Microsoft Corporation Consumer and Device Sales Lead, Growth Market organisation in Budapest, Hungary
The Consumer and Device Sales (CDS) organization works with ecosystem partners to build, market and sell a winning portfolio that delights customers and earns fans around the world.
The Device Sales Lead is responsible for:
1) Development of a strong Windows ecosystem, including Multi National Accounts (MNA) and Local Device Partners (LDP). Includes execution, readiness, strategy and investments.
2) Lead end to end device strategy and execution across all Microsoft teams for Consumer, Commercial and Education segments
3) Sell-through and activation of all third party devices across all channels and customer segments (Consumer, Commercial and Education)
4) Sell-in to Local Device Partners across Windows, Office and Server
5) Sell-through of Windows, Office and Server through MNA, LDP and Distribution
6) Category Sales Leadership for Windows Commercial, including Windows Pro and Server
7) Lead CDS / GSMO shared accountabilities, as well as execution of device plays through GSMO
8) Secure the Microsoft ecosystem through the expansion into new device + services categories and workloads per Corporate strategy and local opportunity
The Device Sales Lead ensures that device strategies / initiatives are well integrated into the sales and marketing programs and selling motions, and is supported by the Channel Marketing organization and the Windows Consumer and Office Category Sales Leaders.
The Device Sales Lead drives the execution of these strategies and plans by hiring, developing, directing and empowering sales people, and driving execution and synergies across Category, Channel Sales, Channel Marketing and GSMO.
The Impact You’ll Be Making
1.(25%) High Performing Team: Recruit, manage and develop a team of amazing individuals, creating a coaching culture by designing opportunities to engage teams in the decision-making process to expand their thinking beyond what is comfortable and expedient (reducing silo thinking) for the betterment of the business all-up. Invest time to increase team’s knowledge of industry trends, local marketplace and device and services selling best practices. Model and reinforce all OEM rules of engagement and ensure compliance is observed by all team members in the subsidiary. Ensure efficient and timely communication and cross group collaboration scenarios.
2.(25%) Strategy, Plans and Alignment: Lead joint planning across Microsoft segment teams, Channel Marketing and Category Sales and partners to define competitive device and attach strategies. Integrate third party device strategies and initiatives into segment sales and marketing programs and selling motions. Engage with partners, including silicon and China Technology Ecosystem partners, to align planning motions and develop business strategy/plan for joint investments, activities and key opportunities. Collaborate with marketing teams to map worldwide marketing guidance to the region and cascade to the Device Sales focused team members.
3.(25%) Strong, deep and broad internal Microsoft and external partner relationships: Own and build relationships with Silicon partners as well as the China Technology Ecosystem, to identify opportunities and combine efforts/resources. Foster vision and strategy alignment, cross learning and communication throughout the organization in the subsidiary. Educate across the sub to improve device selling capabilities and provide competitive device leadership insights to commercial and consumer device seller teams. Develop and deepen personal relationships with executives in top OEM accounts to understand their strategic goals and develop joint opportunities. Proactively monitor, problem-solve and escalate issues before they impact partners’ success and satisfaction. Establish partnerships between the different Microsoft commercial groups (EPG, SMSP, OCP, etc.) and Consumer and Device Sales to drive shared accountabilities. Drive competitive device strategies across the subsidiary.
4.(15%) Joint Microsoft/partner market offerings and enhanced partner products and services offerings: Identify the key MNA’s and know their strengths, relevant executives’ business imperatives and strategic goals. Determine which MNA distributors represent the largest quantity of devices shipping in market and align with these distributors either formally with MSFT Authorized OEM Agreements or, informally, leveraging MSFT MNA field resources. Enable third party device manufacturers to move to the could via the Cloud Solution Provider program, delivering device + services offerings across channels and customer segments. Build and implement sales models and ensure marketing engines (digital marketing, incentive models, and promotions) run within distributors and other large scale partners to approach a broad scale of resellers in the ecosystem to buy products with Windows, Office, etc.
5.(10%) Business and operations management: Establish a responsible business rhythm that meets the needs of the team, supports organizational ROB and minimizes random requests that impacts the team engagement in partner-focused activities. Ensure and reinforce all OEM rules of engagement and compliance are observed by all team members and the subsidiary. Analyze and report on the current state of the business to executive management and peer groups.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
•10+ years of experience in a sell-in and sell-through channel management environment, leading a team of technical and non-technical sale individuals through successful agreement cycles and marketing activities with partners.
•Extensive deep channel experience (OEM or Device experience highly desired).
•Strong relationship building and negotiation skills.
•Significant business development experience (deal making).
•Deep understanding of the OEM ecosystem preferred.
•Four Year college degree required – MBA preferred.