumer Electronics/IT ecosystem experience with a focus on devices and services sales across consumer segments.
- Understanding of consumer channels and retail landscape.
- Building strategic relationships and partnering with senior account executives.
- Track record of sales delivery and execution.
- Retail partner account management with proven business operational excellence and sales results through joint business planning, landing channel strategies, account management, and performance monitoring.
- Driving long-term sustainable sales growth with partners.
- Delivery on Quarterly and Annual Account Budgeted Revenue.
Skills
- Apply entrepreneurial and innovative thinking to identifying and executing business opportunities.
- Ability to analyze sales data, draw relevant conclusions, develop accurate business plans and forecasts, and drive program execution.
- Possess high standards for performance and compliance.
- Ability to influence multiple stakeholder groups.
- Must be able to effectively articulate technology and product positioning to internal audiences and channel partners.
- Higher University/College degree required.
- Professional sales and negotiations training.
- Familiarity with Customer Relationship Management platforms.
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. 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.
Benefits/perks listed may vary depending on the nature of your employment with Microsoft and the country where you work.