Job Details:
The PSE- Distribution(PSE-D_ is at the forefront of working to ensure that the Distributor is managed to plan and is making the investments needed to activate and enable the channel and drive key metrics such as Reach, Frequency and Yield, License Attach, OPEN Renewal Rates and Variance to Budget (VTB).
The PSE-D is the overall sales leader and is accountable for the performance of the distribution partner. That performance is measured against the targets and goals established in the Partner Business Plan and reviewed on a regular basis as part of the account business rhythm (Quarterly/Monthly Business Review, Mid-Year Review). Targets for the plan are developed as part of the Segment Alignment Workshop (SAW) planning process that supports the creation of the overall subsidiary fiscal year plan. Besides core KPIs and business targets, that plan also includes multi-year breakthrough initiatives in such areas as Channel Reach growth, SMB penetration, Revenue Retention and renewals, and transformation of the traditional reseller channel to lead with our Device+ services strategy. ThePSE-D is accountable for managing the plan to success and meeting the goals that have been agreed to within as well as ensuring that Microsoft meets the Conditions of Satisfaction (COS) established with the Distributor locally.
Expectation for the PSE-D:
• Holds bold aspirations for the business and himself
• Possesses an entrepreneurial mindset
• Is committed to Sales Excellence
• Positioned as a trusted advisor to the Distribution Executive Team (SMB, OEM/ CCG)
• Active collaborator and contributor to the Breadth Channel Strategy wth peers and across the subsidiary
• Driving Transformational breakthroughs in channel reach, Annuity and Renewals, Device + Services, Cloud transformation, Windows Share of Devices,and Customer and Partner Experience (CPE).
Sales Accountabilities:
• Achieve or exceed the revenue targets for Distribution on all license and product types especially Cloud Services
• RFY and attach targets for channel performance met or exceeded
• Scoecard targets green
• Robust Device+ Services sales and marketing plan in place for all distributors
• Open Annuity penetration and renewals @ 90%+
• COOP utilization and claims @ 100% and marketing efforts tracked to at least a 4X Return On Investment (ROI)
• Strong implementation of run rate discipline in place with the distributor
• Managing to within 5% +/- of forecast
• Course corrections in place for all Red scorecard metrics and revenue responsibilities aligning Sales, Marketing, Partner and Services
Sales Leadership:
• PSE-D drives the business with thoughtful plans, demonstrating proactive leadership, business insight and strategic leadership
• PSE-D is a trusted advisor and managing meaningful Monthly/ Quarterly Business Reviews
• PSE-D has a (multi-year) strategic plan in place or in development with Distributor leadership
• Business plan executed on time and with quality via Customer Relationship Management System
• Distribution partner plan updated to reflect business objectives/ MYR feedback
• Core business priorities including Reach, Open Annuity Renewal rates of 80%, Cloud Reseller Activations, Windows Share of Devices in market...
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