PAM System Builder Job

Job Category: Sales
Location: Nairobi, KE
Job ID: 771642-64933
Division: Sales

Partner Account Manager - System Builder

OEM (Original Equipment Manufacturer) business worldwide is chartered with the proliferation of Microsoft intellectual property through the legitimate installation on new systems within the OEM partner community including; Multi-National (MNA), Direct (or Named) and System Builders (SB). Incorporated into this responsibility is overall revenue and unit growth, channel management, reduction of unlicensed PCs and design wins. Success requires internal and external executive level relationship management, alignment of strategic initiatives Microsoft-wide and exemplary cross-group.

The OEM SBC Distribution & Reseller Channel Field PAM will be accountable to sell-in and sell-thru MS Windows Client, Office (FPP & PKC) and Server software for OEM licensing in East & Southern Africa and with the specified partner(s). This person will collaborate with local, regional and HQ OEM teams as well as cross company to achieve the OEM metrics in East & Southern Africa. The position has a special focus in Office (IW) opportunity growth as it is the biggest opportunity in the SMB market and channel.

The Partner Account Manager - OEM Direct role adds value by:
Achieve unit and revenue business results for client, office and server OEM products. Generate clear incremental revenue and reinforce partner ecosystem.
Develop a IW (SBC/FPP/PKC) sales plan to generate an Office Breakthrough in the ESA market
Sales optimization of MNA PC big sellers (MNA Certified Partners). Coordinate a plan together with MNA team to upsell with MNA resellers
Engage with non-traditional channels to grow new strong partnership in order to sell Office units. Special focus on Telcos
Engage with the OEM ecosystem internally and externally to achieve results.


What are key initiatives and challenges facing this role over the next six months to three years?
The challenges facing the role over the next 6 months to 3 years are the following:
The OEM System Builder partner business faces extreme market pressure.
The PAM must be able to express how OEM partners are relevant to Microsoft, Champion their partner to Microsoft and vice versa. Connecting partners to the right people in Microsoft.
Selling the significance of the OEM System Builder partner to Microsoft product groups, as they can offer a ground swell of support.
Being creative where resources are constrained and little support is provided.
Driving large scale programmatic efforts to increase sales through the OEM System Builder partner channel


Requirements:
5 - 8 years of related experience
Bachelor’s Degree (B.S./B.A.)
Partner-facing sales experience
Pipeline & Deals excellence, revenue generation skills.
Strong proactivity and self-starter criteria
Sales and account management experience
Knowledge of Consumer & SMB market
Knowledge of Hardware and components market. Experience in HW field.
Sales Ecosystem knowledge. Contacts and key people knowledge in the OEM channel
A keen understanding of consultative solution and value-based selling skills, knowledge of service industry, and high business acumen.
Successful and proven performance in leveraged sales or business development.
Partner account management and business planning skills.
Teamwork and communication skills are critical, particularly in matrix management organization.
Knowledge of Microsoft’s products & channel model.
An ability to operate autonomously.
Creative use of resources
Senior ability to design a sales plan and execute it successfully
Experience in deep analysis, reporting and right decision making.
  

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