Job Description
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 build our culture and 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 will 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 is an exciting time to be here in DPS.
#msftgps
Responsibilities
We are looking for a passionate, Mixed Reality Channel Executive to join a team of deeply experienced customer, partner and technical sales professionals and own the global channel strategy. The ideal candidate has a strong understanding of augmented reality and will possess a good general understanding of how this category applies to key industries such as manufacturing, architectural-engineering-construction, healthcare & education, as well as experience in working across a partner ecosystem.
The MR Channel Executive Is Responsible For
Ecosystem Leadership
- Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates matchmaking to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align Microsoft solutions to specific business needs across horizontals and verticals. Build partner co-sell ecosystem to deliver mixed reality solutions to activate growth.
- Formulate comprehensive strategy to increase share and accelerate growth, with technology industry and market insights. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products. Leads the identification of new and emerging partnership opportunities and considers the specific business needs of different verticals to determine which partners can optimally drive solutions for relevant business challenges.
- Demonstrate sales discipline with Rhythm of Business (RoB), communications, deal visibility and business acceleration.
- Earn trusted partner status through world class sales & marketing, and valuable executive engagements that lead to increased Net Satisfaction Score (NSAT).
- Identify, incubate, grow strategic mixed reality solutions.
- Drives collaboration between stakeholders from various parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust.
- Drives leads and opportunities for co-sell-ready partners with internal teams (e.g., Partner Marketing Advisor [PMA] team) and provides feedback on solution/practice map coverage or marketing campaigns. Leads partner strategy efforts and engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings across geographies.
- Accelerate partner device solutions and activate new channel capabilities.
- Drive business model innovation to increase Microsoft’s competitive position in the market.
- Identify, assess, and influence partner opportunities to drive sales / profitability.
- Lead execution across stakeholders to accelerate partner deal pipeline, key customer deployments, and wins.
- Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. And drives pipeline reviews with top co-sell partners and Microsoft sellers to evaluate pipeline effectiveness.
- Co-sells partner solutions by creating scale in programmatic partners to drive strategic connections. Supports account teams while navigating within partner processes and policies.
- Connects partners with sales teams and drives increased awareness in new industry solutions to apply across accounts to move sales forward.
- Tracks, carries a target on, and drives intellectual property (IP) and/or service co-sell metrics across teams at account level, while also driving subsidiary attainment of co-sell metrics.
- Maintain sales forecast accuracy; optimize investments to grow revenue / activations.
- Guide planning to ensure partners have the right investments to scale demand and channel capability.
- Manage partner revenue, program structure, and other growth initiatives.
- Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives attendance to partner events and responses to partner surveys.
- Adapts partner strategies as needed to adjust for scale and complexity. Leverages resources and programs across accounts to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback and industry insights to build-with teams and executes on corrections of errors in response to feedback.
- Maintains and stays up to date on Microsoft's sales compliance processes. Drives sales with partners in accordance with Microsoft's compliance policies.
- Create an inclusive culture where everyone can bring their authentic self to work.
- Demonstrate a learning culture using challenger Mindset.
- Drives consumption and grow business with existing strategic customers by initiating conversations, guiding others on demos or quotes, and the collaboration with partners or internal teams (e.g., Technical Sales Professionals, Global Black Belts). For licensing transactions and project engagements, ensures rapid and robust deployment plan at point of sale that is validated by services and partners. Drives advanced workloads and usage.
- Explores and assesses the needs of strategic/high-potential customers. Articulates business value and long-term implications for customer business. Collaborates with internal teams, partners, and services to lead the proposal or development of solutions that align with customer and Microsoft priorities. Analyzes market trends to identify opportunities for new solutions.
- Leads the sales orchestration with internal stakeholders and partners (e.g., Enterprise Operating Unit). Applies a holistic approach to build network across territories. Positions opportunities to promote collaboration and participation.
- Posts information or speaks at external events, drives conversations with prospective customers/partners as a thought leader across solution areas.
- Engages with internal and external stakeholders on business planning, Rhythm of Business (ROB) meetings to review and plan for strategic accounts across territories.
Required/Minimum Qualifications
- 7+ years of technology-related sales or account management experience
- OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, or related field AND 6+ years of technology-related sales or account management experience.
- You have solution selling experience to senior business and technical decision makers, or equivalent experience.
- You possess exceptional listening, storytelling, and presentation skills. You are a demo ninja and deliver high-impact technically focused presentations that you tune precisely for each audience.
- You are passionate about technology, Mixed Reality & the Third Wave of computing that this critical category represents.
- You are a self-starter with an ability to creatively solve problems with multiple variables.
- You are dedicated to working transparently and collaboratively.
- You have strong organization and communication skills, driving clear insights and actions.
- You are detail oriented with strong organizational skills—your work makes others better with your careful attention to detail.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.