Microsoft

Global Sales, Marketing and Operations (GSMO) Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they

simply couldn’t anywhere else. This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud- enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas, because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference.

Please find below a description of the business segments and the roles to offer within Microsoft’s GSMO we are seeking. Note: You will be considered for all available opportunities. The final decision of team and/or position will be made based on our current business needs, as well as the information gathered during the recruitment process. Additional roles will emerge closer to the time of onboarding. You will receive knowledge about these as these emerge.

Enterprise Partner Group (EPG) is the group that helps Microsoft’s large enterprise customers and partners realize the most business value from their relationship with Microsoft through Microsoft’s whole range of enterprise products and services. The group is further divided into industry sectors to reach clients in the financial services sector, manufacturing & resources sector, retail sector and communication & media sector. Small and Midmarket Solutions & Partners (SMS&P) is the Microsoft business unit that focuses on helping Microsoft, it’s customers and industry partners realize the significant opportunity for growth in the small and mid-market business segments. Public Sector (PS) Group is focused on building sustainable, long term relationships with our customers and partners in Government, Education, Health and Public Safety & National Security. Consumer Channel Group (CCG) with our OEM partners to drive pre-installation of MS software across all devices, with large retail partners for visibility of MS products in the market & readiness of retail staff and with mobile operator channel partners to drive MS products with communication devices. Services group and its partners bring the deepest expertise of Microsoft solutions— from enterprise planning to deployment and support—that helps our customers innovate to strategic advantage in their respective industries Developer Experience and Evangelism (DX) – DX’s aim is to secure the future of the Microsoft platform by winning Applications on all Microsoft devices, powered by the Microsoft Cloud, and built on Microsoft Tools.

Marketing & Operations – The M&O group comprises the enterprise marketing group and the product marketing groups in the subsidiary with the aim of marketing Microsoft products to enterprises and consumers.

Microsoft Academy of College Hires (MACH)

The MACH Program is an 18-24 month comprehensive on-boarding and development program custom designed for our newest Technical hires in Microsoft’s Sales Marketing and Services Group.

The MACH program enables you to start strong, build your networks and drive your long-term careers at Microsoft. We do this by offering you world-class training designed for executives, a global community of over 1800 MACH program alumni in over 60 countries and coaching from some of the brightest minds in the industry. The MACH program is global in scale and encompasses all our regions in Europe, the Middle East and Africa (EMEA), Asia Pacific (APAC), the Americas, Greater China, and Japan. Roles Offered

1.Account Executive We believe the path for our enterprise customers to achieve more is through transformation to digital technologies in support of digital business models. Microsoft has the strongest end-to-end value proposition for digital transformation; our products and solutions help enterprises engage their customers, empower their employees, optimize their operations, and transform their products. You will be the trusted advisor to Microsoft’s largest Enterprise customers. A strategic business partner to your customer, you do more than understand your customer’s needs: you anticipate them. You provoke new thought in your customer. You help your customer see the future faster, and in a new and different way.

You pull together the many resources that Microsoft offers, including offerings by our ISV and SI partners, leading the team to provide your customer with the tools and resources needed to make a difference in their business and for their customers.

You will be responsible for annual revenue and product/service usage (aka consumption) targets. You will drive customer satisfaction as measured by the Relationship Management score. You will achieve year over year account growth by integrating more services and partner offerings.

Primary Responsibilities of Account Executive

Understand your customer’s business needs and offer the right Microsoft and Microsoft partner solutions to meet those needs.  Demonstrate the business value of Microsoft solutions to all lines of business within your customer(s); and, therefore  Ensure that your customers are using and/or consuming the Microsoft services and products they have purchased.  Orchestrate the virtual team that supports you in selling and supporting your customer(s). This includes specialist sellers, industry experts, services support and partners. Meet your revenue and priority targets by maintaining a strong pipeline and an accurate forecast. 

