Job Category: Sales
Location: Egypt, Cairo
Job ID: 770654
Division: Sales
Location: Egypt, Cairo
Job ID: 770654
Division: Sales
Date posted : 22 Sept
Job Title: OC Channel Account Manager / Etisalat & Zain MEA HQ
Location: All MEA HQ Locations
The Telco and Cable Operator Channels (OC) business, reporting to the Consumer Channel Group, is dedicated to driving and elevating Microsoft’s relationship with Operators across the world. With Operator Channels, Microsoft is placing a strategic emphasis on Operators as key go-to-market partners for Microsoft software, services and devices for share gain in Phone, TV, and Windows devices and Consumer and Business Cloud Services. We organize the OC business along the lines of Business-to-Consumer (B2C) - responsible for consumer devices, software and services sold through Operators (Windows Phone, Windows 7 PCs and TV) and Business-to-Business (B2B) - the B2B channel strategy encompasses a range of business offerings including Infrastructure, Applications and Voice that can be partner-hosted or Microsoft-hosted and supported by flexible, partner-friendly business models. The Operator Channels team is experiencing high growth and increased senior executives visibility given the strategic nature of the business for Microsoft and the Operators CxO level partnerships and relations.
Role Description:
The Channel Account Manager-OC (CHAM-OC) role in the CCG exists to build strategic win-win partnerships between channel account clients and the individual Business Group (BG) businesses at Microsoft. The CHAM-OC will lead the business development strategies to envision an offerings portfolio based on Microsoft’s core businesses. The CHAM-OC will be responsible for evangelizing the technology, products and software services engagement strategy as a key member of the Microsoft-Channel sell-with relationships. The role requires a high level of confidence in dealing with board level executives to gain their trust and proven experience in developing a business case to underpin the investments required to successfully commercialize the sell-with offering in the target market.
As a key strategist within the Microsoft-Channel accounts, you will be tasked with guiding the business development activities; enhancing the channel business case from the initial investment through to the joint business targets; engaging directly with each BG Leadership Team within the geography to define future channel account offerings and outlining Go-To-Market initiatives; develop models of Framework Agreements with a clear envisioning of the commitments and stated goals needed to establish long lasting value for the Microsoft-Channel accounts; and seek to further develop the relationship with executives within the Channel account organizations to move Microsoft CCG from Vendor to Strategic Supplier to Trusted Advisor.
The CHAM-OC role exists to sell the incremental value available to our partners through technology, products and software services. The CHAM-OC drives the channel accounts to envision higher revenues derived from the sale of Microsoft products and services, which are aimed at improving competitiveness and position in the marketplace. In cooperation with the Business Groups, the CHAM-OC will be expected to lead discussion on future-looking channel co-marketing opportunities to positively impact both Microsoft and the channel account’s business. Success is measured by demonstrable results, near and long term revenue growth and overall customer satisfaction.
This job description has been designed to indicate the general nature and level of work performed by employees within this role. The actual duties, responsibilities, and qualifications may vary based on assignment or group.
Microsoft is an equal opportunity employer and does not discriminate against individuals on the basis of race, gender, age, national origin, religion, marital status, veteran status, or sexual orientation.
Accountabilities:
Channel sales revenue and/or units through the partner
Channel partner CPE, NSAT and overall health of the partnership
New agreements for channel business partnerships, i.e. expanding the business across the B2C and B2B portfolio
VTB and share metrics from scorecard as appropriate
Overall accountable for channel relationship in OC accounts
This role is on point to turn potential into reality with our channel partners, by setting the vision and convincing partner stakeholders, then orchestrating the virtual team of MSFT resources to execute the plan and deliver results
Directly manages key partner relationships and facilitates in specialist and/or biz dev resources from B2C and B2B teams as needed to grow the business.
Applies effective use of MSFT (BG, WW, Field leadership) executive interactions with the partner to build strong, top-to-bottom alignment with the partner and ensure MSFT position as leader within the partner org
This role is planned for 1:Few ratio of acct management for: OC Accounts in the Middle East and Africa region.
Desired Qualifications/Experiences:
Value Selling: Depth understanding of telco operator market and business models, and ability to align specific benefits that MSFT can bring to the various aspects the partner business
Team Leadership: Able to align across org boundaries and lead through influence, managing a cohesive team effort for the partner
Drive for Results: Relentless pursuit of success for the partner and MSFT, with tenacity to diagnose and overcome roadblocks and an emphasis on speed
Qualifications
10+ years of related experience. Bachelor’s Degree Required. Master’s Degree preferred.
Language: English and Spanish (required), Portuguese is preferred
Competencies
Building Customer & Partner Relationships:
Strong relationship building and negotiation skills, with an emphasis on business development
Strategic Sales Planning: Building future-oriented plans to scale business across the device and cloud services portfolio
