Date: May 3, 2013
Location: Nairobi, KE
Job Category: Sales
Location: Nairobi, KE
Job ID: 832487-107865
Division: (Not Division Specific)
The Partner Account Manager- Distribution (DPAM) is the overall sales leader and is accountable for the performance of his distribution partner. That performance is measured against the targets and goals established in the Partner Business Plan and reviewed on a regular basis as part of the account business rhythm (Quarterly Business Review, Mid-Year Review). Targets for the plan are developed as part of the Segment Alignment Workshop (SAW) / Consumer Channels Group (CCG) planning process that supports the creation of the overall subsidiary fiscal year plan, Key Performance IndicatorsKPIs and scorecard metrics for all products and price lines that the partner is authorized to distributes for Microsoft .The plan also includes multi-year breakthrough initiatives in such areas as Consumerization of IT, Annuity Licensing and Renewals, Retail & Commercial Channel reach, Bootable Operating System(BOS) & Office Attach, Hosting and Transformation of the traditional reseller channel to lead with Cloud services. Initiatives will be defined by local leadership or by Corporate Management via the World Wide Sales and Marketing Memos (WWSMM). The D-PAM is expected to work cross segment with respective teams in the subsidiary to lead the planning process, managing it through negotiation, review by all segment leads as well as final sign off by the Distributor. Once in place, the DPAM is accountable for managing the plan to success and meeting the goals that have been agreed to within as well as insuring that Microsoft meets the Conditions of Satisfaction (COS) established with the Distributor.
The Expectation for the DPAM is:
- Holds bold aspirations for the business and himself
- Possesses an entrepreneurial mindset
- Is committed to Sales Excellence
- Positioned as a trusted advisor to the Distribution Executive Team (SMB, OEM/CCG)
- Active collaborator and contributor to the Breadth Channel Strategy
- Driving Transformational breakthroughs in channel reach, Annuity and Renewals, BOS Attach, shift toMulti National Harware Vendors(MNA), Cloud transformation, and Customer and partner Experience (CPE).
Sales Accountabilities:
Achieve or exceed the revenue targets for Distribution on all license and product types Full Package Product (FPP/PKC), Volume Licesning , Academic, Cloud, COEM
Achieve targets for Open Annuity penetration and renewals
COOP utilization and claims @ 100% and marketing efforts tracked to at least a 4X Return On Investment (ROI)
Strong implementation of run rate discipline in place with the distributor
Managing to within 5% +/- of forecast
Robust Cloud sales plan in place for assigned distributors and selling 25% of Office 365 seats and 10% Windows Intune subscriptions through our Channel Developers
Course corrections in place for all Red scorecard metrics and revenue responsibilities aligning Sales, Marketing, Partner and Services
Sales Leadership:
Distribution PAM driving the business with thoughtful plans and demonstrating proactive leadership, business insight and strategic leadership
Distribution PAM a trusted advisor and managing a meaningful QBR ROB?
PAM has a (multi-year) strategic plan in place or in development with the Distributor
Business plan executed on time and with quality via CRM?
Distribution partner plan been updated to reflect 2H business objectives/ MYR feedback
Core SMB/OEM/CCG priorities including Reach, Open Annuity Renewal rates of 80%, Cloud Reseller Activations, AAA and BOS attach % goals met
PAM lives and breathes Sales Excellence and instrumenting the business through the Disti Health Index (DHI),Customer Relationship Management reports (CRM) ,Managed Partner List (MPL), BreadthStrat
Engaged with partner/escalations and sales activities where necessary and appropriate; PAM has the right priority on CPE
Collaboration
PAM is super effective at managing and innovating to solve business problems cross-group ( i.e. Capacity planning, Driving Reach, landing PKC, driving breakthrough plans on BOS attach, readiness, and launch)
Connected at a leadership level in the subsidiary and respected by leadership (Country General Manager, Enterprise, OEM, CCG, Marketing and Operations (M&O),Business Groups BG, and the Partner Group)
DPAM connected to their peers across the Disti PAM community and @Corp- and learning from / contributing to success of the community
Experience - 8 - 10 Years related experience
Education - MBA / Bachelor's Degree
Professional Training and Certification - Business, Territory-Based Selling Strategies, Evangelism, Technical and Sales Certifications i.e becoming a Microsoct Certified Professional (MCP) in Licening.
