Global Sales, Marketing and Operations (GSMO)

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be
and taking their careers places they

simply couldnt anywhere else. This is a world of more possibility, more innovation, more openness, and
skys-the-limit thinking a cloud- enabled world.

Our mission is to empower every person and every organization on the planet to achieve more. This
mission is ambitious and at the core of what our customers and employees care deeply about. We have
unique capability in harmonizing the needs of both individuals and organizations. We deeply care about
taking our ideals and vision global and making a difference in lives and organizations in all corners of the
planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our
mistakes. We build on each others ideas, because we are better together. We stand in awe of what
humans dare to achieve and are motivated every day to empower others to do more and achieve more
through our technology and innovation. Together we make a difference.

Please find below a description of the business segments and the roles to offer within
Microsofts GSMO we are seeking.
Note: You will be considered for all available opportunities. The final decision of team
and/or position will be made based on our current business needs, as well as the
information gathered during the recruitment process. Additional roles will emerge
closer to the time of onboarding. You will receive knowledge about these as these
emerge.

Enterprise Partner Group (EPG) is the group that helps Microsofts large enterprise
customers and partners realize the most business value from their relationship with
Microsoft through Microsofts whole range of enterprise products and services. The
group is further divided into industry sectors to reach clients in the financial services
sector, manufacturing & resources sector, retail sector and communication & media
sector.
Small and Midmarket Solutions & Partners (SMS&P) is the Microsoft business unit
that focuses on helping Microsoft, its customers and industry partners realize the
significant opportunity for growth in the small and mid-market business segments.
Public Sector (PS) Group is focused on building sustainable, long term relationships
with our customers and partners in Government, Education, Health and Public Safety &
National Security.
Consumer Channel Group (CCG) with our OEM partners to drive pre-installation of
MS software across all devices, with large retail partners for visibility of MS products in
the market & readiness of retail staff and with mobile operator channel partners to
drive MS products with communication devices.
Services group and its partners bring the deepest expertise of Microsoft solutions
from enterprise planning to deployment and supportthat helps our customers
innovate to strategic advantage in their respective industries
Developer Experience and Evangelism (DX) DXs aim is to secure the future of the
Microsoft platform by winning Applications on all Microsoft devices, powered by the
Microsoft Cloud, and built on Microsoft Tools.

Marketing & Operations The M&O group comprises the enterprise marketing group
and the product marketing groups in the subsidiary with the aim of marketing
Microsoft products to enterprises and consumers.

Microsoft Academy of College Hires (MACH)

The MACH Program is an 18-24 month comprehensive on-boarding and development

program custom designed for our newest Technical hires in Microsofts Sales Marketing
and Services Group.

The MACH program enables you to start strong, build your networks and drive your long-term
careers at Microsoft. We do this by offering you world-class training designed for executives, a
global community of over 1800 MACH program alumni in over 60 countries and coaching from
some of the brightest minds in the industry. The MACH program is global in scale and
encompasses all our regions in Europe, the Middle East and Africa (EMEA), Asia Pacific (APAC), the
Americas, Greater China, and Japan.
Roles Offered

1.Account Executive
We believe the path for our enterprise customers to achieve more is through
transformation to digital technologies in support of digital business models. Microsoft
has the strongest end-to-end value proposition for digital transformation; our products
and solutions help enterprises engage their customers, empower their employees,
optimize their operations, and transform their products.
You will be the trusted advisor to Microsofts largest Enterprise customers. A strategic
business partner to your customer, you do more than understand your customers
needs: you anticipate them. You provoke new thought in your customer. You help your
customer see the future faster, and in a new and different way.

You pull together the many resources that Microsoft offers, including offerings by our
ISV and SI partners, leading the team to provide your customer with the tools and
resources needed to make a difference in their business and for their customers.

You will be responsible for annual revenue and product/service usage (aka
consumption) targets. You will drive customer satisfaction as measured by the
Relationship Management score. You will achieve year over year account growth by
integrating more services and partner offerings.