Experiences Required: Education, Key Experiences, Skills and Knowledge:

Applicants should have:     

A relentless focus on the customer and an insatiable curiosity An understanding of key competitive technologies and/or specific industries Extensive experience in working with teams (virtual and local) The ability to articulate the advantages of Microsoft technologies to C-Level and senior business decision makers A Bachelor’s degree with exposure to Information Technology (or equivalent) is required; MBA is preferred

2.Partner Sales Executive

The Global Partner Sales Executive role exists to manage sales motions with strategic solution partners at the executive level. These partners provide Microsoft the best opportunity to grow market share in key product and workload solutions and use Microsoft technology to solve customer business issues, focusing particularly on consumption. The Global Partner Sales Executive is the primary outcome owner for building cloud growth through these global partners.

Primary Responsibilities of a Partner Sales Executive

Business Strategy and Planning (20%)      

Build a clear vision of Microsoft and Partner Go to Markets, fostering mutual success Analyze the partner’s sales capacity, capabilities, and customer base; map them to Microsoft’s market opportunities/goals Co-create and manage a joint Global Partner Sales Plan throughout the year, documenting how the partner and Microsoft will capture joint business opportunities in selected solution workloads Create and maintain global level Partner Business Plans and facilitate execution at the local level. Drive global level Partner Satisfaction, Profitability, Revenue and Customer Success Drive partner executive engagement, investment planning and QBRs

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Work with regional and local PSEs to build a consistent partner GTM, Offerings framework and landing Coach local PSEs as needed Drive partner cloud transformation from the top down. Run QBR with MS leadership.

Sales Management and Operations (30%)

Develop Global Partner Sales Capacity and Capabilities to Achieve Targets 

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Emphasize “Cloud First” cultural adoption within every partners sales force through company-wide sales training, aggressive sales incentives, and additional rewards for driving deals involving Cloud; gain partner dedication to train sales professionals in Microsoft technologies Inspect sales team quality and work with partner sales manager to develop the appropriate capacities and capabilities within the team Create a common sales process language between partners and Microsoft; develop partner sales team knowledge of resources to advance opportunities Assure partner attendance at events including Sales Ignite and Worldwide Partner Conference Work with local PSEs to build Partner Seller (P-SSPs, P-TSPs, P-LSSs) capacity and capability to meet sales targets Engage with local and regional Microsoft teams to support partner expansion to new geos.

Drive Sales Management and Execution        

Lead monthly partner executive ROB to review insights, partner performance against targets, pipeline, deal progression, and wins. As part of Sales Rhythm of Business, and established/signed agreements, actively drive a partner’s sales review sessions, to include a review of the following: Sales plan and scorecard commitment (pipeline creation, pipeline velocity and closing activities) Pipeline quality and health of the pipeline (coverage, velocity and win rate ratios in each partner pipeline) Verifiable outcomes from each stage of solution selling Ensure effective forecast and pipeline management with local PSEs through clear accountabilities and an agreed upon ROB Build and extend partner executive relationships and selling to customers through partner CxOs Maximize Customer and Partner Experience (CPE) through strong partner relationships

 Relationship Management (20%)

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Build and extend partner executive relationships and selling to customers through partner CxOs Maximize Customer and Partner Experience (CPE) through strong partner relationships Drive overall Partner Satisfaction and Profitability Drive partner executive engagement at the global level and ensure global decisions cascade to the regional and local levels Increase partner’s Microsoft mindshare and commitment

Alignment and Orchestration (10%) Drive Sales Orchestration and Partner Alignment with Microsoft      

Meet with Account Executive’s to understand the Account Plans for customers that are within the target of partners; attach partner resources in all phases of sales, adoption, and deployment Proactively schedule meetings with the applicable sales teams for segment focus; articulate the partner’s Go To Market strategy, sales goals and strategy and work to create strong relationships with each party Accelerate cloud sales by leveraging all available bounties, investments & incentives. Ensuring the partner to develop solutions and services capabilities to drive cloud consumption Sustaining partner mindshare versus competition Identifying gaps with solution offerings and readiness tied to core company priorities

Partner Alignment to Broader Ecosystem 

Identify and facilitate connection to other Microsoft strategic or managed partners to assist with accelerating, growing, and fulfilling the solution/deal proposed

