Partner Sales Executive

2 weeks ago

Kuala Lumpur, Malaysia Microsoft Full time

In Consumer Sales Organization (CSO) we are a global team at Microsoft responsible for sales across Windows, Microsoft 365, and Surface and Gaming. CSO puts the consumer at the center, helping them discover, learn, and buy through direct and partner channels in over 120 countries around the world. Our team works with ecosystem partners and internal business groups to drive digital excellence and e-commerce capability, as well as accelerate cloud and subscription adoption. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.

CSO S-KI covers the geographies across Southeast Asia, Korea and India. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation and impacting billions of lives around the world. You also will be a part of a culture centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. If that appeals to you, it’s an exciting time to be here in CSO. Within CSO S-KI team, this Senior Channel Sales Executive role is accountable for managing our key consumer channel distributors in Malaysia & Indonesia.

This role is flexible in that you can work 50% from home.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**Responsibilities**:
**Distribution Partner Engagement (40%)**
- Proactively creates, nurtures and influences the distribution partner to drive larger impact for the business and Microsoft
- Understands and lands Microsoft’s consumer strategy with distribution partners including seasonal plans. Works to enable Distributor to deliver related strategy and plans to retailers.
- Supports retail distribution partner in developing winning strategies for selling through a portfolio of distributor-managed retailers. Works to ensure that retailer prioritization by Distributor is aligned with Microsoft strategy including a focus on channel hygiene.
- Drives a focus on growth with distribution partners through reach/frequency/yield rigor and proactively aligning growth transformation initiatives such as digital.
- Builds trusted relationships with the partner to deliver mutual growth and ensure alignment of strategic priorities.

**Channel and Account Management (30%)**
- Develops and executes joint partner account plans to ensure Microsoft and Distributor sales goals are on target. Coordinates with key stakeholders on plan execution.
- Plans category sku prioritization based on Distributor’s retailer coverage (class of trade, specialization, etc.) to align appropriate assortment across the retailer portfolio.
- Lands, negotiates, and executes programs and promotions with Distributor and ensures that proof of execution and claims are provided in compliance with guidelines.
- Aligns Marketing resource and related support to enable Distributor marketing efforts with retailers.
- Facilitates Distributor relationship with Microsoft Supply Chain and Operations, ensuring ongoing order book quality and focus on inventory and forecasting. Works to resolve issues and escalations with orders, billing, and payments.
- Tracks appropriate reporting and performance reviews to ensure revenue targets and other metrics are met. Provides sales insights and forecasts in accordance with internal business review cycles.
- Leads partner business reviews (MBR/QBR) including all relevant stakeholders to assess joint performance and address sales blockers.
- Considers company rules and regulations when executing plans. Holds self and the partner(s) accountable for executing on plans in compliant manner

**Impact (20%)**
- Builds a clear action plan to improve partner satisfaction scores using partner feedback
- Develops deep understanding of the distribution channel for Devices & Creativity, including partner capabilities, competitors, and market trends.
- Is the internal voice of partners using insights from partner engagements, QBRs, partner surveys, etc., to raise visibility and work to solve key blockers in the distribution-led channel.
- Applies internal resources as well as programmatic investment options to maximize growth and ROI for the distribution-led channel.
- Works to foster a culture of testing and piloting with new motions to deliver incremental growth opportunities. Identifies opportunities for partners to upgrade business capabilities based on evolution of the distribution-led channel.

**Collaboration (10%)**
- Leads internal cross-team collaboration (e.g., category, sales, marketing, operations) to support the distribution partner. Sh

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