งาน Partner Sales Executive – Microsoft

Account Planning and Strategy

• Works with appropriate virtual team members and the customer to target a multi-year business plan for Microsoft solutions, and proactively engages partners where relevant to drive co-selling success.
• Ensures that Services or partners are prepared for implementation, so that the customer realizes the full value of the Microsoft investment.
• Results are demonstrated by the creation and internal approval of a plan for a complex account, or multiple accounts, that includes accurate data and insights, and by customers realizing the business value of using Microsoft solutions.

 

Customer Relationship Development

• Leverages his or her network to develop new, strategic relationships at the executive level, across varying lines of business.
• Gains knowledge of customer business priorities, and/or drivers, and positively articulates the value of Microsoft solutions within that context.
• Results are demonstrated by an understanding of the business, customer, and industry landscape, and by positive customer/partner satisfaction results in relevant surveys.

 

Business Value Selling

• Uses Microsoft solutions and industry solution maps to solve customer business and technology issues.
• Ensures that execution plans are well-designed and communicated and that customers are prepared for implementation.
• Actively engages partners to highlight the value of Microsoft software and partner solutions and services for a line of business.
• Results are demonstrated by customers realizing business value through positioning Microsoft and partners as a preferred solution provider.

 

Industry/ Competitive Knowledge

• Compiles industry and competitor information on customers, and builds a Microsoft and/or partner solution to meet their needs.
• Demonstrates proficiency in communicating competitive and industry trends within specific industry networks.
• Results are demonstrated by using an understanding of both Microsoft and customer issues to establish a foundation for future opportunities in competitive situations.

 

Account Team Leadership

• Demonstrates an enhanced understanding of partner resources and their ability to provide solutions (for example, CRM). Identifies partners to receive opportunities.
• Works with and builds a virtual account team. Ensures that all account team members are versed in the customer’s initiatives.
• Understands internal Microsoft operational needs to provide leadership support to resolve conflict and offer proactive solutions. Seeks out best practices from peers in other geographies.
• Results are demonstrated by plans and strategies that reflect the account team’s collective customer expertise, quick agreement on goals, individual accountability, and positive team feedback in relevant surveys.

 

Business and Opportunity Management

• Grows revenue and/or units, and identifies opportunities for multiple products, devices, services, or solutions, across multiple accounts.
• Manages the pipeline and resources by using the appropriate segment sales process (for example, co-selling with Partner resources).
• Results are demonstrated by meeting or exceeding targets within the appropriate segment sales process (for example, revenue, market share, and forecast accuracy).

 

Account Planning and Strategy

• Works with appropriate virtual team members and the customer to target a multi-year business plan for Microsoft solutions, and proactively engages partners where relevant to drive co-selling success.
• Ensures that Services or partners are prepared for implementation, so that the customer realizes the full value of the Microsoft investment.
• Results are demonstrated by the creation and internal approval of a plan for a complex account, or multiple accounts, that includes accurate data and insights, and by customers realizing the business value of using Microsoft solutions.

 

Customer Relationship Development

• Leverages his or her network to develop new, strategic relationships at the executive level, across varying lines of business.
• Gains knowledge of customer business priorities, and/or drivers, and positively articulates the value of Microsoft solutions within that context.
• Results are demonstrated by an understanding of the business, customer, and industry landscape, and by positive customer/partner satisfaction results in relevant surveys.

 

Business Value Selling

• Uses Microsoft solutions and industry solution maps to solve customer business and technology issues.
• Ensures that execution plans are well-designed and communicated and that customers
• are prepared for implementation.
• Actively engages partners to highlight the value of Microsoft software and partner solutions and services for a line of business.
• Results are demonstrated by customers realizing business value through positioning Microsoft and partners as a preferred solution provider.

 

Industry/ Competitive Knowledge

• Compiles industry and competitor information on customers, and builds a Microsoft and/or partner solution to meet their needs.
• Demonstrates proficiency in communicating competitive and industry trends within specific industry networks.
• Results are demonstrated by using an understanding of both Microsoft and customer issues to establish a foundation for future opportunities in competitive situations.

 

Account Team Leadership

• Demonstrates an enhanced understanding of partner resources and their ability to provide solutions (for example, CRM). Identifies partners to receive opportunities.
• Works with and builds a virtual account team. Ensures that all account team members are versed in the customer’s initiatives.
• Understands internal Microsoft operational needs to provide leadership support to resolve conflict and offer proactive solutions. Seeks out best practices from peers in other geographies.
• Results are demonstrated by plans and strategies that reflect the account team’s collective customer expertise, quick agreement on goals, individual accountability, and positive team feedback in relevant surveys.

 

Business and Opportunity Management

• Grows revenue and/or units, and identifies opportunities for multiple products, devices, services, or solutions, across multiple accounts.
• Manages the pipeline and resources by using the appropriate segment sales process (for example, co-selling with Partner resources).
• Results are demonstrated by meeting or exceeding targets within the appropriate segment sales process (for example, revenue, market share, and forecast accuracy).