Performance Management (10%) 

Define a Rhythm of Business (ROB) - delivered through scheduled meetings, conference calls, or formal communications - to actively review and manage sales and scorecard targets; includes: • Sales performance for partner across all locations • Providing a single voice to the partner, representing all relevant Microsoft communications and relevant issue escalations • Driving partner satisfaction by ensuring majority of time is spent with partners; advocating for Solution Partner in various Microsoft internal meetings/discussions

Self-Development (10%)    

Possess an understanding of the Microsoft Platform and Productivity Capabilities, at least at a 100 sales level; if Specialism focused, at a 200 sales level Articulate a value proposition to align with Microsoft key strategies, products (existing and available in launch), and licensing programs Build and manage a growth development plan with Manager; actively evaluate personal business performance Review and act upon results from the Profile of Excellence Evaluation (POE); utilize Microsoft online training courses (Role Guide, Microsoft Career Model)

Experiences Required: Education, Key Experiences, Skills and Knowledge:        

Self-directed, strong business acumen and analytical/ forecasting skills Understanding of cloud and enterprise licensing sales and solutions Strategic Thinking & Strategy Development, Teamwork (includes Field engagement and collaboration), Drive for results, Impact and influence, Organizational Agility, Problem Solving BA/BS in Sales, Marketing, Business Operations, Computer Science, Engineering or related field required Master’s degree preferred Technical Certification preferred Business and Solution Selling training preferred Must be able to accommodate X%+ travel requirements and the ideal location is X.

3.Partner Channel Development Manager

The PCDM is a partner channel development role focused on driving cloud business for SMB. This role is responsible for the health of the cloud partner ecosystem and is measured on meeting the SMB cloud revenue goals and scorecard metrics. The PCDM roles owns the Cloud SureStep engine – readiness & enablement of cloud partners based on their cloud business maturity. The PCDM role works with the distribution and reseller partners to scale the engagement and enablement of the channel, driving cloud reach across all SMB cloud services – Office 365, Azure, Enterprise Mobility Suite (EMS) and CRM Online. The role programmatically drives cloud frequency (# of transactions) and consumption of cloud services to grow the SMB cloud revenue. The PCDM is the subject matter expert on all things SMB cloud and v-team leader that owns the SMB Cloud partner strategy across sales, marketing and partner enablement across existing and new partner business models (Reseller, ISV, MSP etc.)

Primary Responsibility of Partner channel development manager        

Lead the Cloud strategy for SMB for the Area/subsidiary by driving cross-group v-team across SMB roles, partner marketing, partner readiness and Cloud business leads Develop and execute Area/Subsidiary plan to meet Cloud Revenue and Subsidiary & business Scorecard goals – drive customer acquisition and success at scale across managed & unmanaged partners Develop and execute Area/Subsidiary Cloud usage/consumption, upsell and cross-sell plan that maximizes Average cloud revenue/customer Land Cloud Execution at distribution & develop a scalable through disti sales, marketing and technical readiness engine (Drumbeat) Collaborate with partner marketing to build marketing development engine for partners Be the Subject Matter Expert in partner profitability, & partner sales stage aligned enablement strategy (Cloud SureStep Framework) to accelerate Cloud mix of total SMB revenue Track Cloud performance across all KPIs for the subsidiary and identify and lead correction of errors initiatives for SMB Lead Cloud Solution Provider (CSP) motion across 1T and 2T model for SMB

Experiences Required: Education, Key Experiences, Skills and Knowledge:     

Proven experience of communicating with sales leaders, marketing and technology decision makers Demonstrate understanding of: Partner business models, business strategy, cloud solutions, financial analysis, marketing planning and customer management framework Possess excellent cross-group collaboration skills with ability to influence across all levels of organization Self-driven, results oriented and entrepreneurial DNA Bachelor degree: Required (Computer Science, similar information technology-related discipline or Business Administration); MBA desired

4. Account Technology Strategist Take the opportunity to help reinvent productivity as an Account Technology Strategist. The Account Technology Strategist is a virtual Chief Technology Officer for our customers and engages with customer business and IT decision makers to articulate how Microsoft can enable them to achieve their IT and business goals. Primary responsibilities of an Account Technology Strategist

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Building Trusted Relationships with customer Decision Makers, including their Chief Technology and Information Officers, and decision makers within the customer’s business units.

