Partner Development Manager - Education - Microsoft - APAC HQ - Singapore

Job description
Location: APAC HQ - Singapore, SG
Division: Sales

Partner Development Manager - Education

Why does the BDM Manager - EDU role exist?
Microsoft is proactively engaging in a transition to becoming a devices, software and services company. Part of this transformation & helping transform an education agenda for the 21st Century is about much more than providing a child with a low-cost computing device. Central to the success of these projects is an end to end and holistic approach that combines not just devices, but also systems architecture, applications, content, training, services and clear definition of outcomes that can be measure and supported by all the stakeholders. From devices to back end infrastructure, from applications and content to training and support, Microsoft’s commitment to education and the solutions available to support almost any approach mean we have an unprecedented opportunity to win these large 1:1 opportunities.

The BDM Manager - EDU role adds value to Microsoft by providing strategic leadership, management and execution of Microsoft’s plans and programs to develop our education partner ecosystem across the area and/or subsidiary. This includes "dotted line" responsibility for cross-group stakeholders to ensure Microsoft grows its market share in education and that its partners adopt and build on the MSFT technology stack.

Success is measured by all-up education sell-through revenue that meet or exceed local year-end growth projections, the vibrancy of the partner ecosystem, partner adoption of strategic MSFT technologies, and other measures articulated in the Education and PS Director’s scorecard.

How does the BDM Manager - EDU role add value?
With all of Microsoft’s Education revenue depending upon partners, there are few if any roles that are more critical to MSFT’s short term and long term success in Education.


How is the BDM Manager - EDU role unique from other roles?
- Works with the partner team (PTU/IPAM) to develop an education partner marketing strategy and incorporate partners into the subsidiary marketing plan.

- Key Responsibilities/Activities
- Develop Network of Education Solution Providers and incubate the sales drive for new solution/product streams for the Education Market - Build a strategy for increasing sales on specific solutions through the Education channel - either through skills delivery and awareness or via recruitment of new/existing Microsoft Partners to the Education Industry. Drive Windows 8 critical education Apps with ISVs, ensure ISV Solutions & Apps are integrated w/O365 & drive solutions on Azure and develop a network of breadth & depth SIs optimized for O365 deployments.
- Ensure that the Education market is covered by a sufficient number of Transaction partners (AER’s) and that they are properly trained and communicated with through WW and sub communications and training. Work with the SMB team to ensure that the AER program is properly enforced amongst all transaction resellers to drive AER revenue and compliance to fully support the education sales motion. Execute training in conjunction with the key SMS&P teams and local distribution partners.
- Engage with key Publishers - Leverage Publisher sales channels as potential new channels for Microsoft licensing. Ensure ISV/Publishers Solutions & Apps are integrated w/O365 and drive Windows 8 critical education Apps with Publishers.
- Engage with OEM’s / Telco Operators - Explore and target and build local OEM Partnerships to develop Education based solutions. Engage with OEMs to drive Windows 8 device availability in education & work with the Operators to develop Telco offerings for Education for your region, including Office 365 Syndication. Drive Solutions on Azure & develop network of Telco’s optimized for O365 deployments & begin account mapping with OEM partners.

Qualifications:
- 8-10 years of related professional experience
- Bachelor's Degree required; MBA preferred
- Professional Training and Certification: Significant experience closing deals and working with Solutions Partners, Publishers, OEM’s, ISV's and SI’s
- Extensive experience in business development, partner management or account management positions
- Passion for Education and ICT: Likes to win and is passionate about making a strong contribution to future generations.
- Strategic focus and analytical skills enabling comprehension of complex technical, business, and legal issues leading to the formation and execution of successful end to end partner strategies
- Exceptional communication, presentation and interpersonal skills with a proven track record in relationship building cross-group relationships
- Solid understanding of partner programs and partner ecosystems to ensure leverage, optimization and collaboration with existing resources
- A proven sales and sales management track record that includes extensive direct contact with customers and partners and an ability to develop and implement successful sales plans
- Ability to win in a highly competitive environment -proven ability to successfully address competitive threats, navigate complex customer environments and make the appropriate judgment calls to succeed
- Executive maturity and presence to appropriately represent Microsoft to senior IT and Business executives at our customers and partners. This includes the ability to understand key industry drivers, issues and solutions, distribution channels, partners and analyst insights
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