Primary Responsibilities of Account Executive

Understand your customers business needs and offer the right Microsoft and Microsoft partner
solutions to meet those needs.
Demonstrate the business value of Microsoft solutions to all lines of business within your
customer(s); and, therefore
Ensure that your customers are using and/or consuming the Microsoft services and products they
have purchased.
Orchestrate the virtual team that supports you in selling and supporting your customer(s). This
includes specialist sellers, industry experts, services support and partners.
Meet your revenue and priority targets by maintaining a strong pipeline and an accurate forecast.

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

Applicants should have:

A relentless focus on the customer and an insatiable curiosity

An understanding of key competitive technologies and/or specific industries
Extensive experience in working with teams (virtual and local)
The ability to articulate the advantages of Microsoft technologies to C-Level and senior business
decision makers
A Bachelors degree with exposure to Information Technology (or equivalent) is required; MBA is
preferred

2.Partner Sales Executive

The Global Partner Sales Executive role exists to manage sales motions with strategic solution
partners at the executive level. These partners provide Microsoft the best opportunity to grow
market share in key product and workload solutions and use Microsoft technology to solve
customer business issues, focusing particularly on consumption. The Global Partner Sales
Executive is the primary outcome owner for building cloud growth through these global partners.

Primary Responsibilities of a Partner Sales Executive

Business Strategy and Planning (20%)

Build a clear vision of Microsoft and Partner Go to Markets, fostering mutual success
Analyze the partners sales capacity, capabilities, and customer base; map them to Microsofts
market opportunities/goals
Co-create and manage a joint Global Partner Sales Plan throughout the year, documenting how
the partner and Microsoft will capture joint business opportunities in selected solution workloads
Create and maintain global level Partner Business Plans and facilitate execution at the local level.
Drive global level Partner Satisfaction, Profitability, Revenue and Customer Success
Drive partner executive engagement, investment planning and QBRs

Work with regional and local PSEs to build a consistent partner GTM, Offerings framework and
landing
Coach local PSEs as needed
Drive partner cloud transformation from the top down.
Run QBR with MS leadership.

Sales Management and Operations (30%)

Develop Global Partner Sales Capacity and Capabilities to Achieve Targets

Emphasize Cloud First cultural adoption within every partners sales force through
company-wide sales training, aggressive sales incentives, and additional rewards for
driving deals involving Cloud; gain partner dedication to train sales professionals in
Microsoft technologies
Inspect sales team quality and work with partner sales manager to develop the
appropriate capacities and capabilities within the team
Create a common sales process language between partners and Microsoft; develop
partner sales team knowledge of resources to advance opportunities
Assure partner attendance at events including Sales Ignite and Worldwide Partner
Conference
Work with local PSEs to build Partner Seller (P-SSPs, P-TSPs, P-LSSs) capacity and
capability to meet sales targets
Engage with local and regional Microsoft teams to support partner expansion to new
geos.

Drive Sales Management and Execution

Lead monthly partner executive ROB to review insights, partner performance against
targets, pipeline, deal progression, and wins.
As part of Sales Rhythm of Business, and established/signed agreements, actively
drive a partners sales review sessions, to include a review of the following:
Sales plan and scorecard commitment (pipeline creation, pipeline velocity and closing
activities)
Pipeline quality and health of the pipeline (coverage, velocity and win rate ratios in
each partner pipeline)
Verifiable outcomes from each stage of solution selling
Ensure effective forecast and pipeline management with local PSEs through clear
accountabilities and an agreed upon ROB
Build and extend partner executive relationships and selling to customers through
partner CxOs
Maximize Customer and Partner Experience (CPE) through strong partner
relationships

Relationship Management (20%)

Build and extend partner executive relationships and selling to customers through partner CxOs
Maximize Customer and Partner Experience (CPE) through strong partner relationships
Drive overall Partner Satisfaction and Profitability
Drive partner executive engagement at the global level and ensure global decisions cascade to
the regional and local levels
Increase partners Microsoft mindshare and commitment

Alignment and Orchestration (10%)