Knowledge, Skills, and Abilities:
8-10 years’ experience in distribution or major channel account management experience with proven results
Strong understanding of Distributor and reseller channel business model and economics
Understanding how MS Distributors and Partners market/sell to SMB customers
Proven experience developing and executing against long term strategic plans
Ability to engage and influence at the CXO level
Demonstrated cross group collaboration abilities
Strong negotiation and conflict resolution skills
Job Segments: Claims, CRM, Relationship Manager, MBA, Insurance, Technology, Customer Service, Management
Location: Nairobi, KE
Job ID: 832487-107865
Division: (Not Division Specific)
The Partner Account Manager- Distribution (DPAM) is the overall sales leader and is accountable for the performance of his distribution partner. That performance is measured against the targets and goals established in the Partner Business Plan and reviewed on a regular basis as part of the account business rhythm (Quarterly Business Review, Mid-Year Review). Targets for the plan are developed as part of the Segment Alignment Workshop (SAW) / Consumer Channels Group (CCG) planning process that supports the creation of the overall subsidiary fiscal year plan, Key Performance IndicatorsKPIs and scorecard metrics for all products and price lines that the partner is authorized to distributes for Microsoft .The plan also includes multi-year breakthrough initiatives in such areas as Consumerization of IT, Annuity Licensing and Renewals, Retail & Commercial Channel reach, Bootable Operating System(BOS) & Office Attach, Hosting and Transformation of the traditional reseller channel to lead with Cloud services. Initiatives will be defined by local leadership or by Corporate Management via the World Wide Sales and Marketing Memos (WWSMM). The D-PAM is expected to work cross segment with respective teams in the subsidiary to lead the planning process, managing it through negotiation, review by all segment leads as well as final sign off by the Distributor. Once in place, the DPAM is accountable for managing the plan to success and meeting the goals that have been agreed to within as well as insuring that Microsoft meets the Conditions of Satisfaction (COS) established with the Distributor.
The Expectation for the DPAM is:
- Holds bold aspirations for the business and himself
- Possesses an entrepreneurial mindset
- Is committed to Sales Excellence
- Positioned as a trusted advisor to the Distribution Executive Team (SMB, OEM/CCG)
- Active collaborator and contributor to the Breadth Channel Strategy
- Driving Transformational breakthroughs in channel reach, Annuity and Renewals, BOS Attach, shift toMulti National Harware Vendors(MNA), Cloud transformation, and Customer and partner Experience (CPE).
Sales Accountabilities:
Achieve or exceed the revenue targets for Distribution on all license and product types Full Package Product (FPP/PKC), Volume Licesning , Academic, Cloud, COEM
Achieve targets for Open Annuity penetration and renewals
COOP utilization and claims @ 100% and marketing efforts tracked to at least a 4X Return On Investment (ROI)
Strong implementation of run rate discipline in place with the distributor
Managing to within 5% +/- of forecast
Robust Cloud sales plan in place for assigned distributors and selling 25% of Office 365 seats and 10% Windows Intune subscriptions through our Channel Developers
Course corrections in place for all Red scorecard metrics and revenue responsibilities aligning Sales, Marketing, Partner and Services
Sales Leadership:
Distribution PAM driving the business with thoughtful plans and demonstrating proactive leadership, business insight and strategic leadership
Distribution PAM a trusted advisor and managing a meaningful QBR ROB?
PAM has a (multi-year) strategic plan in place or in development with the Distributor
Business plan executed on time and with quality via CRM?
Distribution partner plan been updated to reflect 2H business objectives/ MYR feedback
Core SMB/OEM/CCG priorities including Reach, Open Annuity Renewal rates of 80%, Cloud Reseller Activations, AAA and BOS attach % goals met
PAM lives and breathes Sales Excellence and instrumenting the business through the Disti Health Index (DHI),Customer Relationship Management reports (CRM) ,Managed Partner List (MPL), BreadthStrat
Engaged with partner/escalations and sales activities where necessary and appropriate; PAM has the right priority on CPE
Collaboration
PAM is super effective at managing and innovating to solve business problems cross-group ( i.e. Capacity planning, Driving Reach, landing PKC, driving breakthrough plans on BOS attach, readiness, and launch)
Connected at a leadership level in the subsidiary and respected by leadership (Country General Manager, Enterprise, OEM, CCG, Marketing and Operations (M&O),Business Groups BG, and the Partner Group)
DPAM connected to their peers across the Disti PAM community and @Corp- and learning from / contributing to success of the community
Experience - 8 - 10 Years related experience
Education - MBA / Bachelor's Degree
Professional Training and Certification - Business, Territory-Based Selling Strategies, Evangelism, Technical and Sales Certifications i.e becoming a Microsoct Certified Professional (MCP) in Licening.
Knowledge, Skills, and Abilities:
8-10 years’ experience in distribution or major channel account management experience with proven results
Strong understanding of Distributor and reseller channel business model and economics
Understanding how MS Distributors and Partners market/sell to SMB customers
Proven experience developing and executing against long term strategic plans
Ability to engage and influence at the CXO level
Demonstrated cross group collaboration abilities
Strong negotiation and conflict resolution skills
Job Segments: Claims, CRM, Relationship Manager, MBA, Insurance, Technology, Customer Service, Management
Partner Account Manager- Distribution
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