Drives the Client relationship with key managed partners. This role principally focuses on driving adoption of Microsoft Online and Hosted Solutions
Drive relationship with managed partners:
- Responsible for tele-management of key ISVs not managed by a PAM.
- Ensure partners are properly supported in selling hosted solutions.
- Drive engagement in Client programs and offerings.
- Drive partner support of Microsoft hosted and online solutions
Execute joint demand generation activities:
- Drive partner participation in appropriate demand generation for Microsoft hosted and online solutions.
Drive partner readiness:
- Ensure virtual team of sales agents are equipped to motivate partners.
- Train virtual team of sale agents on new offerings.
- Train virtual team of sale agents on how to “sell” offerings to partners.
- Coordinate and collaborate with appropriate programs team to insure proper engagement of partner in readiness and marketing activities.
Opportunity pipeline (select cases):
- Prospect and identify opportunities ensuring the pipeline is sufficient to ensure quota attainment.
- Review pipeline and coach partner with recommendations to shorten sales cycle on identified opportunities.
- Ensure partners are using pipeline tools to effectively track leads.
Drive partner readiness:
- Drive partner utilization of training activities and resources supporting product launches and Microsoft hosted and online solutions campaigns.
- Promote and drive demand generation for all available training events and resources, including the eLearning Center.
Partner development:
- Drive development of, and execution against, a technology adoption plan for each managed partner.
- Drive adoption of new technologies by partners.
- Develop and deliver value propositions to partners.
Community Relationship
- Engage with state and central SME bodies and industry associations to drive the adoption of Microsoft hosted and online solutions amongst the member organizations
- Arrange association training and readiness program to facilitate adoption of Microsoft hosted and online solutions at association level
- # opportunities mapped with partners
- # opportunities closed with partners
- # partner engagements in programs/offerings
- Growth in partner program participation – target # of renewals
- Increased partner satisfaction
- Number of partner certifications
- % Increase in partner revenue
- 2 –3 years IT reseller channel management experience preferably in IT
- Fluent oral and written English
- Organizational, communication, negotiation, and problem solving skills
- College degree – preferably in Business or IT
- Experience and understanding of the IT industry preferred
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