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Sharing your broad knowledge of the Microsoft Platform, our competition, and the industry to create a vision of how Microsoft can be the customer’s best partner to take their business to new heights. Gathering and sharing broad insights about customers and the IT Technology landscape with your Microsoft colleagues. Demonstrating technical leadership by working with your team and Microsoft resources to leverage Microsoft Cloud Technologies to drive Customer Success. Promote the long-term growth of Microsoft through the adoption and sustained usage of our cloud solutions by customers.

Microsoft Account Technology Specialists are unique in their:    

Broad knowledge of the Microsoft Enterprise Platform and ability to map relevant Microsoft Technologies to the customers’ IT and Business needs and priorities. Ability to build long-term Trusted Technology Relationships that result in solid and meaningful Strategic Technology conversations. In-depth knowledge of customers’ Technology environments. Ability to ensure that customers benefit from the latest Microsoft Innovations and Solutions.

Experiences Required: Education, Key Experiences, Skills and Knowledge:        

Sales Experience is required. Experience in Consultative Selling is highly desired. Extensive experience in working within teams is required. Experience in Project Management is recommended. Supervisory experience is preferable Bachelor’s degree in Computer Science or a similar information technology-related discipline required. Master’s degree preferred. Certification in sales, sales management, complex sales training, sales methodologies, presentation skills, and consultative selling preferred. Additional training or education in Business, Sales or Marketing preferred. Certification in Microsoft or relevant cloud, data center, or mobility technologies recommended.

5.Technology Solutions Professional

The Technology Solution Professional (TSP) must be the expert source of information for the sales team in mapping customer business initiatives and strategies to requirements supported with solutions and strong business justifications. As a TSP, the successful candidate will enjoy one of the most impactful positions within field sales. In addition to senior level interaction with our largest customers, the TSP will be a sought after resource by Microsoft sales teams for their leadership in tough competitive situations while simultaneously working with Microsoft's product development teams to share competitive insights and recommendations. TSPs will work with Microsoft counterparts to help educate them on Microsoft offerings, positioning, and joint selling strategies. You will also provide expertise on the business and technical value of Microsoft’s public cloud offerings versus the competition.

Primary responsibilities of Technology Solutions Professional

Drive the technical decission at the customer to buy, architect, develop or adopt their solution based on Microsoft technology: 

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Explain, demonstrate, and prove in-depth what Microsoft’s products and services can do and how to enable and manage them for the largest enterprise customers by driving technical presentations, demonstrations, ADSs, PoC’s and Pilots, leveraging P-Sellers, partners or MCS as needed Clear technical, competitive and security blockers to Microsoft technology sales. Drive architecture and technical discussion to lead cloud security, privacy, and compliance discussions.

Be the connection and orchestration point for other technical resources: • • • •

Provide feedback to sales, marketing, and engineering on current and future product requirements. Communicate and escalate technical, architectural and competitive blockers and insight to their appropriate channel. Develop partner engagements for driving the sale, deployment, and adoption of Microsoft solutions. Orchestrate cross-workload solutions with other technical ressources (internaly and from Partner) for other Microsoft products and services.

Stay sharp and share your knowledge: • •

Continuously nurture and expand your technical, sales, and competitive readiness. Participate in internal Microsoft technical communities and in the broader industry through events, blogs, whitepapers, and articles for your domain.

