Job Description

In Consumer Sales Organization (CSO) we are a global team at Microsoft responsible for sales across Windows, Microsoft 365, and Surface and Gaming. CSO puts the consumer at the center, helping them discover, learn, and buy through direct and partner channels in over 120 countries around the world. Our team works with ecosystem partners and internal business groups to drive digital excellence and e-commerce capability, as well as accelerate cloud and subscription adoption. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.

This role will manage co-selling for Microsoft solutions and act as the trusted-advisor relationship to establish alignment with Microsoft Distributors. The key goal for this role is to work with partners and internal stakeholders to develop joint business plans that generates revenue for the Distributor and for Microsoft. As this is a critical revenue driving channel for CSO, this role will be pivotal in leveraging internal stakeholders and resources stack to develop strong joint business plans and crack new go-to market and co-selling strategies and ensure right prioritization to support targets. This role will be instrumental in helping CSO drive focus and deeper GTM expertise across Microsoft Customer Solution Areas of Devices & Creativity. This role will help the candidate to learn how to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust.

CSO S-KI covers the geographies across Southeast Asia, Korea and India. As a member of our team, you\xe2\x80\x99ll be part of growing a multi-billion-dollar business, charting new areas of innovation and impacting billions of lives around the world. You also will be a part of a culture centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. If that appeals to you, it\xe2\x80\x99s an exciting time to be here in CSO. Within CSO S-KI team, this Senior Channel Sales Executive role is accountable for managing our key consumer channel distributors in Malaysia & Indonesia.

This role is flexible in that you can work 50% from home.

Microsoft\xe2\x80\x99s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities:

Distribution Partner Engagement (40%)

• Proactively creates, nurtures and influences the distribution partner to drive larger impact for the business and Microsoft
• Understands and lands Microsoft\xe2\x80\x99s consumer strategy with distribution partners including seasonal plans. Works to enable Distributor to deliver related strategy and plans to retailers.
• Supports retail distribution partner in developing winning strategies for selling through a portfolio of distributor-managed retailers. Works to ensure that retailer prioritization by Distributor is aligned with Microsoft strategy including a focus on channel hygiene.
• Drives a focus on growth with distribution partners through reach/frequency/yield rigor and proactively aligning growth transformation initiatives such as digital.
• Builds trusted relationships with the partner to deliver mutual growth and ensure alignment of strategic priorities.

Channel and Account Management (30%)

• Develops and executes joint partner account plans to ensure Microsoft and Distributor sales goals are on target. Coordinates with key stakeholders on plan execution.
• Plans category sku prioritization based on Distributor\xe2\x80\x99s retailer coverage (class of trade, specialization, etc.) to align appropriate assortment across the retailer portfolio.
• Lands, negotiates, and executes programs and promotions with Distributor and ensures that proof of execution and claims are provided in compliance with guidelines.
• Aligns Marketing resource and related support to enable Distributor marketing efforts with retailers.
• Facilitates Distributor relationship with Microsoft Supply Chain and Operations, ensuring ongoing order book quality and focus on inventory and forecasting. Works to resolve issues and escalations with orders, billing, and payments.
• Tracks appropriate reporting and performance reviews to ensure revenue targets and other metrics are met. Provides sales insights and forecasts in accordance with internal business review cycles.
• Leads partner business reviews (MBR/QBR) including all relevant stakeholders to assess joint performance and address sales blockers.
• Considers company rules and regulations when executing plans. Holds self and the partner(s) accountable for executing on plans in compliant manner

Impact (20%)

• Builds a clear action plan to improve partner satisfaction scores using partner feedback
• Develops deep understanding of the distribution channel for Devices & Creativity, including partner capabilities, competitors, and market trends.
• Is the internal voice of partners using insights from partner engagements, QBRs, partner surveys, etc., to raise visibility and work to solve key blockers in the distribution-led channel.
• Applies internal resources as well as programmatic investment options to maximize growth and ROI for the distribution-led channel.
• Adheres to a performance focused view of planning by defining a clear success plan (quantitative + qualitative) with the partner and applying relevant distributor metrics.
• Works to foster a culture of testing and piloting with new motions to deliver incremental growth opportunities. Identifies opportunities for partners to upgrade business capabilities based on evolution of the distribution-led channel.

Collaboration (10%)

• Leads internal cross-team collaboration (e.g., category, sales, marketing, operations) to support the distribution partner. Shares overall business plans with relevant stakeholders. Influences and drives actions with internal teams.
• Articulates the impact and opportunity with distribution-led channels by product for region and WW teams.
• Works successfully with other Microsoft field teams (Commercial, OEM, etc.) applying a \xe2\x80\x9cOne Microsoft\xe2\x80\x9d mindset to maximize distribution partner business with Microsoft.

Core Priorities : * Act as a central point of contact for the country Channel Sales GTM strategy, budget, forecasts meetings

• Account Planning and Strategy: Generates long-term, agile, and customer-centric plans that align customer, partner, and Microsoft business priorities.
• Customer Relationship Development: Understands partners\xe2\x80\x99 businesses and builds relationships with key decision maker
• Business Value Selling: Presents partner/customer with Microsoft solutions that address business needs, value and returns, align with joint expectations, and are successfully executed.
• Industry/ Competitive Knowledge: Understands changing trends, how the industry and competitors are evolving, and how Microsoft can address these changes.
• Account v-Team Leadership: Orchestrates Microsoft resources to meet and support customer and Microsoft needs. Fosters an environment of teamwork and accountability.
• Business and Opportunity Management: Seeks both short- and long-term opportunities. Optimizes forecasts, pipelines, and new opportunities to meet revenue, units, and share growth goals. Emulate high ethics and trust to comply with our standards of business conduct
• Land all Channel partner programs compliantly and within the local laws

Qualifications:

Experiences Required: Required/Minimum Qualifications

• 8+ years partner management, category management, sales management, business development, platform ecosystem/network, or partner channel development in the technology industry

• Min Bachelor\'s Degree in Business Administration, Enginering or related field

Additional or Preferred Qualifications:

• 3+ years experience with planning, budgeting, and other project management activities.

• Work experience in Consumer Electronics/IT ecosystem experience with a focus on devices and services sales across consumer segments

• Understanding of consumer channels and retail landscape

• Building strategic relationships and partnering with senior account executives

• Track record of sales delivery and execution

• Distribution channel management with proven business operational excellence and sales results through joint business planning, landing channel strategies, account management, and performance monitoring

• Driving long-term sustainable sales growth with partners

• Delivery on Quarterly and Annual Account Budgeted Revenue

Skills:

• Apply entrepreneurial and innovative thinking to identifying and executing business opportunities
• Ability to analyze sales data, draw relevant conclusions, develop accurate business plans and forecasts, and drive program execution
• Demonstrated ability to deliver success through enablement of partners
• Ability to train, coach, and lead partner virtual teams
• Possess high standards for performance and compliance
• Must be able to effectively articulate technology and product positioning to internal audiences and channel partnerAbility to ansform strategic initiatives into actionable plans
• Solid knowledge and understanding of Marktplace business and Distribution ecosystem.
• Influence for impact: ability to identify and influence multiple stakeholder groups, and navigate across complex organization.
• Story teller: must be able to effectively articulate technology and product positioning to internal audiences and channel partners

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.

Microsoft