Partner Account Management

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**Responsibilities**:
Business Development
- Develops a trusted-advisor relationship to establish alignment with partners' senior decision makers, sell Microsoft products and services, and align partner priorities, strategies, and goals with Microsoft's to build mutually beneficial business plans and improve competitiveness of their business operations. Understands markets and partner trends and develops connections with key market players to close and execute on projects, as well as share business opportunities internally.
- Sells account vision to decision makers at Microsoft and the partner company by aligning value propositions of products, channels, or solutions that are mutually beneficial to both the partner and Microsoft. Translates account vision into action plans.
- Contributes to the development of partner compete strategies and communicates the value of Microsoft products and services over competitors.
Relationship Building and Management
- Leads collaboration with internal teams (e.g., category, specialist sales, marketing) to support partners and leverage resources. Shares overall business plans with key stakeholders. Influences and drives actions with internal teams.
- Prioritizes selling newer, modern devices and services ecosystem to partners to drive Microsoft's mission. Upsells and cross-sells products and services to partners. Articulates the impact of modern device ecosystem on partner business. Contributes to collaboration strategies and leads collaboration with intelligent edge third-party providers.
- Leverages deep understanding of Microsoft categories, products, services, and/or market insights, within their scope of responsibility, to guide partners in making joint business decisions. Collaborates with teams in Global Sales, Marketing, and Operations (GSMO) and/or Microsoft Consumer Business (MCB) to share accountabilities. Leverages One Microsoft value propositions.
Account Management
- Works with internal stakeholders and partners to develop joint business plans that generate revenue for the partner and Microsoft, and convert market opportunities into concrete objectives. Develops end-to-end business plans that define short
- and long-term goals, budgets, solution strategies, and performance expectations that are aligned with partner's needs and capabilities. Customizes agendas to gain buy in from internal stakeholders and partner senior decision makers and align short-term plans with long-term priorities. Advocates for the adoption of plans within partner organizations and creates mutual accountability between Microsoft and partners.
- Manages and executes complex account plans to ensure Microsoft and partner sales goals, budgets, and forecasts are on target. Coordinates with key stakeholders on plan execution. Holds self and partner accountable for executing on plans.
- Creates and distributes internal reports to senior leaders that include detailed account updates, metrics (e.g., reach, frequency, yield, transaction size), and performance reviews to ensure revenue and activation targets are being met. Evaluates the state of business and provides input on how accounts are performing.
- Reconciles partner reporting data, tracks key performance indicators (KPIs), and drives actionable outcomes from customer feedback surveys. Creates, negotiates and executes special sell-through promotions and ensures that proof of execution and claims are provided in compliance with guidelines. Is responsive to feedback from audits and solves past financial reconciliation.
- Forecasts managed products and/or partner accounts for his/her team to examine trends, monitor progress, and identify opportunities for growth. Addresses gaps for overall team accountability and aligns forecasts across the team.
- Identifies and pursues opportunities in partners' business or channels to broaden Microsoft reach. Promotes "sell-with" opportunities for existing products and solutions to help partners transform their business (e.g., modern workplace, cloud operations) as a trusted advisor while driving Microsoft sales growth. Informs Microsoft sales teams of strategic opportunities to sell additional products and solutions directly to partners and to drive partner transformation.
- Articulates complicated licensing agreements to partners. Follows protocols to develop and align plans that are compliant with company and industry rules and regulations.
Market / Partner Readiness
- Leverages internal stakeholders and resources to develop go-to market and co-selling strategies that define activities and expectations to meet Microsoft and

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