Software Channel Lead

Job Category: Sales
Location: China, Beijing
Division: Sales

Function: EDD, Microsoft China

Job Purpose:
- Accountable for sell-out of Finished Packaged Product as well as channel incentives including fees, rebates and marketing funds. The SW Channel Management Manager is also responsible for aligning sell-out to reseller sell-through to optimize downstream channel inventory, reduce retail stock-outs, and avoid transshipments and pricing instability. He/She will also be responsible for rolling sell-through and sell-out forecasts for the FPP (and retail COEM) business and work with SMSP Disti PAMs to ensure appropriate Disti orders and stock levels to meet downstream channel demand.
- The SW Channel Manager will also provide strategic leadership across business segments, working in close cooperation with SMSG partners (especially IW, Windows/C&O, SMSP, and OEM), WOAR Category Leads, and E&D Depth and Breadth sales teams to create and implement program strategies that drive desired business outcomes and meet the needs of our customers and partners

Responsibility:
Grow the business:
- Core sales and marketing focus driving attainment of specific revenue goals;
- Meet or exceed FPP revenue goals
- Manage channel breadth initiatives together with SMSP through Distributor
- Align sell-out with channel sell-through to ensure
- Drive effective asset management through proper forecasting of stocked inventory and associated sell-out programs
- Align rebates and channel incentives in line with corporate guidance to ensure pricing stability in the channel and optimization of downstream channel inventory to maximize short and long term sales generation
- Sales Forecasting/Deal tracking
- Provide accurate sales forecasts on a rolling weekly basis based on reseller sell-thru reporting
- Provide sales assistance and monitor large dollar opportunities

Go To Market Planning
- Develop annual and quarterly marketing plans in partnership with the distributors, IW and Windows BGs, WOAR Category Leads, SMSP, OEM and E&D Sales with budget secured to execute Sales Engagement/Strategic Initiatives
- Take advantage of special programs or opportunities, including multi-vendor solutions
- Drive promotion of coordinated cross-company sales execution for software channel

Readiness
- Engage the relevant internal Microsoft resources on training, education and readiness programs for both distributor and downstream reseller partners

Relationships
- Work with SMSP and E&D Breadth Sales team to identify and develop a virtual team within distributors and key resellers to serve as business and functional advocates
- With SMSP - provide a single voice to the software channel including distributors and resellers, representing all relevant Microsoft business segments and relevant issue escalations
- Manage reseller relationships to ensure participation in sales and GTM programs as well as timely data reporting (especially sell-thru and forecast data)

Qualifications
- 5 - 8 years of related experience
- Bachelor's degree, and master degree/MBA is preferred
- Thorough knowledge of Microsoft products and services; excellent interpersonal, organizational and communication skills;
- Ability to work closely with other Microsoft employees; ability to make sales calls to prospective customers and successfully close the deal;
- Ability to analyze sales situations;
- Technically adept with a thorough understanding of PC technology. Project management & Development skills.
- Strong IT channel management experience, including the management of distributors and resellers in a Microsoft channel context is strongly preferred if not required.

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发布时间：

2010-04-16

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