Latest Microsoft Jobs Lagos 17th June, 2011- Employment Nigeria

Careers Microsoft

PAM - VAR Email to Friend
Job Category: Sales
Job Location: Nigeria, Lagos
Job ID: 758706
Division: Sales

Partner Account Manager ? VAR
The Partner Territory and VAR Partner Account Manager (?the role?) is a senior geo-based field sales role, designed to lead and direct a strategic territory sales focus on non-managed and tele-managed partners. They are the focal point for Microsoft to the local channel and serve as the ?business evangelist? who activates partners in their assigned territory through a range of 1:many sales enagement activities.

This individual focuses on the following four key responsibilities:

1. To ensure the VARs are equipped to compete effectively to win deals and gain Microsoft share.
2. To evangelize the Microsoft Partner Network to ensure that all VARs are committed to engaging with Microsoft at the right level within the program.
3. Driving the business in their assigned territory, with primary focus on the non-managed and tele-managed resellers, and local disti engagement. Establishing and executing a Geo Engagement Business Plan is crucial to the success of this role.
4. Growing the business though sales coaching, analysis and gap closure strategies, and developing partners? sales and licensing capabilities.
5. Cultivating key business relationships through predictable 1:many engagements and outreach.
6. Driving partner satisfaction through sales expertise and evangelizing the Microsoft Partner Network and self-service resources.
7. To account manage a portfolio of VARs that drive high volume and revenue for Microsoft.
8. To drive the business by developing quality Business and Marketing Plans with key C-level executives within the VAR business.
9. To grow the business and ensure that all VARs have a plan in place to focus on driving cloud services with Microsoft along with their current on-premise business model.

The key traits of a world class Partner Territory and VAR Partner Account Manager include a deep working knowledge of the Microsoft Partner Ecosystem; expertise at developing relationships with broader partner audiences; driving predictable 1:many sales-focused engagements in assigned territory; providing sales leadership across partners, field, and Corp team members; and demonstrating expertise in sales operations to exceed sales plan and correct any gaps.

Key Job Responsibilties
1. Drive the Business ? VAR Engagement:
a. Business Planning: develop and execute account specific conditions of satisfaction (Partner Business Plan) and joint strategies (Partner Solutions Plan) for specific goals which are agreed upon and documented by Microsoft and the VAR.
b. Sales: act as the ?sales manager? and support partners to track pipeline in the CRM systems and close deals for specific agreed upon revenue goals.

c. Marketing: act as ?marketing manager? and support proposed marketing goals including the proper use of channel incentive Coop funding on the right set of activities.
d. Compete: ensure the VARs are equipped with the right tools and resources to compete effectively against every competitive scenario they encounter.
2. Business Planning: Partner Territory Managment
a. Develop Geo Engagement Business Plan in close partnership with TPAMs, DPAMs, and SMB&D Management. Plan will include specific geo-engagement tactics; TPAM reviews of tele-covered partners; strategies to evangelize key offerings, such as Cloud; and plans to close gaps.
b. Sales Leadership: Execute Geo Engagement Business Plan to drive local channel activities and competitive offers to achieve revenue goals. Provide insights to enable accurate forecasts with Sub/Region and TPAM, with attention to data quality. Provide collaborative leadership with TPAMs, DPAMs, TopVARs, Field, and Corp team members.
Local Disti Enagement: Work with Disti PAM to review local/territory aspects of the Partner Business Plan to drive right set of activities for local market to increase channel coverage and capacity. Participate in call downs with top Distis and local Disti offices, provide local market expertise to Distis,and speak and represent MS at local Disti events (e.g. floor days and Boot Camps).
1. Grow the Business:
a. Online Services: lead planning with the VAR focusing on shift to cloud services with Microsoft along with their current on-premise business model.
b. Practice Building: act as ?technical advisor? and evangelize areas of next logical practice that are appropriate for the VAR and ensure the partner is engaged in the right support from Microsoft (training, practice builder) to grow their business with Microsoft.
c. Geo-Coaching: Drive geo- based coaching for TPAMs, and non-managed and tele-managed partners to help them build sales skills and exceed desired business results.
d. Analysis: Leverage GeoOptics and Breadth Analytics to gain insight into local channel. Participate in Territory/Area capacity planning team to determine area capacity and coverage model. Ensure the Geo Engagement Business Plan addresses local gaps.
Develop territory sales and licensing capabilities: Develop sales and licensing capabilities with TPAMs, and within the channel by working with the PSDM, DPAMs/Distis, and Licensing resources.
1. Cultivate Key Business Relationships:
Quality Partnerships at all Levels: Develop and maintain strong business relationships at the local level with key influencers. Utilize executive roundtables, Partner Area Leads, and other local councils to foster relationships with local partner executives.
Geo-Engagement Model: Lead Geo-Engagement Model and outreach through 1:many engagement vehicles and TPAMs (e.g. local press, events, Distis, influencers, International Association of Microsoft Certified Partners, and TopVAR Summits).
1. Drive Partner Satisfaction.
Leadership: Exceed conditions of satisfaction with VARs and the non-managed and tele-managed partner satisfaction goals established in Geo Engagement Business Plan.
Evangelize MPN and Self-Service Resources: Evangelize the Microsoft Partner Network and available self-service resources designed to support non-managed and tele-managed partners (e.g. MPN Portal, LicenseWise, LicenseAdvisor, and GearUp Sales Toolkit).

Job Requirements
5 ? 8 years of related experience
Bachelor?s Degree (B.S./B.A.)
MBA
Successful candidates will demonstrate superior communication skills and confidence, possess excellent cross-group collaboration skills, and have a proven track record of exceeding sales objectives while maintaining exceptional satisfaction

Click to Apply

Source: http://www.employmentng.com/jobs/jobdetails.php?recordID=835

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