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We are looking for a service provider professional who has great ideas for executing go to market strategies and plans for service provider channels and who can create ways to promote and better market new Microsoft enabled services through our customers channel. As a PAM Operator, you will be responsible for executing and managing the GTM plan with your Partner. You will also support the Communications Sector sales force and the Industry Marketing Development Manager lead on the account in executing go to market programs and initiatives directly with key strategic large partner accounts. You will be responsible for driving market share and revenue growth for both Microsoft and the Service providers with “service enabled” solutions (such as Microsoft Online - BPOS). You will work directly with the partner’s product, marketing and sales organizations to execute and continue to evolve a comprehensive go to market strategy. You will need to interact with the partner at Director levels and together with the IMDM help sell the partner on Microsoft’s GTM vision.
Success will be measured based on your impact to revenue generated from your partners’ sales and your impact on increasing market share. You will play a role as the Communications Sector’s expert on the end-customer (especially Small Medium Business SMBs), the competition, the account-specific business drivers, our CS partner/Service providers, and competitive & business trends for service enabled solutions. You will have the opportunity to create and execute best of breed programs and promotions that drive results in the marketplace for both Microsoft and our partners.
Team/Department Mission
To drive the MSOnline Syndication Partner Program which is a business model designed for in-depth partnerships between Microsoft Online Services and well-established businesses that offer value added-services that can be bundled with Microsoft Online Service.
The program enables regional and global enterprises such as telecommunications companies, Internet service providers (ISPs) and technology original equipment manufacturers (OEMs) to bundle Microsoft hosted services for sale with their existing offerings to create high value offerings for small and medium business (SMB) customers.
Key Accountabilities
a) Support the assigned IMDM in the overall GTM management of the account.
b) Support the IMDM in the Collaborative analysis of the partner’s market opportunity and joint business case devleopment
c) Support the IMDM Collaboratively to design go to market strategy for your territory based on the overall account GTM plan: Offer packaging with partner services (based on understanding of local market, Microsoft services and partner services); sales strategy (direct, indirect, 2 tier with overlay, use of inside sales, use of 3rd party VARs, etc. and quote to cash prospect flow); sales training strategy, customer prospecting and lead generation strategy.
d) Execute Ongoing Development of Demand Generation strategy and programs for customers: Create account specific strategies and programs which will drive increased revenue and market share for our Service Provider partners
e) Industry Solution Knowledge & Evangelism. Be the internal and external spokesperson for the relevant solution marketing promotions and sales demand programs at external events, tradeshows and high profile PR initiatives
f) Execution of GTM plan. Orchestrate regional marketing and business execution around the relevant program(s) and solution(s), both with the partners regional operating companies and with Microsoft’s local channel organizations.
g) Mange Partner Delivery. Implement, track, and measure “sell-with” marketing tactics, programs and campaigns for relevant solution(s). |
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Bachelors
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7 years + |
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English : Speak / Write Fluently
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open-ended |
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60`000 - 80`000 (Annual salary) GBP |
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EU National |
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Home Counties Reading |
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Previous success and experience in executing revenue and market share growth programs through partner sell-with marketing demand generation programs, value propositions and pricing strategies - ideally in the market for hosting IT applications
Ability to build strong relationships and partnerships with service providers
In-depth understanding and insight to the service provider business challenges, practices, needs and requirements in order to develop strategic planning, development of product/service offerings and marketing initiatives
Cross Group collaboration skills and ability to create great synergy between groups/teams
Successful sales track record of selling to large service providers
Strong program management skills
Strong analytical skills
Results oriented employee who can work independently
Strong written and communications skills (Executive level conversations)
Prior work experience in a marketing capacity promoting service enabled solutions
Potentially Significant travel required depending on the partner you will be working with - >50%
Preferred candidate will have existing relationship experience with top service providers.
Preferred candidate will existing knowledge of Microsoft’s service enabled solutions and Microsoft’s licensing programs for service providers.
Special Requirements/Additional Information e.g. Language Skills |
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At Microsoft, we're motivated and inspired every day by how our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them. We run our business in much the same way, and believe our three core business divisions offer the greatest potential to serve our customers. They are: Platform Products and Services Division: Includes the Client Group, the Server & Tools Group, and the Online Services Group. Business Division: Includes the Information Worker Group, the Microsoft Business Solutions Group, and the Unified Communications Group. Entertainment and Devices Division: Includes the Home & Entertainment Group and the Mobile & Embedded Devices Group
We are committed long term to the mission of helping our customers realize their full potential. Just as we constantly update and improve our products, we want to continually evolve our company to be in the best position to accelerate new technologies as they emerge and to better serve our customers. |
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Microsoft
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