Sales Lead - LATAM Growth Markets - Microsoft

The Device Partner Sales (DPS) team plays a critical role as part of the Global Partner Solutions organization to achieve Microsoft’s mission to empower every person and every organization on the planet to achieve more. We build, market and sell edge and cloud devices and solutions with our broad partner ecosystem that includes OEMs, IoT and Mixed Reality device manufacturers, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to innovate with device partners, transform how we sell devices and services with partners and build devices that consume our cloud. 

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business and helping to identify new areas of innovation. You will also join a people-first culture with values that support a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS. 

The Device Partner Solution Sales (DPSS) mission is to Maximize the intelligent edge & intelligent cloud opportunity with device builders and device channel partners, while delivering world class partner experiences and sales & marketing execution across the device partner ecosystem Our Sales Lead is the driving force for growth and transformation of the 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across the company and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS). Through a deep understanding of the device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation.

The Sales Lead is a crucial role at Microsoft to help enable the sale of windows devices & services through business planning and optimization, metrics tracking and analysis, and as an overall team advocate. The role requires an understanding and alignment to the rhythm of the business, financial accountability, market insights, partner marketing, training and compliance and serving as a trusted leadership advisor to the Region Lead.

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

#msftgps #msftdps

People Management

• Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
• Model - Live our culture; Embody our values; Practice our leadership principles.
• Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
• Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Business Development

• Sets the framework and support system for developing and maintaining trusted-advisor relationships and proactively building rapport and influence with partners' C-suite decision makers to advocate and adopt Microsoft products and services to build end-to-end solutions. Acts as a credible entry of escalation path to the partner into Microsoft, providing solutions to issues and ensures team members maintain a deep understanding of partner and Microsoft priorities, strategies, and goals to build mutually beneficial plans that achieve strategic alignment and drive growth. Understands markets and partner trends, and develops rapport with key industry stakeholders and/or leaders.
• Sets strategic direction and reviews proposed account visions to ensure they are aligned with Microsoft's value propositions and that they are mutually beneficial to both the partner and Microsoft. Mentors team to influence both partner and Microsoft senior decision makers to adopt proposed account visions.
• Leads teams on developing compete strategies, communicating the value of partnering with Microsoft above competitors, and effectively managing competitive threats. Proactively maintains a fundamental understanding of the competitive landscape and industry insights. Seeks to qualify opportunities based on an assessment available resources (e.g., headcount, budget) and leadership priorities.

Relationship Building and Management

• Sets the tone for collaboration with internal teams and partners. Inspires, empowers, and leverages internal teams to provide expert guidance as trusted advisors to partners. Coaches others to develop and share overall business plans for partners with relevant stakeholders. Proactively identifies and resolves conflicts among internal teams and stakeholders.
• Leads teams to sell newer, modern devices and services ecosystem to partners to drive Microsoft's mission beyond selling solutions that only focused on revenue. Coaches teams on using different techniques to upsell and cross-sell products and services, and on articulating the impact of modern device ecosystem.
• Serves as a thought leader in industry and creates opportunities for others to represent Microsoft at internal and external events to strengthen networks and remain abreast on industry, competitor, and market trends. Ensures learning from the events are landed across his/her teams and integrates feedback across teams to provide input and feedback to influence and improve overall event strategy. Capitalizes on events as opportunities to coach account managers to develop thought leadership and to identify talent.
• Ensures teams leverage understanding of the assortment of Microsoft's offerings. Leads teams to influence partners to make decisions that will drive joint business outcomes. Facilitates collaboration with teams in Global Sales, Marketing, and Operations (GSMO) to share accountabilities. Coaches teams on One Microsoft value propositions.

Account Management

• Sets the strategy for the development of joint business plans that generate revenue for the partner and Microsoft, facilitate partner transformations, and convert market opportunities into concrete project. Provides feedback on end-to-end business plans to ensure they align project strategies with core short- and long-term goals, budget solution strategies, and that performance expectations are clearly defined with respect partner needs and capabilities. Evaluates progress on plans and ensures they are updated and relevant to inform resourcing decisions. Documents and shares learnings to inform the development of future business plans.
• Oversees the execution of account plans and reviews plans to ensure Microsoft and partner sales goals meet and exceed targets. Continues to identify new business opportunities to drive growth or mitigate business risks. Drives accountability to deliver on account plans among account managers.
• Gathers and reviews consolidated information for team members and conducts deeper analyses across accounts with internal business stakeholders. Guides teams on providing reports in creative ways by suggesting alternative outputs and results to include. Communicates guidelines for creating internal reports that include account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews.
• Holds teams accountable for reconciling partner reporting data, tracking key performance indicators (KPIs), and driving actionable outcomes from customer feedback surveys. Sets expectations and guidelines for the creation, negotiation, and execution of special sell-through promotions and ensures teams provide proof of execution and claims in compliance with guidelines. Advocates for simplification of processes, identifies process gaps, proactively provides thoughts on improving compliance.
• Manages and reviews compiled results of forecasting for products and/or partner accounts across teams to ensure overall performance targets are on track and identify high-level opportunities for growth.
• Guides team members on assessing account information to identify opportunities and gaps in partners' business or channels to expand Microsoft reach and drive sales of Microsoft products and services with and through partners. Informs Microsoft sales teams of strategic opportunities to sell additional products and solutions directly to partners, driving partner transformations (e.g., modern workplace, cloud operations).
• Ensures team members communicate licensing agreement information with partners and follow company rules and regulations. Provides team with appropriate licensing and policy information.

Market / Partner Readiness

• Leads team members to develop effective go-to-market and co-selling strategies across accounts that leverage internal resources and outline key activities and expectations to drive Microsoft and partner sales goals.
• Oversees and influences the development of education (e.g., accreditation programs), advocacy (e.g., joint innovation days with Microsoft, agency, client), and/or marketing strategies for partners that are appropriately aligned with partner capabilities and outlines specific activities that will drive mutual sales goals. Develops growth strategies with partners to scale business capabilities with dynamic market opportunities.

Other

• Embody our culture and values
• Be directly responsible for local revenue of Distributors and Local Device Partners, including forecasting accuracy, while also supporting sales transformational motions
• Geography responsibility relates to all countries in Latin America except for Mexico and Brazil. Main countries would be Colombia, Peru, Argentina, Chile, among others including Caribbean and Central America.

Required

• 10+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
  • OR Bachelor's Degree in Business Adminstration, Engineering or related field AND 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
  • OR equivalent experience.
• 5+ years experience with planning, budgeting, and other project management activities.
• 2+ years people management experience.

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.