Drive Sales Orchestration and Partner Alignment with Microsoft

Meet with Account Executives to understand the Account Plans for customers that
are within the target of partners; attach partner resources in all phases of sales,
adoption, and deployment
Proactively schedule meetings with the applicable sales teams for segment focus;
articulate the partners Go To Market strategy, sales goals and strategy and work to
create strong relationships with each party
Accelerate cloud sales by leveraging all available bounties, investments & incentives.
Ensuring the partner to develop solutions and services capabilities to drive cloud
consumption
Sustaining partner mindshare versus competition
Identifying gaps with solution offerings and readiness tied to core company priorities

Partner Alignment to Broader Ecosystem

Identify and facilitate connection to other Microsoft strategic or managed partners to

assist with accelerating, growing, and fulfilling the solution/deal proposed

Performance Management (10%)

Define a Rhythm of Business (ROB) - delivered through scheduled meetings, conference calls, or
formal communications - to actively review and manage sales and scorecard targets; includes:
Sales performance for partner across all locations
Providing a single voice to the partner, representing all relevant Microsoft
communications and relevant issue escalations
Driving partner satisfaction by ensuring majority of time is spent with partners;
advocating for Solution Partner in various Microsoft internal meetings/discussions

Self-Development (10%)

Possess an understanding of the Microsoft Platform and Productivity Capabilities, at least at a 100
sales level; if Specialism focused, at a 200 sales level
Articulate a value proposition to align with Microsoft key strategies, products (existing and
available in launch), and licensing programs
Build and manage a growth development plan with Manager; actively evaluate personal business
performance
Review and act upon results from the Profile of Excellence Evaluation (POE); utilize Microsoft
online training courses (Role Guide, Microsoft Career Model)

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

Self-directed, strong business acumen and analytical/ forecasting skills

Understanding of cloud and enterprise licensing sales and solutions
Strategic Thinking & Strategy Development, Teamwork (includes Field engagement and
collaboration), Drive for results, Impact and influence, Organizational Agility, Problem Solving
BA/BS in Sales, Marketing, Business Operations, Computer Science, Engineering or related field
required
Masters degree preferred
Technical Certification preferred
Business and Solution Selling training preferred
Must be able to accommodate X%+ travel requirements and the ideal location is X.

3.Partner Channel Development Manager

The PCDM is a partner channel development role focused on driving cloud business for SMB. This
role is responsible for the health of the cloud partner ecosystem and is measured on meeting the
SMB cloud revenue goals and scorecard metrics. The PCDM roles owns the Cloud SureStep
engine readiness & enablement of cloud partners based on their cloud business maturity. The
PCDM role works with the distribution and reseller partners to scale the engagement and
enablement of the channel, driving cloud reach across all SMB cloud services Office 365, Azure,
Enterprise Mobility Suite (EMS) and CRM Online. The role programmatically drives cloud
frequency (# of transactions) and consumption of cloud services to grow the SMB cloud revenue.
The PCDM is the subject matter expert on all things SMB cloud and v-team leader that owns the
SMB Cloud partner strategy across sales, marketing and partner enablement across existing and
new partner business models (Reseller, ISV, MSP etc.)

Primary Responsibility of Partner channel development manager

Lead the Cloud strategy for SMB for the Area/subsidiary by driving cross-group v-team across
SMB roles, partner marketing, partner readiness and Cloud business leads
Develop and execute Area/Subsidiary plan to meet Cloud Revenue and Subsidiary & business
Scorecard goals drive customer acquisition and success at scale across managed &
unmanaged partners
Develop and execute Area/Subsidiary Cloud usage/consumption, upsell and cross-sell plan that
maximizes Average cloud revenue/customer
Land Cloud Execution at distribution & develop a scalable through disti sales, marketing and
technical readiness engine (Drumbeat)
Collaborate with partner marketing to build marketing development engine for partners
Be the Subject Matter Expert in partner profitability, & partner sales stage aligned enablement
strategy (Cloud SureStep Framework) to accelerate Cloud mix of total SMB revenue
Track Cloud performance across all KPIs for the subsidiary and identify and lead correction of
errors initiatives for SMB
Lead Cloud Solution Provider (CSP) motion across 1T and 2T model for SMB

