中途採用/Commercial Channel Executive - Japan
仕事内容
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses and lastly, to making a difference in the lives of each other, our customers and the world around us. You can help us build our culture and achieve our mission. (https://careers.microsoft.com/mission-culture)
The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.
Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.The regional sales team within DPS, Device Partner Solution Sales (DPSS), mission is to maximize the intelligent edge and intelligent cloud opportunity with device builders and device channel partners.
The Regional Commercial Channel Executive role is a key partner sales management role. This impactful role sits at the intersection of Microsoft 365 & Devices and leads regional Enterprise sales execution designed to accelerate sales of modern Windows devices.
In this high impact sales role you will collaborate externally with key device partners (OEMs, Distributors, Resellers) to meet or exceed sales of new Windows devices in your assigned territory. You will also lead device partner co-sell between external device partners and internal Microsoft sales teams.
Responsibilities
Accelerate New Commercial Device Sales (50%)
DPSS regional subject matter expert who helps key partners develop a winning commercial sales strategy
Proactive partner enablement on key sales priorities including frontline worker enablement & endpoint modernization
Lead sales & technical presentations, demonstrations, workshops to explain, and help partners understand how to prove Microsoft solution capability to end customers
Position & help others articulate the value of Windows & Microsoft 365 to drive customer intent for Windows vs. competitors
Lead Microsoft 365 & Partner Device Co-Sell Motion (30%)
Act as regional point of contact for Microsoft sales teams where 3P OEM partner device sales resource is required
Orchestrate partner engagement and ownership for most deals, while owning strategic, large and compete deals as neccesary
Identify large, competitive, partner-led, commercial deals and engage the Microsoft sales team for joint M365 & Windows Endpoint sales motions
Enable partners to develop co-sell ready solutions and educate internal/external stakeholders on how the co-sell process works
Generate partner co-sell customer evidence through public case studies, cutomer evidence connected to lighthouse wins
Keep Knowledge Current, Share What you Know & Learn from Others (20%)
Continuously develop and expand sales, industry, technology, and competitive knowledge
- Windows, Microsoft Endpoint Manager (MEM), Autopilot, Microsoft Managed Desktop (MMD), AVD + Virtualization Technologies
Key competitor go to market, positioning, strengths and weaknesses
OEM & Channel partner economics and market trends
Report patterns across individual deals and summarize meaningful insights back to the business to help address growth blockers
Identify commercial device portfolio gaps and deliver clear internal feedback to appropriate stakeholders
Participate in relevant Microsoft, partner and broader industry sales communities through events, blogs, whitepapers, training & articles
1085065
応募資格(必須経験など)
Qualifications
Professional, Sales & Technincal
Experienced. 5+ years of related sales experience with preference to the Windows & Cloud Management technologies
Technical. Preferred certifications MS-900, MD-100, MD-101, or proven learning on Endpoint Manager, Intune and Autopilot
Influential. Significant experience delivering persuasive business case & presentations to executive business decision makers.
Collaborative. Work cohesively with members of the Microsoft sales field as well as OEM and Channel sales partners
Partner Sales. Exceptional channel sales business development and solution selling with/through partners
Education - BS/BA degree is required or equivelant experience