Regional Channel lead, Pune

Organization: Microsoft
Designation: Regional Channel lead
Location: Pune

Job Profile:
•Responsible for the West region Channel business in the SMB segment.The West region channel team reports to him
•Responsible for managing Large Opportunities with the assistance of a Large Opportunity Manager reporting to him. These LOs will typically be created either by the Telesales team or by a Partner and will involve complex infrastructure, MBS products, competitive situations, license compliance situations, EA or complex solutions involving Server and solution selling. The LOM will engage with both customers and Partners to ensure that the LO in managed in the correct way through to closure. The LOM is "partner independent" and will recommend the best partner for the customer environment working with other MM resources to do this. It is expected that a substantial proportion of the LOM's time is customer facing.

Responsibilities include:
-Managing channel relationships with partner CEOs and Partner Sales and Technical teams.
-Ensure that the channel team reporting to him executes on Business Plans signed with partners. Execute on agreed Go to Market activities with partners.
-Meeting and exceeding West region revenue quota.
-Ensuring a Satisfied Customer and Partner experience
-Winning against Competition.
-People management : Mentoring and career guidance .

Managing LOs created and handed over by Telesales or Partners through to closure
•Manage large opportunities so that we close the revenue within agreed timeframe and the customer is satisfied with the sales process – showing the customer Microsoft "skin in the game"
•Manage competitive sales situations and engage the right resource to win the deal for Microsoft.
•Manage complex opportunities where Server and/or ISV solutions are involved based on our platform.
•Manage larger license compliance issues where necessary.
•Manage EA and complex license renewals
•In all of the situations above the LOM must work with other resources in the Mid Market team and also across the organization so that customer and partner satisfaction are maximized.

Managing relationships between LOM customers and Partners
•Ensure that the LO customer is assigned the right Partner to assist them in their project and liaise with the relevant PAM and/or PEM to make sure this relationship works. Where the customer chooses a non-managed Partner the LOM is expected to work with the partner to make sure they provide the right support for the customer and have access to the right tools from Microsoft to do their job.

Administrative
•Utilize CRM tools (Siebel, etc.)
•Attend meetings, trainings, airlifts, summits, conference calls
•Month end reporting

Competencies:
•Experience in handling Channel relationships, managing channel conflicts , motivating channel.
•Must have delivered successfully for atleast 3 years on a Sales Manager's role
•Keen understanding of consultative solution selling skills, knowledge of service industry, and high medium business acumen a must.
•Successful and proven performance in leveraged sales or business development.
•Teamwork and communication skills are critical, particularly in matrix management organization.
•Provides high-level value in helping groups plan, organize, and coordinate their work effectively.
•Must have been a people manager for at-least 2 years.

Educational Qualifications and Experience:
•8 plus years of relevant experience.
•The ideal candidate will have a BS/BA degree or equivalent work experience combined with a minimum of 8 years relevant sales experience in medium complex customer account environments. Candidate must have a history of successful and proven performance working with companies, dealing with CXO level, and consistently exceeding objectives.
•Required Bachelors Degree (BS/BA) in Business, Marketing or computer-related
•Knowledge of Microsoft's products & channel model.

Reports To: Country Channel Lead

Please send in your profiles to saurabh@hresource.co.in