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

Proven experience of communicating with sales leaders, marketing and technology decision
makers
Demonstrate understanding of: Partner business models, business strategy, cloud solutions,
financial analysis, marketing planning and customer management framework
Possess excellent cross-group collaboration skills with ability to influence across all levels of
organization
Self-driven, results oriented and entrepreneurial DNA
Bachelor degree: Required (Computer Science, similar information technology-related discipline
or Business Administration); MBA desired

4. Account Technology Strategist

Take the opportunity to help reinvent productivity as an Account Technology Strategist. The
Account Technology Strategist is a virtual Chief Technology Officer for our customers and engages
with customer business and IT decision makers to articulate how Microsoft can enable them to
achieve their IT and business goals.
Primary responsibilities of an Account Technology Strategist

Building Trusted Relationships with customer Decision Makers, including their Chief Technology
and Information Officers, and decision makers within the customers business units.

Sharing your broad knowledge of the Microsoft Platform, our competition, and the industry to
create a vision of how Microsoft can be the customers best partner to take their business to new
heights.
Gathering and sharing broad insights about customers and the IT Technology landscape with your
Microsoft colleagues.
Demonstrating technical leadership by working with your team and Microsoft resources to
leverage Microsoft Cloud Technologies to drive Customer Success.
Promote the long-term growth of Microsoft through the adoption and sustained usage of our
cloud solutions by customers.

Microsoft Account Technology Specialists are unique in their:

Broad knowledge of the Microsoft Enterprise Platform and ability to map relevant Microsoft
Technologies to the customers IT and Business needs and priorities.
Ability to build long-term Trusted Technology Relationships that result in solid and meaningful
Strategic Technology conversations.
In-depth knowledge of customers Technology environments.
Ability to ensure that customers benefit from the latest Microsoft Innovations and Solutions.

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

Sales Experience is required.

Experience in Consultative Selling is highly desired.
Extensive experience in working within teams is required.
Experience in Project Management is recommended. Supervisory experience is preferable
Bachelors degree in Computer Science or a similar information technology-related discipline
required. Masters degree preferred.
Certification in sales, sales management, complex sales training, sales methodologies,
presentation skills, and consultative selling preferred.
Additional training or education in Business, Sales or Marketing preferred.
Certification in Microsoft or relevant cloud, data center, or mobility technologies recommended.

5.Technology Solutions Professional

The Technology Solution Professional (TSP) must be the expert source of information for the sales team in
mapping customer business initiatives and strategies to requirements supported with solutions and
strong business justifications. As a TSP, the successful candidate will enjoy one of the most impactful
positions within field sales. In addition to senior level interaction with our largest customers, the TSP will
be a sought after resource by Microsoft sales teams for their leadership in tough competitive situations
while simultaneously working with Microsoft's product development teams to share competitive insights
and recommendations. TSPs will work with Microsoft counterparts to help educate them on Microsoft
offerings, positioning, and joint selling strategies. You will also provide expertise on the business and
technical value of Microsofts public cloud offerings versus the competition.

Primary responsibilities of Technology Solutions Professional

Drive the technical decission at the customer to buy, architect, develop or adopt their solution based on
Microsoft technology:

Explain, demonstrate, and prove in-depth what Microsofts products and services can do and how
to enable and manage them for the largest enterprise customers by driving technical
presentations, demonstrations, ADSs, PoCs and Pilots, leveraging P-Sellers, partners or MCS as
needed
Clear technical, competitive and security blockers to Microsoft technology sales.
Drive architecture and technical discussion to lead cloud security, privacy, and compliance
discussions.

Be the connection and orchestration point for other technical resources:

Provide feedback to sales, marketing, and engineering on current and future product
requirements.
Communicate and escalate technical, architectural and competitive blockers and insight to
their appropriate channel.
Develop partner engagements for driving the sale, deployment, and adoption of Microsoft
solutions.
Orchestrate cross-workload solutions with other technical ressources (internaly and from
Partner) for other Microsoft products and services.

Stay sharp and share your knowledge:

Continuously nurture and expand your technical, sales, and competitive readiness.
Participate in internal Microsoft technical communities and in the broader industry through
events, blogs, whitepapers, and articles for your domain.