Experiences Required: Education, Key Experiences, Skills and Knowledge:

Excellent Communicator. Strong negotiation, organizational, presentation, product demo, written, and verbal communication skills required • Executive Presence. Proven experience engaging with senior level executives preferred • Performer. Highly driven person who consistently exceeds goals and expectations required • Collaborative. Able to work cohesively with members of the Microsoft sales & services field, Microsoft partners, and Microsoft corporate sales, engineering, and marketing required • Productivity architect. Broad knowledge of and ability to explain key end-user scenarios and technical architecture in the public cloud infrastructure and management space required • Cloud Trust. Demonstrated knowledge of identity, authentication, security, privacy, and compliance and how they factor into cloud and hybrid solutions preferred • Planning for success. Understand cloud deployment and adoption planning Technical breadth. Enterprise-scale experience with cloud and hybrid infrastructures, architecture designs, migrations and management of technology. Cloud depth. Deep technical experience in one or more of the following areas: Software design or development, Application Design, Systems Operations / Management, Database architecture, Virtualization, IP Networking, Storage, IT Security, Linux. Working knowledge with AGILE •

• •

• • •

development, SCRUM and Application Lifecycle Management (ALM) with one or more of the following programming languages: .NET, C++, Java, JSON, PHP, Perl, Python, Ruby on Rails, Pig/Hive Certifications in domain-specific technologies preferred Certification in following technology preferred Certifications in information security desired

6. DX- Partner Business Evangelist

The Developer Experience & Evangelism (DX) organization is looking for a tenacious individual motivated to lead Microsoft go-to-market and co-sell initiatives to accelerate Azure growth consumption, primarily with our commercial partners. You will be responsible for ensuring these partners are most successful on our modern platform by growing consumption of their targeted applications and solutions that accelerate our cloud platform. In this role, you will have the opportunity to continually adapt your efforts to deliver the most compelling marketing and promotion activities of 3rd party solutions and drive Cosell motion with segments and BG in the subsidiary. The ideal candidate will demonstrate exceptional leadership skills with a combination of product marketing, sales, and partner management expertise. Primary Responsibilities of Partner Business Evangelist

Manage top partner promotion and go-to-market strategies to accelerate Azure growth consumption. • Create a strategic GTM plan for your partners to create a high quality and unique partnership experience • Collaborate closely with local marketing, customer segments, & partner organizations to drive discoverability & awareness of the partner solutions you manage, both locally & into any relevant regions WW • Promote top partners in all outbound and inbound marketing opportunities (i.e. web, retail, store, advertising, social, cross-regional promotion) • Drive a detailed co-sell execution plan targeted at Microsoft’s enterprise customer base in coordination with account teams and the partner’s sales organization • Drive promotion and adoption of partner’s application through Azure Marketplace • Deliver ongoing market, trend identification, and competitive insights to the organization • Drive partner satisfaction through surveys and various channel feedback mechanisms • Collaborate with Corporate GTM organization to share insights and experience that will help scale best practices • Have exceptional professionalism and executive presence in dealing with both internal and external senior leaders • Strong understanding of cloud computing technologies, business drivers, and emerging trends Strong network building capabilities across senior executives between Microsoft and our strategic partners Exceptional leadership skills, community building and team management skills. Proven record of growing new businesses and building business relationships with senior executives •

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Results driven; strong analytical skills with exceptional verbal and written communication Exceptional decision-making, conflict resolution, negotiation skills, and follow through

7. Architect- Digital ( Services)

The Architect (Digital) help customers define and deliver Digital Transformation journeys, by connecting the power of new digital economies, through a collaborative and relationship-based approach. The Architect (Digital) Dreams, Designs and Delivers transformations programs through an information insight, industry focus and business transformation experience to help our customers to change the way they engage with their own customers, to enable them to empower their employees and to help them to transform their products while they optimize their operations. The Architect (Digital) bring their expertise, applies leadership, executive maturity and executive communication skills to remove barriers and helps our customers’ senior leadership teams to align better in their shared vision of how their digital transformation vision and journey looks like. They also drive a program of change to build the digital business and oversee the execution plan to ensure results

