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Job Title: Partner Account Manager: Named
Job Category: Sales
Location: Lagos, NG
Job ID: 823064-101370
Partner Account manager (BASED IN NIGERIA OR GHANA)
The Original Equipment Manufacturer (OEM) business worldwide is chartered with the proliferation of Microsoft intellectual property through the legitimate installation on new systems within the OEM partner community on new systems within the OEM partner community including; Multi-National (MNA), Direct (or Named) and System Builders (SB). Incorporated into this responsibility is overall revenue and unit growth, channel management, reduction of unlicensed PCs and design wins. Success requires internal and external executive level relationship management, alignment of strategic initiatives Microsoft-wide and exemplary cross-group.
The OEM workgroups OEM Named are accountable for management of the OEM Named Partners, as well as partner programs, channel incentives, sales programs, product launches, all measured against respective functional scorecards. It provides strategic leadership across business segments, working in close cooperation with Microsoft’s Business Groups, to create and implement program strategies that drive desired business outcomes and meet the needs of our customers and partners.
Why does the role exist?
The OEM Named PAM is responsible for the execution Microsoft’s Area/Subsidiary and worldwide Named & OEM Reseller strategy. The Partner Account Manager – OEM Named & Reseller delivers account management, marketing, and some operations expertise to Microsoft’s OEM Named & Reseller (System Builders, Resellers, and Sub-Distis) partners and should enable them to drive positive performance and grow their business year over year. The Partner Account Manager – Named & Reseller leverages “One Microsoft” to generate innovation and thought leadership and is responsible for a thorough understanding of the OEM business environment and competition.
How does the role add value?
The Partner Account Manager – OEM Named provides value by:
Creating and executing business plans & Conditions of Satisfaction with partners
Being the key single point of contact for communicating Microsoft strategies and issue escalation.
Representing Microsoft at partner engagements and driving executive level meetings.
Understanding and negotiating the underlying business principles in OEM business at Microsoft.
Being precise about their partners’ value proposition.
Assisting partners with business strategy and go-to-market planning & execution.
Providing a forward-thinking, consultative sales approach.
Helping the Direct partner to be successful by accentuating the positive and by responding to the competitive pressures of their business.
Building and sustaining long term business relationships and becoming a trusted advisor to the partner.
How is role unique from other roles?
The Partner Account Manager – OEM Named & Reseller role is unique in:
It covers the local OEM business spanning DOEM accounts in the Named segment & OEM Reseller channel.
Its near-term sales-focus.
Its generalist nature, serving mostly to small business partners and customers.
Its ability to deal in a variety of business related issues, applying marketing, sales, and technical skills to those challenges.
Its use of data to target and initiate conversations related of UPC (Unlicensed PC), Attach and share.
Named portion of the role ole is unique due to the following:
In-depth business knowledge and broad technical abilities.
Consultative approach in helping partners with future direction.
Design wins and engagement with product planning.
Operates in Compliance with regulatory demands.
Its focus on protecting Microsoft assets.
What are key initiatives and challenges facing this role over the next six months to three years?
The key Initiatives of the Partner Account Manager- OEM Named & Reseller are:
Communication and execution of Area/subsidiary and global Named & ODR strategies.
Proactive management of the right balance of sales rebates and marketing funds to encourage growth in areas that are key for Microsoft in the OEM Reseller channels.
Utilization of the co-op marketing resources through effective use of customer marketing campaigns and promotion.
The key challenges are:
The shift towards laptops/tablets and Multi-National (MNA) consolidation puts pressure on local OEM partners, especially on SBC partners.
Pressure from the low-end from Linux on low Cost PC’s, Piracy, and the growth of services as an alternative business model.
New business models by Microsoft like Cloud Computing changing System Builder partners established competency.
The OEM business faces extreme market pressure due to IT proliferation & introduction of competitive devices to X86 platform & changing business models which require Direct Partners to reinvent their businesses.
The PAM must be able to express how OEM partners are relevant to Microsoft, Champion their partner to Microsoft and vice versa. Connecting partners to the right people in Microsoft.
5 – 8 years of related experience
Bachelor’s Degree (B.S./B.A.)
This role requires:
Strong commercial business acumen and entrepreneurial spirit.
Excellent judgment and decision making skills.
Proficient communication at senior levels internally and externally (and proven impact at these levels).