中途採用/Device Partner Solution Sales Lead - Japan
仕事内容
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners. Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.
The Device Partner Solution Sales (DPSS) mission is to Maximize the intelligent edge & intelligent cloud opportunity with device builders and device channel partners, while delivering world class partner experiences and sales & marketing execution across the device partner ecosystem
Our Device Partner Solution Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and the Global Sales & Marketing Organization (GSMO). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation.
The Device Partner Solution Sales Lead is the all-up business owner for the Region DPSS P&L comprised of the local revenue, developing the market and compete insights by segment, product and channel to deliver sustained world class sales performance & growth through all the regional partners and channels, including and all “3rd party” devices sell through activations while fostering transformation across the ecosystem aligned to the strategy.
The DPSS lead will operate across the organization boundaries & functional teams to ensure full alignment across Device Partner Sales (DPS) and with both Global Sales & Marketing (GSMO) and Consumer Channel Sales & Marketing (CCSM) leadership in close cross team collaboration focused on the key opportunities to drive the device assortment & solutions offerings, & accelerate the revenue growth & health of the business.
Through strong executive presence and though sales and business leadership develop the key partner executive c-level relationships & with a growth mindset build a high performing team through inclusion & diversity, continual coaching, developing the key competencies & by adopting a continuous skills assessment creates an inspiring & rewarding culture within working environment that is high performing and engaging. The Device Partner Solutions Sales lead should be a role model through the model coach care framework drive strong workgroup health and leadership excellence indices.
Responsibilities
People & Culture (15%): Diverse & inclusive teams, high performing within a unique team charter
Model, Coach and Care the Microsoft values and business principles, enable a world class culture and organization where every person can be their true self and find the opportunities for career progress and fulfillment
Create the clarity needed within the team through a well-defined strategy and execution plan aligned to the fiscal year priorities with inspiration, precision & high fidelity
Transform our people through Challenger Selling techniques & improve the level of Tech Intensity, product knowledge & program readiness to execute and transform with device solutions and services
Growth people and organizational capabilities across sales, marketing and category, attracting and developing talent
Accelerate business growth (50%): Exceed business performance aligned to the P&L, Revenue, Contribution Margin and Scorecard/KPI’s
Exceed fiscal year P&L, QFA for revenue, Contribution Margin and Scorecard KPIs
Land & scale the device sales growth framework, increasing paid share executing CAPOC, online SW Reseller monitoring & takedowns
Increase our Distribution Channel Capacity and Build scale through our GTM approach with distribution, setting clear targets tied to the end to end sales motion; encompassing the connected marketing campaigns, incentive programs leveraging the Distributor Opportunity Tool to increase Reach, Frequency, Yield, and maximizing the on-floor sales using the Sure-Step framework to accelerate volume and attach through cross sell/up sell sales motions
Accelerate through volume and attach of Office Home and Business, O365 Business Premium through Distis & MNA reseller channel, including the Office Pre-Install (OPI) in Consumer Develop a "no seats left behind’ mindset across resellers and sales teams.
In partnership with CCSM and MNA Device Sales teams Land the modern device assortment @ retailers and in close collaboration with the Consumer Category lead ensure the volume and attach in Consumer, aligned to the integrated planning and seasonal beats; build an aligned sell-in strategy and plan aligned to the MNA accounts priorities and the commercial and consumer selling seasons to maintain share in the key device categories and price points against Google Chrome and Apple
Leverage the local partner/CTE relevance & differentiation to complement MNA portfolio assortment in Consumer, Commercial &Edu
Scale gaming through mainstream & high-end PC’s to pull through online subscriptions & services
Drive Server refresh, increasing DataCenter Mix & CAL attach
Drive deep partner engagement through optimizing the sales resource coverage focused on the key strategic partners, while integrating closely the breadth Tele-Sales engine to scale in the long tail of smaller partners
Build an end to end channel and GTM strategy to accelerate demand in SMB, including the partner readiness and channel recruitment
Develop and land the local device marketing strategy and digital transformation in support of demand generation and channel readiness
Transform the device partner ecosystem (20%): Build out a plan for our products, people & channels
Accelerate shift to the cloud via CSP, through Direct/Indirect focused on driving attach of M365B and Azure attach through Hybrid Server solution scenarios.
