Partner Territory Manager - Microsoft- Santiago, CL (Chile)

Partner Territory Manager

Microsoft- Santiago, CL (Chile)

Job Description

Job Category: Sales
Location: Santiago, CL
Job ID: 832161-107791
Division: Sales


The Partner Territory Manager (PTM) is a geo-based field sales role, designed to lead and direct a sales motion within a given territory focused on the non-managed partner segment (NMP). Non-managed partners are not covered by other field Partner Account Manager (PAM) managed resource and primarily are engaged programmatically or via an authorized Microsoft Distributor. Sales goals are achieved through the recruiting, activating and managing the performance of territory partners @ scale within the given territory. Specifically, expectations for this role are:
Bold aspirations for the business and yourself
Entrepreneurial mindset
Sales Excellence
Trusted advisor to partners and industry leaders in the territory
Active collaborator and contributor to the Breadth Channel Strategy
Transformational breakthroughs in Non Managed Partner(NMP) activation, Annuity and Renewals, Cloud transformation, and Customer Partner Experience (CPE)


Through this scale selling motion, the PTMs are accountable for attaining Small and Medium Business (SMB) Volume Licensing Hosting and Cloud Services territory revenue and share goals.

A world class PTM will bring together deep understanding of Microsoft’s products and licensing with an equally deep understanding of the given market opportunities and dynamics in territory to the benefit of the partners. The PTM looks at the partners in his given territory as a portfolio that should be built with a view to the required capacity and capability for products and workloads that is needed to achieve the territory plan objectives and works to fill any gaps identified. The PTM’s key partner in landing these benefits and activating the territory is the Microsoft distributor. The PTM aligns his efforts to the distributors go to market strategy and leverages that partner’s resources, especially CO-OP and COOP driven events, programs and promotions to activate the channel partners in territory to sell the latest Microsoft technologies in demand by SMB customers. A PTM should establish a milestone-driven Rhythm of the Business (ROB) with the Disti. This coordination creates a strong pull through motion in market that benefits Microsoft, the distributor and ultimately the partners in reaching end customers in the SMB segment.

1. Sales Accountabilities:- Business Planning: Develop Geo Engagement Business Plan in close partnership with Distributors, Partner Segment Marketing Managers, Distribution PAMs, Original Equipment Manufatcuring Division (OEM), and SMB Management. Plan will include specific geo-engagement tactics; strategies to evangelize key offerings, such as Cloud; and plan to close gaps.
- Sales Leadership: Execute Geo Engagement Business Plan to drive local channel activities and competitive offers to achieve revenue goals. Provide insights to enable accurate forecasts with Sub/Region, with attention to data quality. Provide collaborative leadership with TPAMs, DPAMs, Top Value Added Reseller, Field, and Corp team members.
- Local Disti Engagement: Work with Disti PAM to review local/territory aspects of the Partner Business Plan to drive right set of activities for local market to increase channel coverage and capacity. Participate in call downs with top Disti and local Disti offices, provide local market expertise to Disti, and speak and represent MS at local Disti events (e.g. floor days and Boot Camps).

2. Business Development:
- Geo-Coaching: Drive geo- based coaching for non-managed and partners to help them build sales skills and exceed desired business results.
- Analysis: Leverage GeoOptics and Breadth Analytics to gain insight into local channel. Participate in Territory/Area capacity planning team to determine area capacity and coverage model. Ensure the Geo Engagement Business Plan addresses local gaps.
- Develop territory sales and licensing capabilities: Develop sales and licensing capabilities within the channel by working with the Partner Skills Development Manager (PSDM), DPAMs/Distis, and Licensing resources.
- Quality Partnerships at all Levels: Develop and maintain strong business relationships at the local level with key influencers. Utilize executive roundtables, Partner Area Leads, and other local councils to foster relationships with local partner executives.Leverage Microsoft Partner Network (MPN) benefits to land loyalty and capability in the NMP reseller channel
- Geo-Engagement Model: Lead Geo-Engagement Model and outreach through 1: many engagement vehicles (e.g. local press, events, Disti, influencers, International Association of Microsoft Certified Partners, and TopVAR Summits).

3. Partner Satisfaction:
- Leadership: Exceed non-managed and tele-managed partner satisfaction goals established in Geo Engagement Business Plan.
- Evangelize MPN and Self-Service Resources: Evangelize the Microsoft Partner Network and available self-service resources designed to support non-managed and tele-managed partners (e.g. MPN Portal, License Wise, License Advisor, and Gear Up Sales Toolkit).

Requirements
Degree in Commercial Engineering (B&A) or Industrial Engineering
Less than two years of experience
Advanced level of English

Microsoft is an equal opportunity employer and supports workforce diversity.

Company Description

AMAZING THINGS HAPPEN HERE!

At Microsoft, we're about helping customers realize their potential. From gamers to governments, moms to mega-corporations, we serve just about every kind of customer, all over the globe.

Many people think Microsoft = software. We do do software-but we also do hardware, services, research, and more. We work on PC operating systems and applications-like Windows and Windows Live. Products for IT professionals and developers-like Windows Server and Visual Studio. Online services such as Bing and MSN. Business solutions like Office and Exchange. And devices like Xbox, keyboards, webcams, and mice. We're passionate about what we do.

What this means if you come to work here is opportunity-to do things that make a real difference in millions, even billions, of lives. To reach your potential. So why not take a closer look at Microsoft? We think you'll find that amazing things really do happen here.Microsoft

Additional Information

Posted:

April 4, 2013

Type:

Full-time

Experience:

Not Applicable

Functions:

Sales

Industries:

Computer Hardware, Computer Software, Information Technology and Services

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