Microsoft Corporation Partner Sales Executive in Brussels, Belgium

This role is key to Microsoft’s Consumer Device Sales (CDS) Distribution and Channel strategy to market and sell a winning portfolio of Windows devices, Microsoft products and services, and primary goal of this role is to accelerate sales of devices with preinstalled Windows and attached Microsoft services.

The Partner Sales Executive – Reseller (PSE-R) role provides sales leadership working with 3rd party IT vendors and Channel Resellers to ensure assortment of curated devices aligned with Windows objectives, software and services, thru partner marketing, migration to Digital Distribution and operational support expertise to drive Microsoft’s Mobile-first and Cloud first strategy.

This role provides strategic leadership across business segments, working in close cooperation with Microsoft’s Business Groups, Multinational and Local device partners to market and Distributors to market and sell assortment of Windows devices through Commercial and Consumer sales engines.

This role is ‘trusted advisor’ to build portfolio and drive preference of Microsoft products, Windows devices, Internet of Things devices and New category devices and services to OEM Distributors and their sales channels.

PSE- Reseller drives business performance measured by Original Equipment Manufacturers (OEM) revenue, scorecard metrics, and channel health indicators.

Responsibilities

Core priorities

Windows Pro: Accelerate Sales and Activations of new Win 10 Pro devices across all channels.

Windows Compete: Grow market share with Windows devices across all price bands.

Office & Windows Client: Grow Office & Client revenue and Licenses.

Commercial Cloud Services: Land on premise server offerings and drive growth through commercial cloud services.

Partner Relationship management:

  • Get deep business insights about Reseller’s strategy and business imperatives for devices, software and services: total addressable market, product. and services portfolio, profitabiliy of selling devices + services. Gain insights about Reseller’s relationship with Multi-National Accounts (MNA), Local device partners and other 3rd party device partners.

  • Interact with and forge strong relationships with all levels of the Reseller’s 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 execution accordingly.

  • Establish a ryhtm of business to stay engaged and informed about your partner's strategy, business priorities, investments and execution.

  • Act as an advocate for Reseller 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/OEM FY18 priorities and market opportunities. Develop joint marketing plans for each Reseller to align strategies laid out in the account plan e.g. individual campaign tactics, internal sales incentives, expected ROI, etc.

  • Generate compelling opportunities for Reseller with focus on the value Microsoft products and Windows Devices can bring to the Reseller and their customers.

Responding to Competitive Opportunities:

  • Understand the competitive landscape and lead the discussion on competitive challenges. Address and respond to competitive opportunities by working with Resellers to develop strategies and execution plans. Promote assortment and sell-through of Windows-based devices through Resellers to compete against other platforms.

Reseller Sales Channel Execution:

  • Identify, develop and execute strategies to increase share of Microsoft devices sold through Distribution & Resellers. Align with local and regional MNA, Local Device Partners (LDP), Original Design Manufacturers (ODM) and Education resources to develop and execute joint plans to increase market and sell-through of Windows devices and maximize attach of Windows, Office and Server.

  • Understand Reseller devices sales mix and work with Reseller to influence the attach of Microsoft software and services to MNA, Local or ODM devices hardware. Educate Reseller teams and their reselling partners on the value of Windows devices. Identify opportunities and execute strategies to increase Electronic Software Delivery (ESD) thru the channel.

Key Deliverables:

  • Developing deep account planning discipline inclusive of software, devices and services opportunities to achieve sales targets.

  • Accelerate market growth through Modern Devices and sales and activations of new Windows 10 Pro devices

Key Partners:

  • Software Reseller, Device Resellers & System Builders

Qualifications

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

  • University degree required, MBA preferred

  • 4-8 years of experience in establishing and managing business partnerships between Distributors, industry vendors and Resellers. Experience in channel management, sales and business development in the technology industry. Previous experience in devices sales and services with knowledge in marketing strategy is desired.

  • Strong understanding of IT distribution and reseller channel business model incl. economics and profitability of Devices + Services

  • Strong industry knowledge, including: devices (PCs, Tablets, Servers, Internet of Things, new categories), Cloud solutions and competitive environment

  • Excellent grasp of business fundamentals, channel development, business planning and excellence in executionCompetence in analysis and data mining to drive insights, developing partner strategies and operational excellence

  • Strong collaboration skills, able to lead and thrive in ambiguity with courage and risk taking & the ability to negotiate at senior levels

  • Executive maturity to develop strong relationship across all levels at Partner and Microsoft

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.