Regional Partner Development Manager - Channel Management
|تاريخ النشر||٤ يوليو ٢٠١٨|
|المكان||الإمارات - Dubai (MEA-HQ)|
The Regional Partner Development Manager (Strategic Channel Partners) – RPDM, is a core role in the One Commercial Partner (OCP) within the Build With unit, and a main driver for partners’ cloud transformation cycle.
RPDM manages very few strategic, highly transactional and capable partners that are driving cloud revenue, consumption and have multiple business units/entities that works on multiple regions in MEA
RPDM build the partner MSFT strategy, resulting in a long-term business plan, land the strategy with different MSFT areas, and drive execution through the field PDMs in each region.
leads engagement with partner at regional level and collaborate on local level with subsidiaries
Develops Biz Plan (including targets, GoTo Market, strategy, renewal plan)
Drives QBRs – w regional partner team and invited local teams
Owns Build-with plan (recruit and develop) to develops offerings with the help of regional Technology Team
Provides monthly insights into business performance across partners & subs
Owns community management for Local PDMs
Coaches PDM in every market and shares feedback with PDM & manager monthly
Drives executional focus across all subs
HQ Executive Engagements
Agree with Partner HQ & establish Area-wide targets, broken down by Sub, by Partner, by quarter across Cloud priorities, to support MEA capacity for cloud partner channel
Drive MEA expansion plans with Partner HQ, by creating/accelerating new Subs, securing HQ/Sub GMs executive commitments, investments in resources, readiness, marketing
Work with Partner HQ to create a Partner Led Business Plan with 1- 3 years outlook and advance the plan throughout FY
Obtain MEA HQ Exec sponsorship to align w Partner, WW/MEA HQ Leadership on strategic initiatives
Partner Offering/Services Development
HQ Offer Development: Build with and Own the Differentiated Offer/Solution development for the Partners at a Regional Level, built on first party Microsoft Cloud Services and work with the Goto Market team to get ready for market
Work across geographies to launch & transfer HQ offers aligned to market requirements [GDPR, Azure IoT/Data-AI practices built in HQ].
Allocate & Engage with Regional Technology teams to advance Tech Solution Playbook
Determine and Build the Value-Added Services (pre-sales, deployment, migration) Marketing, Training, Customer Lifecycle management services to bring to market.
Go To Market (GTM)
Align GTM strategy at Partner HQ level & commit partner to investing marketing funds in each active Sub
Secure marketing investments from Corp, MEA HQ and/or at Sub Level, to support partner GTM motions, across Subs
Align Partner HQ Marketing teams to MEA HQ GTM/PMA teams, for cross-Sub campaign collaboration
Drive Business Growth
Drive MEA cloud/hybrid business growth across the partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact.
Drive business performance measured by revenue (Usage & consumption) , customer acquisition, reseller channel, apps, as well as support Global expansion.
Build with the Partner HQ a Regional Competency Center - technical resources with Azure/O365/D365 specialty skills, aligned to partner offerings, meeting Biz plan requirements
Identify MEA-wide readiness requirements to enable partner co-sell for current & new capabilities.
Orchestrate with Partner Technology Speialist (PTS) and GTM to create readiness plan for priorities and practices, ensuring that the partner has the right BDM/Technical resources to accelerate consumed Cloud Services
Contribute with feedback & help designing MEA Partner Incentives programs, which advance the Partner Channel, Profitability & Loyalty to MSFT cloud
Brief partner HQ on WW & MEA [or other regions] programs & incentives
Attract ECIF funding from WW programs for Global Partners [if available]
Ensure partners have a cross-Subs loyalty strategy /approach for EA, Open & CSP renewals Cloud Offer and specific Plan on Azure EA accounts and Open Renewals
Capture Regional/HQ Solutions in OCP Catalo g and drive towards co-sell ready and inclusion on solution maps.
Engage Partner HQ with PMA Priority Play leads to build Solution BOMs.
Drive Recruit and Develop stages with partner
Act as regional escalation point for any blockers between Partner HQ & MSFT MEA HQ, in relation to Corp connection or MEA-wide programs, investments, regional contract extensions
Conduct Quarterly Business Reviews with Exec participation , to assess evolution of strategy, partnership and KPIs
Drive Monthly Business Check-In at MEA Area & Sub level to track the performance vs agreed plan, on revenue, customers, users, consumption and partner channel evolution
Create MEA Area improvement plans for underperforming metrics
Identify best practices from performing Subs and implement/extend to other Subs
10 years of experience in partner management, sales management, partner channel development, alliance management in the technology industry
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.