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

Excellent Communicator. Strong negotiation, organizational, presentation, product demo,

written, and verbal communication skills required
Executive Presence. Proven experience engaging with senior level executives preferred
Performer. Highly driven person who consistently exceeds goals and expectations required
Collaborative. Able to work cohesively with members of the Microsoft sales & services field,
Microsoft partners, and Microsoft corporate sales, engineering, and marketing required
Productivity architect. Broad knowledge of and ability to explain key end-user scenarios and
technical architecture in the public cloud infrastructure and management space required
Cloud Trust. Demonstrated knowledge of identity, authentication, security, privacy, and
compliance and how they factor into cloud and hybrid solutions preferred
Planning for success. Understand cloud deployment and adoption planning
Technical breadth. Enterprise-scale experience with cloud and hybrid infrastructures, architecture
designs, migrations and management of technology.
Cloud depth. Deep technical experience in one or more of the following areas: Software design or
development, Application Design, Systems Operations / Management, Database architecture,
Virtualization, IP Networking, Storage, IT Security, Linux. Working knowledge with AGILE

development, SCRUM and Application Lifecycle Management (ALM) with one or more of the
following programming languages: .NET, C++, Java, JSON, PHP, Perl, Python, Ruby on Rails,
Pig/Hive
Certifications in domain-specific technologies preferred
Certification in following technology preferred
Certifications in information security desired

6. DX- Partner Business Evangelist

The Developer Experience & Evangelism (DX) organization is looking for a tenacious individual motivated
to lead Microsoft go-to-market and co-sell initiatives to accelerate Azure growth consumption, primarily
with our commercial partners. You will be responsible for ensuring these partners are most successful on
our modern platform by growing consumption of their targeted applications and solutions that accelerate
our cloud platform. In this role, you will have the opportunity to continually adapt your efforts to deliver
the most compelling marketing and promotion activities of 3rd party solutions and drive Cosell motion
with segments and BG in the subsidiary. The ideal candidate will demonstrate exceptional leadership skills
with a combination of product marketing, sales, and partner management expertise.
Primary Responsibilities of Partner Business Evangelist

Manage top partner promotion and go-to-market strategies to accelerate Azure growth
consumption.
Create a strategic GTM plan for your partners to create a high quality and unique partnership
experience
Collaborate closely with local marketing, customer segments, & partner organizations to drive
discoverability & awareness of the partner solutions you manage, both locally & into any
relevant regions WW
Promote top partners in all outbound and inbound marketing opportunities (i.e. web, retail,
store, advertising, social, cross-regional promotion)
Drive a detailed co-sell execution plan targeted at Microsofts enterprise customer base in
coordination with account teams and the partners sales organization
Drive promotion and adoption of partners application through Azure Marketplace
Deliver ongoing market, trend identification, and competitive insights to the organization
Drive partner satisfaction through surveys and various channel feedback mechanisms
Collaborate with Corporate GTM organization to share insights and experience that will help
scale best practices
Have exceptional professionalism and executive presence in dealing with both internal and
external senior leaders
Strong understanding of cloud computing technologies, business drivers, and emerging
trends
Strong network building capabilities across senior executives between Microsoft and our strategic
partners
Exceptional leadership skills, community building and team management skills.
Proven record of growing new businesses and building business relationships with senior
executives

Results driven; strong analytical skills with exceptional verbal and written communication
Exceptional decision-making, conflict resolution, negotiation skills, and follow through

7. Architect- Digital ( Services)

The Architect (Digital) help customers define and deliver Digital Transformation journeys, by
connecting the power of new digital economies, through a collaborative and relationship-based
approach. The Architect (Digital) Dreams, Designs and Delivers transformations programs through
an information insight, industry focus and business transformation experience to help our
customers to change the way they engage with their own customers, to enable them to empower
their employees and to help them to transform their products while they optimize their
operations. The Architect (Digital) bring their expertise, applies leadership, executive maturity and
executive communication skills to remove barriers and helps our customers senior leadership
teams to align better in their shared vision of how their digital transformation vision and journey
looks like. They also drive a program of change to build the digital business and oversee the
execution plan to ensure results

Primary Responsibilities of Architect- Digital (Services)

