Job Category: Sales
Location: Beijing, CN
Job ID: 780982-71514
Division: Sales At Microsoft, we have a true passion for technology. We enjvoy taking on big challenges, and we pride ourselves on seeing them through. That’s why working for Microsoft’s Sales, Marketing and Services Group (SMSG) means being part of a world renowned corporation, on a winning team, sharing a common goal with some of the most talented people in the world.
Job title: Account Manager for IBM and Lenovo OEM Server Business
Job Location: Beijing
Purpose of the role:
The Account Manager role adds value to Microsoft and to customers by delivering a well-managed business of customer accounts that meets or exceeds revenue targets. The success of this business is measured by revenue from target OEMs business focus and additional new opportunities and growth, predictable yearly business forecasts, and by overall customer satisfaction.
Roles and responsibilities:
Be the predictable and consistent interface from Microsoft into IBM China/Lenovo China to drive the Microsoft Server pre-install business and Windows Server ROK products channel business by building and maintaining relationships at various key players within the lines of business.
Be responsible for the OEM revenue target, OEM Windows server attach and the design wins of Microsoft virtualization in IBM China/Lenovo China, and support the Microsoft server related competitive strategy.
Develop the OEM business strategy and maps for IBM China/Lenovo China to drive the win of Windows Server OS, ROK, SQL, Management Software and other OEM eligible software. Identify business development focus, purpose, value to Microsoft, and relationship links/power flows within IBM China/Lenovo China for OEM server business.
Coordinate the business group/OEM management team in corporate and the local BG/OEM sales marketing team to continuously reinforce the strategy for each account, work closely with Corp account managers and marketing managers to develop the account plan for IBM China/Lenovo China, and drive both individual and team contributions.
Conduct quarterly business reviews with IBM China/Lenovo China contacts to gain insight into customers’ business initiatives and the barriers to the success of those initiatives.
Align to OEM objectives - CPE (Customer Partner Engagement), GSI (Genuine Software Initiative), Relationship Excellence, Growth, Realizing Value through a One Microsoft positioning.
Perform the licensing analysis of IBM China/Lenovo China, by analyzing the current status of the customer’s OEM server licensing and understanding the types of licensing programs, and the business and economic differences between the customers’ licensing option and other options.
Develop strategic, effective and actionable account plans that include a strategy for IBM China/Lenovo China and map customer priorities to each IBM China/Lenovo China’s strategy.
Qualify opportunities by clearly articulating the opportunity return to Microsoft strategically, financially, or both.
Negotiate the terms and conditions agreements to deliver wins for both your customers and for Microsoft.
Ensure that opportunity deployments take place by reinforcing the business value of deploying solutions and ensuring barriers are removed as necessary.
Requirements:
1) Essential Experience - excellent verbal and written communication skills with equally good listening and qualification skills. 3 to 5 years of proven sales experience and a track record of working with a wide range of business partners. Extensive experience working in large “virtual” account teams-field sales, inside sales, technical specialists, services, partners, and leading these teams towards a common vision/strategy for each account. Preference will be given to candidates who can demonstrate knowledge of the business drivers within a variety of vertical industry markets. Better to have strong sales and business development experience in x86 server market.
2) Technical /Functional Skills - an understanding of Microsoft Win server technologies and solutions and our license programs would be a distinct advantage. An overall passion for sales within a technology environment and for the business value it drives.
3) Personal Attributes - highly motivated team leader with a mature and positive attitude and a passion for working with customers and partners on driving the sales of Microsoft technologies and solution to meet win server OEM business challenges and opportunities.
4) Qualifications - Degree qualified (bachelor’s degree typically required, Master’s/MBA preferred), with 3 to 5 years of proven IT sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology in multiple industry vertical markets would be beneficial.
Microsoft is an equal opportunity employer; we encourage Women and Men with diverse backgrounds to apply.
Microsoft is an equal opportunity employer and supports workforce diversity.
GCR:CN:Sales:EN
Job Segments: Account Manager, Business Development, Database, Field Sales, Inside Sales, Management, Manager, Marketing, Marketing Manager, MBA, Sales, SQL, System Administrator, Technology, Telemarketing, Virtualization
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