Job Category: Sales
Location: Kenya, Nairobi
Job ID: 771642
Division: Sales
Partner Account Manager - System Builder
OEM (Original Equipment Manufacturer) business worldwide is chartered with the proliferation of Microsoft intellectual property through the legitimate installation 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.Location: Kenya, Nairobi
Job ID: 771642
Division: Sales
Partner Account Manager - System Builder
OEM (Original Equipment Manufacturer) business worldwide is chartered with the proliferation of Microsoft intellectual property through the legitimate installation on new systems within the OEM partner community including; Multi-National (MNA), Direct (or Named) and System Builders (SB).
The OEM SBC Distribution & Reseller Channel Field PAM will be accountable to sell-in and sell-thru MS Windows Client, Office (FPP & PKC) and Server software for OEM licensing in East & Southern Africa and with the specified partner(s).
This person will collaborate with local, regional and HQ OEM teams as well as cross company to achieve the OEM metrics in East & Southern Africa. The position has a special focus in Office (IW) opportunity growth as it is the biggest opportunity in the SMB market and channel.
The Partner Account Manager - OEM Direct role adds value by:
- Achieve
unit and revenue business results for client, office and server OEM
products. Generate clear incremental revenue and reinforce partner
ecosystem.
- Develop
a IW (SBC/FPP/PKC) sales plan to generate an Office Breakthrough in the
ESA market
- Sales
optimization of MNA PC big sellers (MNA Certified Partners). Coordinate a
plan together with MNA team to upsell with MNA resellers
- Engage
with non-traditional channels to grow new strong partnership in order to
sell Office units. Special focus on Telcos
- Engage
with the OEM ecosystem internally and externally to achieve results.
What are key initiatives and challenges facing
this role over the next six months to three years?
The challenges facing the role over the next 6 months to 3 years are the following:
The challenges facing the role over the next 6 months to 3 years are the following:
- The
OEM System Builder partner business faces extreme market pressure.
- 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.
- Selling
the significance of the OEM System Builder partner to Microsoft product
groups, as they can offer a ground swell of support.
- Being
creative where resources are constrained and little support is provided.
- Driving
large scale programmatic efforts to increase sales through the OEM System
Builder partner channel
Requirements:
- 5
- 8 years of related experience
- Bachelor’s
Degree (B.S./B.A.)
- Partner-facing
sales experience
- Pipeline
& Deals excellence, revenue generation skills.
- Strong
proactivity and self-starter criteria
- Sales
and account management experience
- Knowledge
of Consumer & SMB market
- Knowledge
of Hardware and components market. Experience in HW field.
- Sales
Ecosystem knowledge. Contacts and key people knowledge in the OEM channel
- A
keen understanding of consultative solution and value-based selling
skills, knowledge of service industry, and high business acumen.
- Successful
and proven performance in leveraged sales or business development.
- Partner
account management and business planning skills.
- Teamwork
and communication skills are critical, particularly in matrix management
organization.
- Knowledge
of Microsoft’s products & channel model.
- An
ability to operate autonomously.
- Creative
use of resources
- Senior
ability to design a sales plan and execute it successfully
- Experience
in deep analysis, reporting and right decision making.
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