Job Category: Sales
Location: Kenya - Non Location Specific, KE
Job ID: 802895-86192
Division: Sales
The Partner Account Manager - Business Solutions is responsible for driving sustainable business growth according to annual local targets (revenue, share and profitability) by managing the relationship between Microsoft and a designated portfolio of Partner organizations mapped to market share growth priorities. The PAM drives short and long term planning processes with all managed partners and during the plan’s execution the PAM provides resources and coaching required of partners to grow their business based on incremental software sales, working to drive demand for Dynamics solutions, build leadership, pre-sales, sales, marketing, project management competence, acquire customer references, and establish technical and implementation capabilities. The PAMs-Business Solutions help focus and manage our Dynamics’ Partners’ execution to ensure profitable growth through software sales and capture market share for both Microsoft and our Partners.
The PAM - Business Solutions becomes a Trusted Business Partner of the partner organizations assigned to the managed portfolio by earning their trust on a continuous basis, through demonstrations of empathy for Partner business issues and concerns, displaying competence in various business business management and sales disciplines and a willingness to lead Partners towards their Microsoft Dynamics’ sustainable business growth. The PAM- Business Solutions also seeks to fully understand certain aspects of Partners’ businesses (such as Sales Management or Business Development) and demonstrates a genuine interest in Partners’ business issues and concerns. The PAM - Business Solutions drives towards business growth and customer value that result in revenue to both Partners and Microsoft by being Partner-centric in all of his/her activities, serving as an ambassador/ advocate for Partners within Microsoft, and accurately representing Microsoft within Partners’ organization. The PAM - Business Solutions is unique from other roles in Dynamics in its overall responsibility for establishing and maintaining the business relationships with Dynamics’ Partners, and ensuring that joint revenue/growth target metrics are set and met/exceeded. In the next three to six months the PAM - Business Solutions will have to demonstrate a greater focus on growing new licensing revenue with Partners who are committed to these growth targets, greater level of orchestration across Sales Organizations (Dynamics, SMS&P and EPG), and a growing emphasis on understanding the different verticals in which Partners and most importantly the potential business growth on those areas.
Experience: 8 - 10 years of related experience
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any? No supervisory or management experience is required. Extensive experience in through-Partner/channel sales/business development, Partner coaching and enablement and extended teaming is required.
Education: Bachelor’s Degree (B.S./B.A.) / Master's Degree / MBA
Field of Study: Business Administration, International business, Business Mangement, Entrepreneurship, Computer Science
Training / Certification: Partner management, Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), Sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, CRM and ERP, Strategic planning, entrepreneurship
Knowledge / Skills:
200 to 300 Level knowledge of the tools and resources used by Partners and customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, Microsoft CRMetc.)
200 Level knowledge in the principal Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies; HR and payroll systems, etc.)
Industry Expertise:
200 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary and the ways in which Dynamics Partner solutions address these
Microsoft Products:
200 to 300 Level knowledge of Microsoft Dynamics solutions
100 to 200 Level knowledge of Microsoft Licensing
100 to 200 Level knowledge of basic Microsoft platform technologies
Job Segments: Business Development, Business Manager, Claims, Computer Science, CRM, CSR, ERP, Finance, Insurance, Management, MBA, Payroll, Pre-Sales, Project Manager, Sales, Software Sales, Strategic Planning, Strategy, Technology
PAM Solutions - ESA
Location: Kenya - Non Location Specific, KE
Job ID: 802895-86192
Division: Sales
The Partner Account Manager - Business Solutions is responsible for driving sustainable business growth according to annual local targets (revenue, share and profitability) by managing the relationship between Microsoft and a designated portfolio of Partner organizations mapped to market share growth priorities. The PAM drives short and long term planning processes with all managed partners and during the plan’s execution the PAM provides resources and coaching required of partners to grow their business based on incremental software sales, working to drive demand for Dynamics solutions, build leadership, pre-sales, sales, marketing, project management competence, acquire customer references, and establish technical and implementation capabilities. The PAMs-Business Solutions help focus and manage our Dynamics’ Partners’ execution to ensure profitable growth through software sales and capture market share for both Microsoft and our Partners.
The PAM - Business Solutions becomes a Trusted Business Partner of the partner organizations assigned to the managed portfolio by earning their trust on a continuous basis, through demonstrations of empathy for Partner business issues and concerns, displaying competence in various business business management and sales disciplines and a willingness to lead Partners towards their Microsoft Dynamics’ sustainable business growth. The PAM- Business Solutions also seeks to fully understand certain aspects of Partners’ businesses (such as Sales Management or Business Development) and demonstrates a genuine interest in Partners’ business issues and concerns. The PAM - Business Solutions drives towards business growth and customer value that result in revenue to both Partners and Microsoft by being Partner-centric in all of his/her activities, serving as an ambassador/ advocate for Partners within Microsoft, and accurately representing Microsoft within Partners’ organization. The PAM - Business Solutions is unique from other roles in Dynamics in its overall responsibility for establishing and maintaining the business relationships with Dynamics’ Partners, and ensuring that joint revenue/growth target metrics are set and met/exceeded. In the next three to six months the PAM - Business Solutions will have to demonstrate a greater focus on growing new licensing revenue with Partners who are committed to these growth targets, greater level of orchestration across Sales Organizations (Dynamics, SMS&P and EPG), and a growing emphasis on understanding the different verticals in which Partners and most importantly the potential business growth on those areas.
Experience: 8 - 10 years of related experience
What type of supervisory or management experience would be necessary to fulfill the job requirements, if any? No supervisory or management experience is required. Extensive experience in through-Partner/channel sales/business development, Partner coaching and enablement and extended teaming is required.
Education: Bachelor’s Degree (B.S./B.A.) / Master's Degree / MBA
Field of Study: Business Administration, International business, Business Mangement, Entrepreneurship, Computer Science
Training / Certification: Partner management, Complex sales training (e.g., Miller Hyman, Spin, Michael Bosworth, Holden, Krauthammer, etc.), Sales methodologies (equivalent to MSSP), presentation skills, effective marketing tactics, negotiation skills, financial analysis, Line of Business applications, CRM and ERP, Strategic planning, entrepreneurship
Knowledge / Skills:
200 to 300 Level knowledge of the tools and resources used by Partners and customers and their Lines of Business (e.g., financial metrics and statements, industry and analyst reports, executive dashboards, Microsoft CRMetc.)
200 Level knowledge in the principal Line of Business or functional applications used in targeted industries (e.g., claims processing in insurance industry and inventory management for distribution companies; HR and payroll systems, etc.)
Industry Expertise:
200 Level knowledge of the specific industry drivers, challenges and opportunities faced by customers in the subsidiary and the ways in which Dynamics Partner solutions address these
Microsoft Products:
200 to 300 Level knowledge of Microsoft Dynamics solutions
100 to 200 Level knowledge of Microsoft Licensing
100 to 200 Level knowledge of basic Microsoft platform technologies
Job Segments: Business Development, Business Manager, Claims, Computer Science, CRM, CSR, ERP, Finance, Insurance, Management, MBA, Payroll, Pre-Sales, Project Manager, Sales, Software Sales, Strategic Planning, Strategy, Technology
PAM Solutions - ESA
Microsoft PAM Solutions - ESA
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