Primary Responsibilities of Architect- Digital (Services) •

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Digital Advisor- The Architect (Digital) will unlock and accelerate unique customer value creation at the intersection of business, end user experience and technology to get customers started on their digital journey. The Architect (Digital) use the Book of Dreams to document customer’s digital vision and journey, lead the creation of a digital transformation unit that includes Microsoft and customer team that will make it happen. The Architect (Digital) develop a Service Delivery Plan and Implement an Inclusive Design approach to: Reimagine (research, envision, design), Roadmap (plan, prioritize, produce), and achieve business Results (adopt, measure, realize) Change Leadership and Adoption- Accelerate customers toward their business goals by helping them to realize their Digital Transformation vision. Provide experience and leadership capabilities to ensure a proper digital transformation governance model to lead the change, measure the progress, track the benefits capitalized and implement executive decisions rapidly Be a Services Role Model- Strong Leadership of the Architects Community. Build your brand internally and externally. Mentor other Architects (Digital). Generates a diverse and inclusive workgroup environment, demonstrating cross group collaboration Business to Technology Strategy- Drive solutions/design wins by performing Governance across the portfolio to ensure Quality outcomes. Clearly demonstrates the Domain Delivery Resources and the One Account team drives return on investment (ROI) for customers and partners whilst aligning to Microsoft goals Drive Consumption with the Intelligent Cloud Modernize Business with Windows 10/Devices/Intelligent Cloud and Reinvent Productivity and Business Process Delivery & Operational Excellence Optimize your Portfolio and Drive Impact

Experiences Required: Education, Key Experiences, Skills and Knowledge: • • • • • • • • • • • •

Confidence Cross-Boundary Collaboration Customer Value Realization Influencing for Impact Opportunity Management Trusted Technology Advisor Building Customer/Partner Relationships Product & Technology Expertise Program Management Strategic Insight Value Selling Bachelor’s Degree (B.S./B.A.) in Computer Science, Engineering or equivalent. MBA preferred

8. Technical Account Manager The Technical Account Manager (TAM) plans, manages and reviews the delivery of support services that drive outcomes aligned to customer’s IT and business goals. The TAM is also an escalation point, ensuring the customer receives a world class support experience. TAMs partner with other roles to ensure customer success in the acquisition, implementation, and usage/consumption of Microsoft’s cloud services, with implementation being the specific accountability of the TAM. The TAM develops and expands strategic customer relationships to grow the Services business and drive larger impact for the customer Primary Responsibilities of Technical Account Manager Category

Responsibility

Align services around people, process and technology

20%

Service Delivery Mgmt

Drive improvement through delivery of goal aligned services.

25%

Service Intro and Review

Ensure clear customer understanding of services available, and value delivered

5%

Service Delivery Planning

Cloud Implementation

Reactive Management Oppty and Growth Mgmt

Lead activities that accelerate the customers’ deployment of cloud services. Act as an escalation point for critical service incidents

Identify opportunities for renewing and expanded Premier or MCS services

% Time

20%

10%

10%

Customer/Partner

Use customer satisfaction results to drive service improvement

10%

Role specific guidance on how the following core priorities apply to this role • Drive Cloud Services through Consumption • Modernize Business with Windows 10/Devices/Intelligent Cloud and Reinvent Productivity and Business Process • Delivery & Operational Excellence • Optimize your Portfolio and Drive Impact Experiences Required: Education, Key Experiences, Skills and Knowledge: • • • • • • • • • • •

Confidence Cross-Boundary Collaboration Interpersonal Awareness Impact and Influence Analytical Problem Solving Building Customer/Partner Relationships Product & Technology Expertise Project Management Strategic Insight Value Selling Bachelor’s Degree (B.S./B.A.) in Computer Science, Engineering or equivalent. MBA Preferred

9. Channel Executive

Primary Responsibilities of Channel Executive

Analysis & Insight • Understand the industry, market direction/trends and how are we positioned with the account relative to our competition • Invest time to gain deep business insight and analytics about the account – their addressable market, current and future strategy, their product and services portfolio, how they monetize with the end customer and measure that success, their competition and how that maps to Microsoft • Recognize activities/synergies that will influence longer-term relationship Account Planning • Account Landscape - deep understanding of accounts business – use insights gained to create account strategy and translate to a quality account plan • Account Focus - identify key focus areas for execution • Account Goals - establish clear objectives and measureable goals

