Channel Executive - Gift Card Distribution

In Consumer Channel Sales & Marketing (CCSM) our purpose is to create value with our partners, to market and sell innovative consumer solutions powered by Windows, Office, Surface, and Xbox. We’re positioned right at the intersection of customers, hardware partners, and channel partners. 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

As a member of our team you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation and impacting millions of lives. 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 CCSM. This role is flexible in that you can work 0 – 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

Business Development (35%)

• Work with Category and WW teams to develop and deliver pitches for Mobile Operators, leveraging partner selection guidance to best-fit partners to solutions

• Negotiations: Work with internal stakeholders and the partner to develop mutually beneficial contract terms

• Work with MO partners to co-create unique products and services

• Manage pipeline of partners, weighing resources against opportunity

• Assist partners with onboarding, including setting up for reporting

• Manage the launch process, from technical intregation through to GTM and launch execution

• Drive ease of doing business in alignment with CPE (Customer and Partner Experience) Survey results through timely issue resolution & partner support

• Take active role in operational sales processes, understanding how CCSM organization operates

Relationship Building and Management (30%)

• Develop a deep understanding of the Operator’s strategy, business imperatives, and profitability drivers

• Build deep relationships with internal stakeholders including the Business Group, World Wide teams, engineering, local cateogry teams, CCPM, and finance in order to shape the strategy for the MO channel and our partners.

• Share broad industry and ecosystem knowledge of market and technology trends with Operators

• Drive partner transformation and growth to prioritize and execute new and strategic initiatives with partners

• Facilitate partner-to-partner discussions and Microsoft executive meetings to support innovation and differentiation strategies.

• Leverage industry knowledge, channel insight and customer understanding to drive strategic alignment and land joint business objectives with mobile operators

• Act as a partner advocate for all partner interests, goals, and objectives.

• Demonstrate good understanding of Mobile Operator’s contracts with Microsoft and help them stay compliant and ensure their understanding on all aspects of Microsoft roadmaps, timelines, and program terms to improve partner satisfaction

Account Management (35%)

• Orchestrate annual and seasonal planning process with partner

• Identify key focus areas to create actionable & effective account planning

• Channel optimization – understand and assess the capabilities of this channel and optimize investment and strategy to maximize value to Microsoft and partners

• Develop multiyear strategies to compete and win share by ensuring the right assortment at the right price through strong portfolio management across all product categories

• Drive partner transformation and growth to prioritize and execute new and strategic initiatives with partners

• Drive and land regular account performance reviews internally and with partner, and secure inclusion into the partner business cycle

• Work with partners to identify and build their plans and strategies around devices and services

• Build and execute plans that produce full utilization and participation in applicable incentive programs. Ensure all discretionary funding produces an ROI aligned to corporate guidance

• Establish and execute a formal rhythm to manage progress of joint commitments, reprioritize and develop plans for newly identified opportunities

• Measure and monitor sales performance vs budget and forecast. Optimize tactics to deliver sales and profitability while ensuring overall business is accretive to the National Retail portfolio

• Develop deep knowledge of Partner business practices (procurement strategies, marketing capabilities, etc.) and effectively guide Partners through the potential impact when Microsoft evolves programs, guidelines, or strategic focus

Qualifications

Required/Minimum Qualifications

• 5+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry

OR Bachelor's Degree in Business Administration, Engineering or related field AND 3+ year(s) partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
OR equivalent experience.

• 3+ year(s) experience with planning, budgeting, and other project management activities.

Additional or Preferred Qualifications

• Experience working with mobile operators

• Experience working as Account Executive calling on national retailers

• 5+ years experience with planning, budgeting, and other project management activities.

Additional or Preferred Qualifications

• Work experience in Consumer Electronics/IT ecosystem experience with a focus on devices and services sales across consumer segments

• Understanding of consumer channels, mobile operator, and retail landscape

• Building strategic relationships and partnering with senior account executives

• Track record of sales delivery and execution

• Retail partner account management with proven business operational excellence and sales results through joint business planning, landing channel strategies, account management, and performance monitoring

• Driving long-term sustainable sales growth with partners

• Delivery on Quarterly and Annual Account Budgeted Revenue

Skills:

• Strong presenter and ability to influence decisions

• Ability to analyze sales data, draw relevant conclusions, develop accurate business plans and forecasts, and drive program execution

• Ability to manage multiple priorities and partners simultaneously

• Partner negotiations; ability to negotiate gives / gets to arrive at a win-win deal structure to support a mutual and long-term relationship

• Apply entrepreneurial and innovative thinking to identifying and executing business opportunities, including co-creation opportunities

• Ability to identify test & learn opportunities, build business cases, and manage limited pilots

• Ability to work in a highly-matrixed and cross-functional team, working across product teams, marketing teams, sales teams and partner teams

• Ability to develop highly customized pitches to address unique carrier needs and business opportunities

• Possess high standards for performance and compliance

• Ability to influence multiple stakeholder groups

• Must be able to effectively articulate technology and product positioning to internal audiences and channel partners

Qualifications and Education:

• Higher University/College degree or equaivalent experience

• Professional sales and negotiations training

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.