Digital Advisor- The Architect (Digital) will unlock and accelerate unique customer value creation
at the intersection of business, end user experience and technology to get customers started on
their digital journey. The Architect (Digital) use the Book of Dreams to document customers
digital vision and journey, lead the creation of a digital transformation unit that includes Microsoft
and customer team that will make it happen. The Architect (Digital) develop a Service Delivery
Plan and Implement an Inclusive Design approach to: Reimagine (research, envision, design),
Roadmap (plan, prioritize, produce), and achieve business Results (adopt, measure, realize)
Change Leadership and Adoption- Accelerate customers toward their business goals by
helping them to realize their Digital Transformation vision. Provide experience and leadership
capabilities to ensure a proper digital transformation governance model to lead the change,
measure the progress, track the benefits capitalized and implement executive decisions rapidly
Be a Services Role Model- Strong Leadership of the Architects Community. Build your brand
internally and externally. Mentor other Architects (Digital). Generates a diverse and inclusive
workgroup environment, demonstrating cross group collaboration
Business to Technology Strategy- Drive solutions/design wins by performing Governance across
the portfolio to ensure Quality outcomes. Clearly demonstrates the Domain Delivery Resources
and the One Account team drives return on investment (ROI) for customers and partners whilst
aligning to Microsoft goals
Drive Consumption with the Intelligent Cloud
Modernize Business with Windows 10/Devices/Intelligent Cloud and Reinvent Productivity and
Business Process
Delivery & Operational Excellence
Optimize your Portfolio and Drive Impact

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

Confidence
Cross-Boundary Collaboration
Customer Value Realization
Influencing for Impact
Opportunity Management
Trusted Technology Advisor
Building Customer/Partner Relationships
Product & Technology Expertise
Program Management
Strategic Insight
Value Selling
Bachelors Degree (B.S./B.A.) in Computer Science, Engineering or equivalent. MBA preferred

8. Technical Account Manager

The Technical Account Manager (TAM) plans, manages and reviews the delivery of support services that
drive outcomes aligned to customers IT and business goals. The TAM is also an escalation point, ensuring
the customer receives a world class support experience. TAMs partner with other roles to ensure
customer success in the acquisition, implementation, and usage/consumption of Microsofts cloud
services, with implementation being the specific accountability of the TAM. The TAM develops and
expands strategic customer relationships to grow the Services business and drive larger impact for the
customer
Primary Responsibilities of Technical Account Manager
Category

Responsibility

Align services around people, process and technology

20%

Service Delivery Mgmt

Drive improvement through delivery of goal aligned services.

25%

Service Intro and

Review

Ensure clear customer understanding of services available, and value

delivered

5%

Service Delivery
Planning

Cloud Implementation

Reactive Management
Oppty and Growth
Mgmt

Lead activities that accelerate the customers deployment of cloud

services.
Act as an escalation point for critical service incidents

Identify opportunities for renewing and expanded Premier or MCS

services

% Time

20%

10%

10%

Customer/Partner

Use customer satisfaction results to drive service improvement

10%

Role specific guidance on how the following core priorities apply to this role
Drive Cloud Services through Consumption
Modernize Business with Windows 10/Devices/Intelligent Cloud and Reinvent Productivity and
Business Process
Delivery & Operational Excellence
Optimize your Portfolio and Drive Impact
Experiences Required: Education, Key Experiences, Skills and Knowledge:

Confidence
Cross-Boundary Collaboration
Interpersonal Awareness
Impact and Influence
Analytical Problem Solving
Building Customer/Partner Relationships
Product & Technology Expertise
Project Management
Strategic Insight
Value Selling
Bachelors Degree (B.S./B.A.) in Computer Science, Engineering or equivalent. MBA Preferred

9. Channel Executive

Primary Responsibilities of Channel Executive

Analysis & Insight

Understand the industry, market direction/trends and how are we positioned with the account relative
to our competition
Invest time to gain deep business insight and analytics about the account their addressable market,
current and future strategy, their product and services portfolio, how they monetize with the end
customer and measure that success, their competition and how that maps to Microsoft
Recognize activities/synergies that will influence longer-term relationship
Account Planning
Account Landscape - deep understanding of accounts business use insights gained to create
account strategy and translate to a quality account plan
Account Focus - identify key focus areas for execution
Account Goals - establish clear objectives and measureable goals