Account Strategy - strike appropriate balance between short-term and long-term objectives and detail key tactics to employ • Account Drivers - define 1-2 ‘Big Bets’ Relationship Management • Understand + evangelize Microsoft products/devices/services – package & present ‘The Pitch’ • Develop & execute on account-specific value propositions that link the value of our products/devices/services with the accounts objectives • Create opportunities and manage co-marketing & programs to drive joint success • Think of relationship management as living process versus ‘a moment in time’ – aspires to ‘Trusted Advisor’ status • Map and understand the power base of individuals/teams at the account that will make/influence decisions with Microsoft • Conditions of Satisfaction (COS) - develop and actively review COS with the account and agree associated action plans • Elevate account’s visibility and relevance at Microsoft with crisp and insightful internal communications • Exploit the right opportunities with the right account on the right timelines • Account recognizes value and includes us in business planning cycles and quarterly business reviews • Anticipate competition and have an active plan Foresight • Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses • Longer-range strategic thinking and planning – develops 3-year account plan • Share account and marketplace level insights for Microsoft outcomes • Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the market Business Operational Excellence • Accountable for executing account plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience • Orchestrate internal rhythm of business (ROB) and scorecard • Follow-through on commitments Governance • Lead cross-team collaboration to influence execution (within CCG + larger SMSG org and BGs) •

Experiences Required: Education, Key Experiences, Skills and Knowledge: • • • • • • • • • •

Four Year college degree required – MBA preferred Management/virtual team experience Negotiation at senior level Building Exec relationships Sales Strategy Business alignment Management competencies Excellent communication skills Excellent presentation skills Strong numeracy and problem solving skills

•

Good interpersonal awareness

10. Category Manager

Primary Responsibilities of Category Manager Analysis & Insight

Leverage external analyst data & research to assess industry & market trends Understand the consumer: behaviors, attitudes and motivations. Extensive product knowledge of both Microsoft and competitors Incorporation of new concepts into marketing strategy Competitive ecosystem positioning Track sell-in and sell-through data Understand relevance of software & services in partner portfolio (value proposition, attach hierarchy, partner profitability etc.) • Drive store by store analyses Retail Marketing Principles • • • • • • •

• Develop integrated marketing plans • Strategic marketing objectives in-store and online • Land positioning & messaging in retail • Drive Channel Marketing (LOVED) Execution • Measure execution and ROI Strategic Business Planning

• Create strategic business objectives • Create category planning across all consumer touch points • Coordinate partner segmentation & prioritization • Strategically influence assortment & merchandising • Drive attach to devices Consultative Leadership • • • •

Partner Facing – Influence partners with category expertise Drive the sales motion across the channels Impact & Influence the product business groups Drive cross group collaboration

Business Operational Excellence • • • • • •

Execute against retail budgets Scorecards & KPIs Demonstrate creativity and entrepreneurial behavior Drive inventory management Demonstrate uplift and retail impact at store level Leverage forecast, demand finding, etc.

• • • • • • • • • • •

Leadership Display Executive presence and leadership Motivate the teams through Inspirational leadership Influence across boundaries that delivers expected results Provide direct and indirect leadership with outcomes Impact and Influence w/o Authority to accomplish goals Develop and coach a diverse and high performing team Attract, develop and retain key talent Build and maintain a high performing culture and drive WHI Identify and implement organizational efficiencies Drive results through community leadership by sharing best practices and accelerating growth

Experiences Required: Education, Key Experiences, Skills and Knowledge: • • • • • • • • • • • • • •

Four Year college degree required – MBA preferred Proven success at business building (business/channel development, entrepreneur, change management) Retailer buyer experience and functional depth (marketing, channels, partner-focused) Partner and market insights Analysis and data mining to drive insights Strategic business planning Forward looking and strategic thinking Consultative leadership Business operational excellence New product launch know how (economics, process, program, skills) Strong collaboration skills Courage/risk taking Leading and thriving in ambiguity Strong coach and teacher of others

