Partner Account Management

Job Description

Responsibilities
The Partner Account Manager role is a key partner sales management role within DPSS focused on the Modern Meeting and Teams devices go to market. This impactful role sits at the intersection of M365 & devices and focuses on capturing worldwide meeting room opportunity and enabling modern meetings with Teams devices. You will have the opportunity to study industry and market trends and products to help build effective strategies to win partners and customers to Microsoft based solutions.
In this DPSS regional role, you will manage a named set of priority partners (e.g. Integrators, Resellers, Distributors) and build & execute joint growth plans to meet or exceed sales of Microsoft Teams Devices in your assigned territory. You will establish long-lasting relationships with senior partner executives by delivering results in a way that earns the trust and respect of those you work with.
Partner Relationship Management (20%)
• Build & maintain strong relationships with executive leaders and influencers to drive Teams Devices hardware, software & services growth
• Establish and maintain a rhythm of the business to regularly review progress against joint priorities and stay up-to-date on partner strategy, priorities and investments
• Develop deep business insights for strategic partners (distribution, integrator, resller) on overall business priorities, addressable market, product and services portfolio and profitability
• Champion on behalf of partners and their objectives with Microsoft
Partner Account Management (40%)
• Lead account plan creation that are strategic, effective and actionable annually
• Clearly articulate partner business opportunity and influence ways to pursue them to grow
• Run quarterly execution plans focused on volume / revenue for Teams Rooms (Standard & Premium) and overall reach, frequency & yield
• Understand the competitive landscape and develop strategies to have partners lead with solutions on Teams and broader Microsoft solution stack (e.g. Microsoft 365)
• Identify, develoip and execute strategies to increase share of Microsoft Teams devices sold through Distribution, Integrator and Resellers. Align with OEM channel executives to develop and execute joint plans to increase sales of Teams based devices
Partner Business Model Transformation (20%)
• Innovate with partners to deliver Room-As-A-Service models
• Identify ways to increase ability of room hardware resellers to transact Teams Rooms Standard & Premium licenses at same transaction
• Work with partners on wrapping of value added serives that help enhance the customer value for Teams Rooms Premium and strengthen the overall go to market
Operational Execution (20%)
• Drive partner enablement and recruitment using the Sure step framework (prepare, recruit, enable, active) led by the Teams Rooms Disti Champ resources
• Maintain clarity on monthly sell-through volume, number of active resellers and average deal size
• Develop and follow new partner recruit with focus on adding new partners with meeting room and video collaboration key competencies. Recruit new partners with large meeting room competitor practices who do not yet have a Teams based practice
• Align internally with OCP Partner Businses Development leads for shared partners
Qualifications
Experiences Required: Education, Key Experiences, Skills and Knowledge:
• Advanced experience in IT, AV or UC industry
• Proven experience in executing partner strategies
• Professional presentor, including soft (presentation) and hard (PowerPoint) skills
• Strong team player
• Strong analytical capabilities to measure business performance and ability to quickly make smart data-driven, business tradeoffs.
• Proven experience in dealing with strategic, complex issues and challenges in a highly-matrixed organization. Experience in working with C-level marketeers of partners and/or customers will be an advantage.
• Experience working at a large global multinational.
• Exhibit high-degree of professional objectivity and awareness, maturity and presence, strong listening skills, world and life perspective and sense of humor. Excellent communication and cross-collaboration skills. Exceptional skill in exerting influence and impact with executives and leaders in the company.
• Highly motivated, results-driven forward thinker who enjoys change management leadership, marketing and sales operations fundamentals. Ideal candidate will learn fast, react in real-time, and move with agility to respond to changing conditions, bringing both marketing and sales teams along on our transformational journey.
• Fluency in Arabic and English required