Account Strategy - strike appropriate balance between short-term and long-term objectives and
detail key tactics to employ
Account Drivers - define 1-2 Big Bets
Relationship Management
Understand + evangelize Microsoft products/devices/services package & present The Pitch
Develop & execute on account-specific value propositions that link the value of our
products/devices/services with the accounts objectives
Create opportunities and manage co-marketing & programs to drive joint success
Think of relationship management as living process versus a moment in time aspires to Trusted
Advisor status
Map and understand the power base of individuals/teams at the account that will make/influence
decisions with Microsoft
Conditions of Satisfaction (COS) - develop and actively review COS with the account and agree
associated action plans
Elevate accounts visibility and relevance at Microsoft with crisp and insightful internal
communications
Exploit the right opportunities with the right account on the right timelines
Account recognizes value and includes us in business planning cycles and quarterly business reviews
Anticipate competition and have an active plan
Foresight
Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses
Longer-range strategic thinking and planning develops 3-year account plan
Share account and marketplace level insights for Microsoft outcomes
Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the
market
Business Operational Excellence
Accountable for executing account plan to committed metrics - forecast accuracy, revenue
attainment, scorecard, share & Customer and Partner Experience
Orchestrate internal rhythm of business (ROB) and scorecard
Follow-through on commitments
Governance
Lead cross-team collaboration to influence execution (within CCG + larger SMSG org and BGs)

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

Four Year college degree required MBA preferred

Management/virtual team experience
Negotiation at senior level
Building Exec relationships
Sales Strategy
Business alignment
Management competencies
Excellent communication skills
Excellent presentation skills
Strong numeracy and problem solving skills

Good interpersonal awareness

10. Category Manager

Primary Responsibilities of Category Manager

Analysis & Insight

Leverage external analyst data & research to assess industry & market trends
Understand the consumer: behaviors, attitudes and motivations.
Extensive product knowledge of both Microsoft and competitors
Incorporation of new concepts into marketing strategy
Competitive ecosystem positioning
Track sell-in and sell-through data
Understand relevance of software & services in partner portfolio (value proposition, attach hierarchy,
partner profitability etc.)
Drive store by store analyses
Retail Marketing Principles

Develop integrated marketing plans

Strategic marketing objectives in-store and online
Land positioning & messaging in retail
Drive Channel Marketing (LOVED) Execution
Measure execution and ROI
Strategic Business Planning

Create strategic business objectives

Create category planning across all consumer touch points
Coordinate partner segmentation & prioritization
Strategically influence assortment & merchandising
Drive attach to devices
Consultative Leadership

Partner Facing Influence partners with category expertise

Drive the sales motion across the channels
Impact & Influence the product business groups
Drive cross group collaboration

Business Operational Excellence

Execute against retail budgets

Scorecards & KPIs
Demonstrate creativity and entrepreneurial behavior
Drive inventory management
Demonstrate uplift and retail impact at store level
Leverage forecast, demand finding, etc.

Leadership
Display Executive presence and leadership
Motivate the teams through Inspirational leadership
Influence across boundaries that delivers expected results
Provide direct and indirect leadership with outcomes
Impact and Influence w/o Authority to accomplish goals
Develop and coach a diverse and high performing team
Attract, develop and retain key talent
Build and maintain a high performing culture and drive WHI
Identify and implement organizational efficiencies
Drive results through community leadership by sharing best practices and accelerating growth

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

Four Year college degree required MBA preferred

Proven success at business building (business/channel development, entrepreneur, change
management)
Retailer buyer experience and functional depth (marketing, channels, partner-focused)
Partner and market insights
Analysis and data mining to drive insights
Strategic business planning
Forward looking and strategic thinking
Consultative leadership
Business operational excellence
New product launch know how (economics, process, program, skills)
Strong collaboration skills
Courage/risk taking
Leading and thriving in ambiguity
Strong coach and teacher of others

