The Reseller Account Manager (RPSE) is responsible for the execution
of Microsoft’s Area/Subsidiary and worldwide strategy. The RPSE will
strive to have a well managed, growing business produced through
relationship and sales excellence practices where the partner views the
PSE as trusted advisor. To develop
strong, trusted relationships, this person must be able to drive
alignment of Microsoft/OEM business strategy with the partner’s strategy
to identify key joint opportunities. The candidate must be able to develop
account plans that include: partner goals and business objectives,
annual account growth objectives, and Conditions of Satisfaction
(CoS). The person must then be able to execute on the plan. The PSE
Reseller will also be responsible for managing business details
including assortment of featured Windows devices, licensing compliance,
and finance issues. Careful observance and adherence to WW Microsoft
OEM Policies is mandatory to this position. The Reseller PSE role
requires an individual who can manage a large number of accounts, each
having its own unique needs. This person will be accountable for
management of partner programs, channel incentives, sales programs and
product launches. He/She must demonstrate creativity and resourcefulness
in identifying new products, solutions or services that result in
giving partners a competitive edge.
RESPONSIBILITIES & ACTIVITIES WILL INCLUDE:
Building Partner Relationships:
- Develop an understanding of the partner's strategy, key stakeholders, and business imperatives through market and partner inquiry as well as internal and external industry resources.
- Share deep industry knowledge and current trends in the market with partners and local team to help partners determine what is happening in the server and PC market and the overall market economy in the territory.
Account Planning and Management
- Develop year-over-year (YOY) and multi-year (larger Resellers only) account growth projections to include short, medium, and long term goals that map partner's business objectives and initiatives with Microsoft.
- Establish and execute a formal rhythm (e.g. monthly progress report, Quarterly Business Review) to manage progress and developments, identify future opportunities, as well as to develop and update the account plan with the partner.
Addressing and Responding to Competitive Opportunities- Discuss the competitive challenges with the virtual team and partners that present the Microsoft value proposition for competitive advantage and new opportunities.
- Utilize the strong internal Microsoft network to identify new products and solutions through collaboration between internal/cross partner relationships.
Pipeline Management
- Develop a one Microsoft approach for the partner along with SMS&P counter-parts (where applicable) on the SMB market to drive attach to servers and PCs.
Working with/Motivating Account Team- Build a team culture of putting the partner first by ensuring all account team members are versed in the partner’s business.
- Evangelize internally the OEM business, ecosystem and specificities as unique within Microsoft.
Learning and Professional Growth- Build broad general business acumen to engage in discussions with line of business executives (business publications, analyst reports, etc.).
- Research, localize, execute, and share applicable best practices to increase impact on local business.
THE SUCCESSFUL CANDIDATE WILL BRING:
A minimum of 8 years of experience, ideally in the IT sector
Proven sales experience thru distributors and channel partners
Familiarity with Gulf/Kuwait PC hardware market or OEM/reseller channels is preferred
MBA or Master’s degree is preferred
Fluent in English spoken & written
Arabic is preferred
Strong commercial business acumen with excellent judgment, negotiation and decision making skills
Experience in managing people in a sales or marketing environment
Strong analytical thinking skills
Familiar with business management, planning & reporting, who is able to work autonomously
Excellent communication skills & able to engage at senior levels
Results orientated, & capable of working under pressure
A knowledge of Microsoft’s products and experience in an indirect channel model is an advantage
A passion for partners and technology
Apply Online
RESPONSIBILITIES & ACTIVITIES WILL INCLUDE:
Building Partner Relationships:
- Develop an understanding of the partner's strategy, key stakeholders, and business imperatives through market and partner inquiry as well as internal and external industry resources.
- Share deep industry knowledge and current trends in the market with partners and local team to help partners determine what is happening in the server and PC market and the overall market economy in the territory.
Account Planning and Management
- Develop year-over-year (YOY) and multi-year (larger Resellers only) account growth projections to include short, medium, and long term goals that map partner's business objectives and initiatives with Microsoft.
- Establish and execute a formal rhythm (e.g. monthly progress report, Quarterly Business Review) to manage progress and developments, identify future opportunities, as well as to develop and update the account plan with the partner.
Addressing and Responding to Competitive Opportunities- Discuss the competitive challenges with the virtual team and partners that present the Microsoft value proposition for competitive advantage and new opportunities.
- Utilize the strong internal Microsoft network to identify new products and solutions through collaboration between internal/cross partner relationships.
Pipeline Management
- Develop a one Microsoft approach for the partner along with SMS&P counter-parts (where applicable) on the SMB market to drive attach to servers and PCs.
Working with/Motivating Account Team- Build a team culture of putting the partner first by ensuring all account team members are versed in the partner’s business.
- Evangelize internally the OEM business, ecosystem and specificities as unique within Microsoft.
Learning and Professional Growth- Build broad general business acumen to engage in discussions with line of business executives (business publications, analyst reports, etc.).
- Research, localize, execute, and share applicable best practices to increase impact on local business.
THE SUCCESSFUL CANDIDATE WILL BRING:
A minimum of 8 years of experience, ideally in the IT sector
Proven sales experience thru distributors and channel partners
Familiarity with Gulf/Kuwait PC hardware market or OEM/reseller channels is preferred
MBA or Master’s degree is preferred
Fluent in English spoken & written
Arabic is preferred
Strong commercial business acumen with excellent judgment, negotiation and decision making skills
Experience in managing people in a sales or marketing environment
Strong analytical thinking skills
Familiar with business management, planning & reporting, who is able to work autonomously
Excellent communication skills & able to engage at senior levels
Results orientated, & capable of working under pressure
A knowledge of Microsoft’s products and experience in an indirect channel model is an advantage
A passion for partners and technology
Apply Online
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