Partner Account Manager Job

Job Category: Sales
Location: St Petersburg, RUSSIAN FEDERATION
Job ID: 764280-48035
Division: Sales

Microsoft Russia is looking for Partner Account Manager, responsible for Solution Partners, in North-Western Region.

Tthe focus and a general description of the work:

* PAM Solution, a Partner Sales Team role, is a part of Microsofts Small and Mid-market Solutions & Partners (SMS&P) group.

* Partner Sales is an indirect sales model based on effective recruitment, development, management and support of the indirect channel which sells cross customer segment.

*The Solution PAMs focus in on solution partners, such as consultancies and solution integrators.

Why does the role exist?

The PAM Solutions key individual accountabilities are focused on the solution workload revenue their managed partners drive as well as deployment of Microsoft Solutions.

How does the role add value?

PAM Solution coordinates efficient and effective attachment of Microsoft partner resources for sales, technical development, training, marketing and business development of the managed partner.

Key accountabilities of this role are:

1. Build the partner commitment to Microsoft: Business Development Planning Effective multiyear Partner Business Plan (PBP). Coaching and guiding the Partners leaders to develop, grow and operate a Microsoft solution focused business.

2. Build partner capacity: Revenue Planning Development of Partner Solution Plans (PSP) clearly outlining Microsofts commitment to the partners growth and the partners commitment to Microsoft revenue.

3. Grow partner influence and sales of Microsoft solutions: Revenue Planning Visibility into the partners Microsoft pipeline and delivering resources needed to assist them with moving the sale to close. Effectively, managing and coaching the partner sales teams in closing Microsoft opportunities.

4. Build and maintain high trust relationships and loyalty with managed partners: Relational Management Planning Personal contact with all levels within the managed partner, delivering proper Microsoft partner resources, and being the conduit to a user friendly One Microsoft relationship for the managed partner.

How is role unique from other roles?

The role presents a special challenge in that the Solution Partners they manage, for the most part, account for little or no directly sold Microsoft license revenue. Rather, theses partners influence the purchase, the implementation and the deployment of Microsoft licenses. Nonetheless, it is revenue the partner brings to the table for Microsoft, regardless of the eventual procurement medium, the Solution PAM and Partner is measured on. This balance of focus is very unique. Key to the role is being value add to the Solution Partner, gaining trusted relationship status. Through their relationship, the PAM Solution gets insight to the Partners business and gains the loyalty of the Solution Partner. This trusted relationship influences the Solution Partner to grow and add Microsoft solutions to their solution portfolio.

What are key initiatives and challenges facing this role over the next six months to three years?

The key initiative and challenge is measuring the managed Solution Partners and Solution PAMs contribution to the success of Microsoft. The goal is to have the correct portfolio of managed partners to ensure the best impact on the partners business and achieve the sales goals of Microsoft.

Key Requirements:

* A passion for technology

* Measurable Consultative solution selling success

* Strong account management and business planning skills

* Domain expertise of the Solution market and partner landscape in relation to Microsoft solution offerings

* Demonstrates an understanding of the Sales Process components that include Product and Services Strategies, Channel/Partner Relationship, General Licensing, Third Party Offerings and Competitive Landscapes

* Delivers articulate, effective and audience appropriate presentations for Solution products/technologies, strategies and initiatives, generating excitement and enthusiasm for Microsoft products and technology.

* Teamwork and communication skills are critical to all hierarchical levels in a business, Executive, management, sales and technical.

* Can manage conflict and escalate the problem when needed.

* Consistently displays excellent organizational, communication, project management, negotiation, and problem solving skills

* Native Russian and Fluent English

* Higher Education

Unspecified

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