11. Partner Channel Marketing Manager

Primary Responsibilities of Partner Channel Marketing Manager

As a key advocate for the Windows 10 device business in your area, youll help the OEM division and
partners achieve revenue and scorecard goals for Windows, Office, Server and related services. In
partnerships with sales, youll drive commercial & consumer marketing campaign innovation for your local
area, working with partners and segment teams to drive success.
Key Responsibilities:

End-to-End Marketing Strategy and Execution

Work in partnership with sales and engineering teams to support the near and long-term strategy
and establish marketing priorities to enable joint execution of the strategy for your partner or
channel.
Determine market investment focus and priorities for each OEM marketing priority and market
segment for your partners.
Leverage worldwide incentive and investment programs, along with local investments to meet
revenue and scorecard objectives with execution excellence.
Work with Windows Marketing to understand and apply their input and strategies to align
partners and hero devices to Microsoft marketing goals and enable partners to participate in and
amplify Microsofts global campaigns.
Collaborate with Regional Account Marketing Managers (RMMs) and sales to validate the all-up
strategy and get feedback on specific implications for their region.
Leverage existing internal (DMIT, Activation Data) and third-party survey reports (GFK, IDC,
Gartner) to stay current on external market dynamics and gain market insights including market
analysis on the device market at a worldwide level combined with data from sales teams and the
MNA.
Effective and Actionable Partner Marketing Account Planning

Negotiate the joint goals and the discretionary budget with partners quarterly to ensure the plans
capture and reflect the goals and objectives of both Microsoft and partners, allocate and set
performance expectations for marketing investments.
Track investment performance and budget utilization quarterly to drive accountability and ROI,
and proactively identify risks and upside opportunities to make recommendations and
adjustments where needed to better achieve the specified targets.
Collaborate with key stakeholders e.g. OEM Marketing, Windows Marketing, and segments to
best integrate input and resources from various channels into the plans and ensure that
marketing investments from all Microsoft resources are considered.
Customize campaigns for partners organization based on a deep understanding of the local
market and partner business needs for mutual growth.
Monitor execution and results of campaigns to determine effectiveness and adapt guidance and
execution plans in order to optimize execution.
Submit all marketing plans using corporate guidance and processes to ensure compliance and
accountability.
Partner Relationships

Provide marketing leadership with partners, providing guidance on Microsoft branding and
campaigns
Be transparent with the partner and provide consistent, predictable and timely information on
Microsofts marketing strategy and programs what Microsoft is doing and where we are going
to enable the partner to participate in all relevant programs.
Deeply engage with key stakeholders, e.g. Windows Marketing, CCG, SMSP, EPG, Retail, etc.) to
identify opportunities to highlight key partners and hero devices.
Marketing Excellence in Execution

Create joint value proposition and marketing materials to enable the sales teams and partners to
amplify Microsofts device strategy and messaging.

Identify key internal stakeholders to drive awareness and demand for the partners devices across
segments and ensure that segment teams can deliver the value prop for the hero devices for that
segment.
Adapt marketing materials created by OEM Corporate and Windows Marketing to use with
partners to ensure the Windows messaging is emphasized in their campaigns.
Conduct planning reviews on marketing campaigns, including Key Performance Indicators (KPIs)
before the campaign begins, and includes setting expectations for data sharing and reviewing
results together.
Ensure the enforcement of compliance rules for the OEM team, and drive the same through
training and in practice.
Focus discretionary investments to drive sell-through of devices.

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

Be able to effectively drive cross-group communication and cooperation, using strong

Possess a personal passion for marketing, customer relationship marketing, technology, partners

communication, project management, and organizational skills

and satisfaction

Excellent collaborator in driving leadership across partners, segments, Windows Marketing, field
teams and corp teams

Deep marketing thought leadership and knowledge of effective marketing strategies, tactics and
portfolio investments to maximize return on marketing investment Deep ecosystem insight,

including the competitor landscape, emerging trends, knowledge of partner business models,

best-in-class marketing, the Microsoft Partner Network and overall growth opportunities;
Knowledge of OEM, SMB, Enterprise and/or Consumer marketing and selling approaches
Ability to engage and influence at senior levels at Microsoft and partner
Four Year college degree required MBA preferred