This role is a key to Microsoft’s Consumer Device Sales (CDS) Distribution and Channel strategy to build, market and accelerate sales of winning portfolio of Windows 10 devices, Microsoft products and services.
The Partner Sales Executive – Distribution (PSE-D) provides sales leadership working with Authorized Microsoft Distributors and Channel Distributors, 3rd party IT vendors and Resellers to ensure assortment of curated Windows 10 devices aligned with Windows objectives, software and services, transition to Digital Distribution and operational support and expertise to drive and execute Microsoft Strategy.
This role provides strategic leadership across business segments, working in close cooperation with Microsoft’s Business Groups, Multinational and Local device partners and Distributors to market and sell assortment of Windows devices and Microsoft products and services through Commercial and Consumer sales engines.
PSE-D represents Microsoft to the partner channel, communicates our strategy and vision. PSE-D is a trusted advisor to build portfolio and drive preference of Microsoft products, Windows devices, Internet of Things devices and New category devices and services to Microsoft Distributors and their sales channels. PSE- distribution drives business performance measured by revenue, scorecard metrics, and channel health indicators
Partner Relationship management:
- Get deep business insights about Distributor’s strategy and business imperatives for devices, software and services: total addressable market, product and services portfolio, profitability of selling Windows devices and Microsoft products and services. Gain insights about Distributor’s relationship with Multi-National Accounts – Device Makers (HP, Lenovo, Dell) Local and other 3rd party device partners.
- Interact with and forge strong relationships with all levels of the Distributor organization to drive MNA, Local and other 3rd party Windows device assortment and sell-through while increasing attach of Microsoft software and services. Lead account planning and sales & marketing execution.
- Establish a rhythm of business to stay engaged and informed about your partner's strategy, business priorities, investments and execution.
- Act as an advocate for Distributor interests, goals and objectives in their engagements with Microsoft.
Account Management:
- Develop business growth plans that align partner's business objectives and initiatives with Microsoft/CDS FY19 priorities and market opportunities.
- Develop joint marketing plans with each Distributor to align strategies laid out in the account plan e.g. campaign tactics, sales incentives, expected ROI.
- Generate compelling opportunities for Distributors with focus on value Microsoft products and Windows Devices can bring to Microsoft partners
Responding to Competitive Opportunities:
- Understand the competitive landscape and lead the discussion on competitive challenges. Address and respond to competitive opportunities by working with Distributors to develop strategies and execution plans to promote assortment of Windows 10 devices to compete against other platforms.
Distributor Sales Channel Execution:
- Identify, develop and execute strategies to increase share of Microsoft devices sold through Distribution. Align with Multi-National Accounts, Local Device Partners and other 3rd party device partners to develop and execute joint plans to increase sales and market share of Windows 10 devices and maximize attach of Office and Server products and services.
Understand Distributor devices inventory mix and work with Distributors to influence the attach of Microsoft software and services to Windows 10 devices. Educate Distributor’s sales teams and their reselling partners about the value of Windows 10 devices and Microsoft products and services. Identify Digital Distribution opportunities and execute strategies to increase Electronic Software Distribution/Delivery (ESD) thru the channel.