11. Partner Channel Marketing Manager

Primary Responsibilities of Partner Channel Marketing Manager

As a key advocate for the Windows 10 device business in your area, you’ll help the OEM division and partners achieve revenue and scorecard goals for Windows, Office, Server and related services. In partnerships with sales, you’ll drive commercial & consumer marketing campaign innovation for your local area, working with partners and segment teams to drive success. Key Responsibilities:

End-to-End Marketing Strategy and Execution

Work in partnership with sales and engineering teams to support the near and long-term strategy and establish marketing priorities to enable joint execution of the strategy for your partner or channel.  Determine market investment focus and priorities for each OEM marketing priority and market segment for your partners.  Leverage worldwide incentive and investment programs, along with local investments to meet revenue and scorecard objectives with execution excellence.  Work with Windows Marketing to understand and apply their input and strategies to align partners and hero devices to Microsoft marketing goals and enable partners to participate in and amplify Microsoft’s global campaigns.  Collaborate with Regional Account Marketing Managers (RMMs) and sales to validate the all-up strategy and get feedback on specific implications for their region.  Leverage existing internal (DMIT, Activation Data) and third-party survey reports (GFK, IDC, Gartner) to stay current on external market dynamics and gain market insights including market analysis on the device market at a worldwide level combined with data from sales teams and the MNA. Effective and Actionable Partner Marketing Account Planning 

Negotiate the joint goals and the discretionary budget with partners quarterly to ensure the plans capture and reflect the goals and objectives of both Microsoft and partners, allocate and set performance expectations for marketing investments.  Track investment performance and budget utilization quarterly to drive accountability and ROI, and proactively identify risks and upside opportunities to make recommendations and adjustments where needed to better achieve the specified targets.  Collaborate with key stakeholders e.g. OEM Marketing, Windows Marketing, and segments to best integrate input and resources from various channels into the plans and ensure that marketing investments from all Microsoft resources are considered.  Customize campaigns for partner’s organization based on a deep understanding of the local market and partner business needs for mutual growth.  Monitor execution and results of campaigns to determine effectiveness and adapt guidance and execution plans in order to optimize execution.  Submit all marketing plans using corporate guidance and processes to ensure compliance and accountability. Partner Relationships 

Provide marketing leadership with partners, providing guidance on Microsoft branding and campaigns  Be transparent with the partner and provide consistent, predictable and timely information on Microsoft’s marketing strategy and programs – what Microsoft is doing and where we are going to enable the partner to participate in all relevant programs.  Deeply engage with key stakeholders, e.g. Windows Marketing, CCG, SMSP, EPG, Retail, etc.) to identify opportunities to highlight key partners and hero devices. Marketing Excellence in Execution 

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Create joint value proposition and marketing materials to enable the sales teams and partners to amplify Microsoft’s device strategy and messaging.

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Identify key internal stakeholders to drive awareness and demand for the partner’s devices across segments and ensure that segment teams can deliver the value prop for the hero devices for that segment. Adapt marketing materials created by OEM Corporate and Windows Marketing to use with partners to ensure the Windows messaging is emphasized in their campaigns. Conduct planning reviews on marketing campaigns, including Key Performance Indicators (KPIs) before the campaign begins, and includes setting expectations for data sharing and reviewing results together. Ensure the enforcement of compliance rules for the OEM team, and drive the same through training and in practice. Focus discretionary investments to drive sell-through of devices.

Experiences Required: Education, Key Experiences, Skills and Knowledge: •

Be able to effectively drive cross-group communication and cooperation, using strong

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Possess a personal passion for marketing, customer relationship marketing, technology, partners

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communication, project management, and organizational skills and satisfaction

Excellent collaborator in driving leadership across partners, segments, Windows Marketing, field teams and corp teams

Deep marketing thought leadership and knowledge of effective marketing strategies, tactics and portfolio investments to maximize return on marketing investment Deep ecosystem insight,

including the competitor landscape, emerging trends, knowledge of partner business models, • • •

best-in-class marketing, the Microsoft Partner Network and overall growth opportunities; Knowledge of OEM, SMB, Enterprise and/or Consumer marketing and selling approaches Ability to engage and influence at senior levels at Microsoft and partner Four Year college degree required – MBA preferred