Director - Industry Market Development - Microsoft - Singapore

Job description
Are you interested in driving Asia Pacific’s Public Sector partner community (solution & transaction partners) to the next level? Looking for a high impact role in which you can drive how we engage partners growing CityNext centric Public Sector business, the entrepreneurial spirit and passion to work with field teams and corporate partner communities? Do you have the desire and drive to work independently yet cross-group with key Microsoft partner stakeholders to positively impact the Asia Pacific Field partner communities?

CityNext is a people-first approach to innovation that empowers government, business and citizens to shape the future of their city. Rapid urbanization and a modernization imperative facing all cities creates a large and growing opportunity for Microsoft and with our partners we have the ability to broaden the dialogue around ‘smart cities” and differentiate ourselves in that competitive market. Microsoft CityNext creates a convergence of our broad portfolio of secure consumer to business software, devices and services; our vast network of global partners; and our history of successful education and social programs to help cities and their people accomplish what’s next. Our approach also empowers leaders to do NEW with less by enabling them to leverage existing investments and incorporating new innovations at their own pace, creating a sustainable innovation model.

The APAC Public Sector is looking for an individual contributor to design, contribute, implement and drive a comprehensive, effective APAC partner strategy against defined business objectives and scorecard metrics with CityNext as the key focus. Successful candidates will need to understand the unique needs of our APAC Public Sector partner and customer community, solution and transaction partners, the roles and motivations of our WW Public Sector field sales organization, the various Field partner communities (EPG PTU and SMSP-PS) as well as being able to align various corporate teams to drive our business with the field. This individual will be responsible for defining how we execute and manage our APAC partner sales motion to grow share, platform adoption/readiness and joint field pipeline engagement aligned to revenue & scorecard goals. This individual will manage the rhythm between APAC partner leadership and key stakeholders within the MS and SMSG leadership teams, specifically WW DX, WW EPG PTU Teams, SMSP-PS and WW PG organization.

Responsibilities include but are not limited to:

• Managed Partner Sales Strategy & Plan: Define WW Public Sector strategy for how the managed APAC partner business drives field sales and marketing efforts in Public Sector with the key focus on CityNext. Develop deep understanding of the sales scenarios and processes, competitive landscape and Public Sector customer needs to identify partner opportunities to more effectively drive our business. In concert with WW PG, EPG PTU and SMSP, create the WWPS APAC Partner Field Engagement Plan for our depth sales motion including cross organization guidance and adjusted execution models to deliver the attainment of government customers and CityNext initiative. Build rich field guidance with industry teams based on key selling scenarios aligned to pipeline and revenue targets.

• Partner/Field Leadership: Support Rhythm of the Business (ROB) with deep business insights into the key levers driving the business. Serve as counsel to our executive leadership on the state of the APAC Public Sector channel business. Coach and drive Field Team leads in subs for the creation and execution of high quality correction of error (COE) plans in place for underperforming areas. Work closely with WW corporate/ASIA/field team leads to understand market conditions, our execution strengths and weaknesses, identify best practices, etc.

• Sales Execution: Carry the Asia Public Sector sales quota/commitment and managed partner channel (ex: SI, ISV, LAR, etc.). Engage Field Sales and WW/Asia Partner Teams to attain cross-team commitment, goals and expectations, including staging customer fronting engagement plans and demand generation events. Coach the Field partner team (EPG PTU, SMSP-PS, local DPE) to address weak and/or underdeveloped pipeline situations to become a healthy pipeline of qualified opportunities to achieve revenue goals. Serve as a partner sponsor and help the Field team close high profile deals specifically in competitive Oracle or VMWare scenarios.

• Unmanaged Asia Partner Community Effectiveness and Alignment: Work closely with APAC/Subsidiary Partner Leaders and Marketing counterparts to ensure integration with all core processes to build a rich partner ecosystem addressing the Public Sector marketplace. This to include integration with Segment Alignment Workshops, account planning and profiling, GPF, etc. Gain agreement on cross organizational roles and responsibilities while building strong partnership with Asia Partner leaders, Corporate teams and APAC subsidiary counterparts to ensure tight alignment across unmanaged partner community.

Specific Responsibilities:

• Own revenue accountability for CityNext centric APAC Public Sector partners. Provide regular, accurate forecast of revenue by geography and industry.
• Drive overall strategy for the APAC PS partner ecosystem, ensuring consistent implementation globally in alignment with specific local requirements of regional/country operations and partner business planning rhythms.
• Drive efforts across Microsoft to increase sales and marketing and channel development initiatives between Microsoft and especially our managed APAC Public Sector partners.
• Develop and nurture executive relationships with appropriate partners, engaging cross-team members to ensure success.
• Ensure global industry marketing execution is aligned with the overall goals and accountabilities of the Worldwide Public Sector partner portfolio.
• Exceed revenue budgets for each product category as defined in the annual plan.
• Ensure team application of consultative selling process to drive key initiatives and achieve account objectives.
• This position includes driving the partner business plan creation process and includes removal of “barriers to success” for the organization
• Engage with the APAC Public Sector Directors/Partner Leads and provide coaching, guidance and support in driving partner business relationships in the countries across the time zone.

Recommended Qualifications:

• Four year college degree in business, marketing or scientific discipline, or equivalent experience.
• 10+ years of related channel sales management experience in sales/marketing background, including prior experience in two of four key PS industries (oil and gas, defense, civilian, education or healthcare).
• Prior APAC channel experience
• CXO level partner engagement experience
• Experience managing multiple short duration projects simultaneously
• Big picture thinking coupled with strong attention to detail

Key Competencies:

• Exceptional leadership skills
• Proven strength in cross-group collaboration, impact and influence and executive maturity
• Excellent written and verbal communication skills
• Clear, deep understanding of the APAC partner community landscape and channel models
• A broad knowledge of Microsoft technology and how it is used in typical scenarios as provided by the channel

Skills/Abilities:

• Superb high-level sales and advanced negotiation skills required for engagement with large complex partners.
• Broad expertise in industry trends and business practices.
• Proven ability to develop strategic business plans and oversee their execution.
• Proven decision-making skills.
• Strong organizational, planning and analytical experience, ability to analyze and interpret business performance measures. Ability to communicate the performance measures consistently across Corporate, Region and the Field organizations.
• Effective achievement of fiscal objectives according to plan.
• Proven leadership, people engagement and collaboration skills across international boundaries essential. Ability to lead initiatives in fast-paced, evolving and highly collaborative environment.
• Ability to effectively influence others across multiple MS groups, extended virtual teams, and with regional personnel, to achieve specific objectives.
• Ability to communicate effectively and concisely - both orally and in written form.
• Knowledge of core MS technology, product and technical strategies required. Proven knowledge of licensing/legal contracts.
• This position requires the ability to travel approximately 30% of the time with much of it international in scope.

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