Build & scale Device as a Service offerings focused on the key MNA, Named, Disti and Strategy Device Reseller Partners to accelerate the adoption of Modern devices through new offers and subscription-based business models
Evolve Strategic Device Reseller capability by piloting DaaS & increasing focus on MTR, Education and Hybrid Server sales motions
Accelerate growth of our largest Named partner accounts & achieve scale through Tele-Account Management model in the long tail of accounts
Grow share in Entry & Gaming with modern devices & innovate offerings (e.g. Dynamic Store Bundle, Game Pass, Steam)
Drive Collaboration Category via Microsoft Team Rooms sales and marketing
Coordinate with key stakeholders within the company to drive sales and adoption of modern devices. In particular with CCSM on Consumer devices, and GPS/GSMO on Commercial Devices
Commercial & Education Selling with GSMO (selling the commercial intelligent edge) (15%):
Integrate the Intelligent Edge into OCP solution catalog & harmonize sales, business models & CSD+OCP partner management
Partner with GSMO to lead with new device sales as the ideal upgrade path for customers to Windows 10.
Execute M365 + New Device Co-Sell motion remote work scenarios & accelerated growth of Microsoft Teams Devices
Develop new channel capabilities focused on integrating Teams collaboration and accelerating deployment of MTR system solutions
Partner w/GSMO to develop & implement a channel strategy to maximize assortment & ease transaction of the Microsoft EDU solutionExecute `Focus, Defend & Attack’ Compete Playbook
Drive Hybrid Cloud Sales to accelerate Azure consumption and acquire new customers
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応募資格(必須経験など)
Qualifications
Key Experience
Leadership competencies:
Lead a diverse workforce, looks beyond personal bias; create/hire a diverse team; foster an inclusive working environment using the ten inclusive behaviors
Emotional IQ demonstrating empathy, integrity and a selfless mindset
Creates clarity, explains thoroughly, simplifies the complex to mobilize teams and partners
Thought leader to rally internal and external constituents around MS Worldview
Role model and coach for development and business growth with a learner mindset
Resilient and self-motivated change agent
Ability to build high performing, high compliance teams built on trust and transparency and attract key talent into the organization
Critical future "game changers":
Ecosystem Entrepreneurial mindset [Partner] - ability to build winning and/or disruptive solutions combining technologies and across multiple partner types, new and existing technologies (e.g. IoT)
Technology and Business Acumen [Tech] - ability to envision, create, and scale solutions across the Intelligent Edge and Intelligent Cloud that will breakthrough in the marketplace
Thought Leadership - Understands the integrated picture of technology, process and businesses, with the ability to simplify and scale the message with credibility through storytelling and inspire fans and followers to action both internal and external. Can tell the MS Worldview story to all audiences: End Customer, Partner, Press, and Internal
Challenger & Growth Mindset: Ability to navigate complex sales motions across new categories (Intelligent Edge/Cloud); sell end-to-end partner marketing solutions, inspiring partners to adopt, experiment and innovate to differentiate the customer experience
Collaborative Leadership: Ability to influence and work across functions, partners, teams to drive growth and transformation
Functional knowledge & credentials:
Device ecosystem sales experiences (OEM, ODM, Silicon through Channel (Distributors, Resellers)
L200 Technology acumen, understand it and how to use it in solution architecture
Commercial Sales and/or Category leadership
Operational excellence driving growth, profitability, P&L and reducing risk
Financial acumen (budget, forecast accuracy, P&L, ROI, OPEX accountability)
Strategic sales planning, development and implementation; customize solution/value selling
Orchestrate complex negotiations with and among partners
Effectively manage complex sales cycles and negotiations
Understand Challenger Sales Model and ability to leverage to drive transformation
Successfully monetizing Device Market/Partner Trends and insights, focus on value selling & GTM
Market insights and competitive knowledge
Proven Track record:
People leadership to hire, grow and develop talent
Successfully lead cross functional team
Maintain effective internal and external partnerships/networks, with ability to impact highly matrixed organizations
Proven experience of execution, driving transformation and business growth through a partner ecosystem
Coaching and negotiation internally and externally to bring products to market that will win.
Strategic business planning, analysis, and insight to capture growth opportunities
High standards and ethics in business practices
Ability to learn/ramp fast to achieve impact
Education:
Bachelor’s Degree or equivalent work experience