Channel Executive Retail

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Требуемый опыт работы: более 6 лет

Полная занятость, полный день

Direct Reports: 1-10 (depending upon market size)Indirect Reports: 1-20 (depending upon market size)
Joining The Microsoft Team Means:
Microsoft has always believed in the transformative power of technology. From the initial vision of placing a personal computer on every desktop and in every home, to empower every person and every organization on the planet to achieve more. Our mission is grounded in both the world in which we live and the future we strive to create. Today, we live in a mobile-first, cloud-first world, and the transformation we are driving across our businesses is designed to enable Microsoft and our customers to thrive in this world. In this role, you will collaborate and drive consumer experiences while contributing to Microsoft’s continued transformation. We are committed to making technology that conforms to the needs and preferences of the individuals that use it, not the other way around. We are looking for individuals that want to work with driven and passionate people that are consumer obsessed to inspire them to choose, buy, and love Microsoft products and services in a mobile first, could first world. This is the essence of the Consumer Channels Group. The only question remaining is are you up for it?
The Impact You’ll Be Making.
Analysis & Insight
• Understand the industry, market direction/trends and how are we positioned with the account relative to our competition
• Invest time to gain deep business insight and analytics about the account – their addressable market, current and future strategy, their product and services portfolio, how they monetize with the end customer and measure that success, their competition and how that maps to Microsoft
• Recognize activities/synergies that will influence longer-term relationship
Account Planning
• Account Landscape - deep understanding of accounts business – use insights gained to create account strategy and translate to a quality account plan
• Account Focus - identify key focus areas for execution
• Account Goals - establish clear objectives and measureable goals
• Account Strategy - strike appropriate balance between short-term and long-term objectives and detail key tactics to employ
• Account Drivers - define 1-2 ‘Big Bets’
Relationship Management
• Understand + evangelize Microsoft products/devices/services – package & present ‘The Pitch’
• Develop & execute on account-specific value propositions that link the value of our products/devices/services with the accounts objectives
• Create opportunities and manage co-marketing & programs to drive joint success
• Think of relationship management as living process versus ‘a moment in time’ – aspires to ‘Trusted Advisor’ status
• Map and understand the power base of individuals/teams at the account that will make/influence decisions with Microsoft
• Conditions of Satisfaction (COS) - develop and actively review COS with the account and agree associated action plans
• Elevate account’s visibility and relevance at Microsoft with crisp and insightful internal communications
• Exploit the right opportunities with the right account on the right timelines
• Account recognizes value and includes us in business planning cycles and quarterly business reviews
• Anticipate competition and have an active plan
Foresight (
• Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses
• Longer-range strategic thinking and planning – develops 3-year account plan
• Share account and marketplace level insights for Microsoft outcomes
• Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the market
Business Operational Excellence
• Accountable for executing account plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience
• Orchestrate internal rhythm of business (ROB) and scorecard
• Follow-through on commitments
• Lead cross-team collaboration to influence execution (within CCG + larger SMSG org and BGs)
Who we’re looking for…
Experiences Required: Education, Key Experiences, Skills and Knowledge:
• Four Year college degree required – MBA preferred
• 10 years plus selling experience in a retail environment
• Managed key strategic partnerships with FTSE 100 retail business
• Experience managing a business of $50m+
• Management/virtual team experience
• Negotiation at senior level
• Building Exec relationships
• Sales Strategy
• Business alignment
• Management competencies
• Excellent communication skills
• Excellent presentation skills
• Strong numeracy and problem solving skills
• Good interpersonal awareness
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Вакансия опубликована 11 января 2017

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