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Friday 10th February 2012

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Account Manager - Business Productivity Online Services

Overview of Group
The Communications Sector (CS) mission is to partner with our Telco, Media and Hosting customers/partners supporting their efforts to win leadership in new business opportunities and to operate with unparalleled profitability. The CS segment at Microsoft has a strategic focus to grow the Microsoft business beyond the classic enterprise sale and to build a service provider growth channel for the company, which is strategic for our future, as we evolve towards Software+(online)Services.CS covers 3 industries; 1) Network Service Providers (including Wireline, Wireless, Cable and NEPs), 2) Media and Entertainment (including Film, Advertising, Broadcast, Publishing and Music), and 3) Hosting Service Providers (including Network Service Providers in the hosting business and pure-play hosters).

Within the CS team, a critical component of the function is to grow and develop our hosting business, specifically focusing on our Online Services business. Today this mostly concentrates on Microsoft’s Business Productivity Online Services (BPOS) delivered from Microsoft’s Data Centre but over time this will extend to cover many cloud services delivered through syndicated partners (telcos and mobile opcos) as well as Microsoft directly.

The main role of the BPOS PAM will be to manage the multiple partners which will resell BPOS (services delivered from Microsoft’s Data Centre) and Hosting (Services delivered from our Partners’ Data Centre) for Microsoft in Ireland. This will include:
Traditional Microsoft resellers who are moving to cloud services to extend their existing “on-premise” work
SI companies who sell outsourced services and wish to use our cloud offer as part of that environment
Fixed line and mobile operators who wish to offer value-added services into the Irish market leveraging our brand and portfolio
Microsoft Hosting Partners who deliver Services from their own Data Centre

In addition to growing our Hosting & BPOS Business through Partners the BPOS PAM will also be expected to be deeply involved with the end user customers supporting partners in articulating the Software + Services message to drive end user adoption of S+S.

He/she will work closely with the CS team, the IW team and the broader partner team within the subsidiary. The BPOS PAM will be expected to leverage the different assets and skills across this matrixed environment to drive high levels of commercial traction and partner satisfaction with cloud offerings.

Key Responsibilities
Execute a Partner Strategy that captures the market opportunity for hosted services in Ireland and positions Microsoft to compete successfully against other cloud offerings.
Within the overall CS strategy, establish a clear partner model to secure rapid growth for Microsoft in the Irish market
Recommend and leverage partner models from Western Europe and MS Internationally for local market
Add timely and relevant information and critical thinking to the broader strategic-planning process; increase local knowledge to be a BPOS SME to the partner community
Demonstrate sound judgment and appropriate conviction in the face of adversity
Deliver Business Results for BPOS and Hosting in Irish market
Develop and implement execution plan to deliver on strategy with partner focus
Use competitive, customer, and industry knowledge to increase customer segments and partner breadth and to respond to change. Ensure partners understand how to pitch and win competitively in local market.
Provide escalation path for critical deal support to CS Lead and BG Lead for sales success.
Utilize marketing and sales campaigns to effectively drive demand and sales. Work with marketing team to ensure campaign alignment
Produce output that consistently exceeds customer satisfaction standard
Ensure Pipeline Management for partner business is well-managed, disciplined and transparent for CS Lead overall
Ensure discipline in all aspects of sales process, including sales forecasting, pipeline management and partner account planning
Influence improvements to business management systems which result in increased productivity and reliability based on partner and/or local feedback.
Ensure partners have clear and regular communication regarding pipeline expectations and management, that the process is well understood, disciplined and implemented effectively
On-board new partners with appropriate processes, measurement, follow-up and review
Drive monthly/quarterly accountability with partners for revenue and metric commitments
Establish reputation as a Customer and Partner Champion for Microsoft BPOS/Cloud Services
Deliver BPOS/Cloud presentations to customers and partners across both Business and Technical Audiences, leveraging local/area support as required
Act as “voice of the partner” inside Microsoft, ensuring all key programmes and initiatives around cloud services have an appropriate partner angle and support partner aims alongside Microsoft’s
Focus on winning competitive partners from other providers to grow long-term MS revenue
Work with key stakeholders for specific programmes (e.g. Accelerated Partners) to ensure they land successfully (quickly, on budget and track to measurable results) in local market
Ensure that services/programs/products deliver simple, high-value experiences that exceed customer/partner satisfaction year over year. Recommend specific plans based on feedback which are likely to drive better performance from local partners
Fully understand customers and partner priorities and business needs, consistently influence customer/partner decision making and thereby drive revenue growth in subsidiary/area or market
Recommend partner work for case studies to marketing teams.
Ensure partners have appropriate readiness and support to drive success in Irish market
Work with partner readiness teams at local/regional level to ensure appropriate readiness courses (sales, technical, licensing) execute for BPOS partners in Irish market
Be subject matter expert for sales and technical queries for partners in Ireland
Act as primary contact for escalations regarding readiness, product queries and support mechanisms.
Develop technical knowledge of Microsoft cloud offerings vs.competition and ensure partners can articulate. Work with product owners to share updates quickly.
Ensure partners understand all support materials (commercial and technical) available to them.
Work with local product owners (IW) to highlight gaps/issues with products and solutions to resolve appropriately

Knowledge, Skills and Experience
Degree required, Masters preferred in Business or related studies e.g. Information Technology
Proven significant related experience in IT or communications industry sales and sales management
Experience should include at least 2 years in SAAS/cloud environments
Previous Revenue Accountability, ideally in partner facing role
Market expertise with demonstrated track record of working with and through partner organizations
Understanding of the CS ecosystem: customers (telco, hosting, M&E) and partners (ISVs, SI’s etc.)
Thorough industry and technical marketing knowledge of hardware, systems software, applications and peripherals.
Knowledge of SAAS implementations and migrations from on-premise work
Strong business acumen with partner links: budgeting, revenue management, business planning, organizational development, strategic thinking, etc.
Ability to drive success in a matrixed environment; strong cross-group collaborator

Competencies
  • Strategic Sales Leadership
  • Vale Selling
  • Impact & Influence
  • Cross Group Collaboration
  • Drive for Results
  • Product & Technology Expertise
  • Build Customer & Partner Relationships

Microsoft‘s equal employment opportunities policy
http://www.microsoft.com/ireland/careers/equalopportunities/default.mspx

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