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Partner Account Manager

2 weeks ago

Melbourne, Australia Microsoft Full time

In Consumer Sales Organization (CSO) we are a global team at Microsoft responsible for sales across Devices & Creativity (Windows, Microsoft 365, and Surface) and Gaming. CSO puts the consumer at the center, helping them discover, learn, and buy through direct and partner channels in over 120 countries around the world. 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.

The Partner Account Manager, Strategic Accounts Australia, is responsible for leading the delivery of sales through a portfolio of Technology retailers and mobile operators for all Devices and Creativity portfolio - M365, Windows Consumer and Surface. This is achieved by becoming the partner’s preferred trusted advisor to ensure strategic alignment, creation of joint business plans, delivery of seasonal priorities, while advocating the internal voice of partner to drive Microsoft’s strategy enabling the partner to grow their business.

This role will be based out of Melbourne (preferred) or Sydney, and as a member of our team you’ll joing a culture centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

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**:
**Relationship Building and Management** (40%)
- Drive partner transformation and growth to prioritize and execute on new and strategic initiatives with partners
- Develop a deep understanding of the Retailer’s strategy, business imperatives, and profitability drivers
- Share broad industry and ecosystem knowledge of market and technology trends with Retailers
- Facilitate partner-to-partner discussions and Microsoft executive meetings to support Retailer’s innovation and differentiation strategies.
- Leverage industry knowledge, channel insight and customer understanding to drive strategic alignment and land joint business objectives with managed retailers
- Act as a partner advocate for all Retailer’s interests, goals, and objectives.
- Demonstrate good understanding of Retailer’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
- Identify key focus areas to create actionable & effective account planning
- Orchestrate annual and seasonal planning process with partner

**Account Management (40%)**
- Channel optimization - understand and assess the capabilities of each 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 on new and strategic initiatives with partners
- Support partner through the digital transformation journey to ensure omni-channel presence and growth
- Drive and land regular account performance reviews internally and with partner, and secure inclusion into the partner business cycle
- Work with partners to identify 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
- 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

**Business Development (20%)**
- 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

**Qualifications**:
**Required/Minimum Qualifications**
- 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry
- OR Bachelor's Degree in Business Administration, Enginering or related field AND 5+ year(s) partner management, sales, business development, platf