Job Description
Job Category: Sales
Location: Lagos, NG
Job ID: 809123-93559
Division: Sales

Microsoft is in a unique position as the technology industry’s leader in its commitment to the channel. Are you interested in joining a team of individuals who are making significant impact with Microsoft Partners?
The Partner Account Manager (PAM) is a critical leadership role within the partner ecosystem at Microsoft.
The PAM is a strategic business development role based in new and emerging markets or geo-dispersed sales locations driving revenue across various partner types including transactional (Value Added Reseller), Scale Reseller or solutions (systems integrator) partner. This senior sales and marketing individual is responsible for the overall channel sales strategy and development for the targeted geography. Success in this role is dependent on driving proactive, comprehensive channel development, sales and marketing planning, sales execution and channel incentives management. Given Microsoft’s immediate focus on Online Services, the PAM will also need to be a major change agent, have impact and influence with a high degree of autonomy, energy, flexibility and the drive to create real and measurable business results.
The PAM role focuses on the following 5 key responsibilities:
1. Lead channel business development and partner segmentation and selection across entire geography or new market.
2. To account manage a portfolio of Partners that drive revenue, strategic wins and deployment for Microsoft.
3. Drive the business by developing quality Business, Marketing and Technical Plans with key C-level executives within the Partner business.
4. Grow the business and ensure that all Partners have a plan in place to focus on driving Microsoft Online Services along with their current on-premise business model (where applicable).
5. Ensure the Partners are equipped to Compete effectively to win deals and gain Microsoft share.
Describe the focus of your work group and a general description of the work performed by the workgroup. Microsoft’s Small and Mid-market Solutions & Partners (SMS&P) group has a sales model based on effective development, management, and support of an indirect sales channel. The key goal within the SMSP workgroup is to ensure Microsoft’s valuable partners are supported to drive a measurable sales impact and customer and partner satisfaction with Microsoft. The key goal of the PAM is to provide strategic channel leadership for the local geography, working in close cooperation with our product and customer teams to ensure the Partners are set up for success to deliver desired business results with their customers.

Why does the role exist? PAM provides the depth of sales and execution engagement needed for portfolio of the Top partners in a new or emerging geo, that drive a high volume and revenue business for Microsoft. The role provides the deep integration needed within the top partner portfolio to drive the targeted growth for Microsoft in the SMB customer segment. The role also has the expertise to help identified partners build solution practices.

How does the role add value? PAM is responsible for delivering targeted revenue growth for SMB customer segment and also build partner sales capacity for strategic SMB solutions through sales and execution excellence. The role also provides expertise in understanding partner sales execution in the SMB segment. The role provides critical partner audience expertise within a given customer segment in a select geography or new market. This role has the huge responsibility of supporting the planning process including local Quarterly Business Reviews and also the day-to-day sales and marketing activities and key business relationships with an end goal to drive a profitable business relationship for Microsoft.

How is role unique from other roles? This role focuses across partner types (LAR, Distribution, VAR and SI) and is the only role meant for emerging markets or new geographies. The individual will focus on all segments and partner types and will define channel priorities aligned to local business priorities set by the local country manager/regional headquarter

What are key initiatives and challenges facing this role over the next six months to three years? A key challenge for this role is the ability to support the partner across varying pricing levels. As partners adapt to the changing market trends, PAM is key to help the partner understand the opportunity as well as enable the partner to develop sales capabilities in Microsoft Online Services and when applicable 3rd party hosting. In addition, the PAM needs to broadly understand Volume Licensing & How To Buy scenarios plus other channels that impact the point of sale and partner profitability.

Experience: 5 - 8 years of related experience
Education: MBA / Bachelor’s Degree (B.S./B.A.)
Training and Certificates: Business Training, Solution Selling & Technical Certifications
Know;edge and Skills: Successful candidates will - Demonstrate superior communication skills, Possess excellent cross-group collaboration skills, and Have a proven track record of delivering high quality presentations



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