Partner Territory Manager Job
Location: Ho Chi Minh City, VN
Job ID: 766884-53593
Division: Sales
Partner Territory Manager
The Partner Territory Manager (PTM) is a senior geo-based field sales role, designed to lead and direct a strategic territory sales focus on non-managed and tele-managed partners.
The role serves as the business evangelist for Microsoft to activate the channel partners in their assigned territories through a range of 1:many sales enagement activities leveraging on our development partners and distributors.
This critical partner facing sales role is with accountabilities for attaining Volume Licensing , Hosting and Full Packaged Products (FPP), Product Key Cards (PKC). The role is also accountable for building up the partner ecosystem to support solutions selling and work with the Partner Sales Lead, PS&P, PAMs and CA and SMBD Leads.
The PTM focuses on the following four key responsibilities:
1. Driving the business in their assigned territorities, with primary focus on the increasing the number of partners primary the non-managed and tele-managed resellers, and leveraging on local and/or existing disti engagement. Establishing and executing a Geo Expansion Business Plan is crucial to the success of this role.
2. Growing the business though sales coaching, analysis and gap closure strategies, and developing partners’ sales and licensing capabilities.
3. Cultivating key business relationships through predictable 1:many engagements and outreach.
4. Driving partner satisfaction through sales expertise and evangelizing the Microsoft Partner Network and self-service resources.
The key traits of a world class PTM include a deep working knowledge of the Microsoft Partner Ecosystem; expertise at developing relationships with broader partner audiences; driving predictable 1:many sales-focused engagements in assigned territorities; providing sales leadership across partners, field, and Corp team members; and demonstrating expertise in sales operations to exceed sales plan and correct any gaps.
Why does the role exist?
To develop and manage assigned territorities to attain local revenue results through the partner ecosystem that drive volume licensing transactions as their core focus. To demonstrate sales leadership in channel and territorities, and expert collaboration with PAMs, PS&P, and DPAMs, where these roles exist, to exceed business plan objectives.
How does the role add value?
Focused and responsible for managing all 1:many sales activation efforts to expand Microsoft outreach beyond key cities , build the partner ecosystem in assigned territorities and executing aggressive sales strategies that drive broad and specific revenue goals which are tightly aligned with the subsidiary goals. Manage daily sales activities and relationships, as well as executive and local influencer contacts, e.g. local partner councils, (as required).
How is role unique from other roles?
This role will focus squarely on the expansion of Microsoft products and solutions to territories where we have low or little coverage and high potential growth. The role will drive geo-expansion through building and enabling partner ecosystem , primarily through non-managed and tele-managed partners leveraging on development partner or distribution, lead a local 1:many sales activation strategy and foster the local Geo Engagement Model to ensure the productivity of non-managed and tele-managed partners, measured by Reseller Reach and Revenue Per License, as well as foster partner to partner networking and leverage available offers and promotions to increase sales velocity of the local channel.
What are key initiatives and challenges facing this role over the next six months to three years?
Key Initiatives:
§ Develop and execute local channel Geo Engagement Business Plan and specific strategies to achieve required Reseller Reach and Revenue Per License to achieve Volume Licensing, Hosting and FPP, PKC. The revenue goals will primarily be in OPEN Commercial and FPP/PKC.
§ Extend local channel offers, incentives, and drive 1:many engagements with non-managed and tele-managed partners though sales presentations, local Disti enagements, roundtable events, “roadshows”, webcasts, tele-managed partner reviews with PAMs, etc., to exceed revenue goals, while exceeding non-managed and tele-managed partner satisfaction.
§ Drive the right coverage model for local non-managed partners (focus is on “good, relevant Reach”), and provide strategic insights on tele-managed partners and conduct regular reviews with facing PAMs for optimum TopVAR engagement.
PTMs will spend an estimated 50% of their time driving activities in Disti & non-managed; 20% on tele-managed; and 30% on SMB sales awareness, geo planning activities, and sales engagements to Drive, Grow, and Cultivate Business.
Challenges:
§ Partner Territory Managers drive 1:many sales activation with local non-managed and tele-managed resellers who are intrinsically a business model that includes both transaction and value added solution elements. PTMs must assess the local channel composition and potential, and work with the PS&P to determine the appropriate mix of recruitment and reseller coverage to build local channel capabilities to increase the Revenue Per License. QQu
Qualification
5 - 8 years of related experience
Successful candidates will demonstrate superior communication skills and confidence, possess excellent cross-group collaboration skills, and have a proven track record of exceeding sales objectives while maintaining exceptional satisfaction.
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