Director - Sales - OEM - Microsoft - Singapore

Job description
Role Purpose:

The OEM Sales Manager – Breadth will be responsible for developing sales strategies and plans to drive Microsoft software adoption and 3rd party devices via the ODR and breadth channels, who purchase product via authorised distributors. As the business leader, the person will also drive the execution of these plans by hiring, developing, coaching and empowering sales and marketing professionals across the region. He/she will be accountable for the business goals relating to these partners, including revenue, device share, unit share, gains against unlicensed PC, product attach & mix and partner satisfaction. The person in this role will lead the effort with the breadth channel across APAC to ensure that products shipped by these partners will support and take advantage of current and future Microsoft technologies.



The key components of the role include working with the OEM & SMSP transaction team to:

• Build an APAC community of ODR/Breadth Channel leaders and individual contributors. Coach, ready and guide APAC subs to best practice and ODR channel success.
• Develop and execute an engagement strategy across the breadth channel (Distribution, Sub Distribution, System Builder & DMR), to drive Windows, Office & Server attach & premium mix to locally built or MNA PC’s & Servers.
• Develop and execute strategies to grow Microsoft device share across channels.
• Work with Corp to develop and land Breadth OEM programs & initiatives such as MNA@distribution, Touch Wins, #modernbiz, breadth mobilisation & sub-distribution programs.
• Liaison with BMO, BG’s SMS&P, LCA and Corp teams to reduce Unlicensed PC’s in the OEM channel and drive Windows Paid Share of PC’s
• Build & execute plans to stabilise & grow the breadth OEM partners who buy OEM product from distribution in the APAC market.
• Engage with the Breadth Partner organisations to build long term sustainable relationships and drive satisfaction.
• Working closely with SMSP transactional partner team to ensure alignment within the channel.
• Act as key member of the OEM management team and help develop & execute strategies to grow the OEM business in APAC.

In all scenarios, the OEM Sales Lead - Breadth will leverage a One Microsoft approach to generate innovation and thought leadership and will be responsible for a thorough understanding of the channel, business environment and competition.

Team/Department Mission:

The OEM team is responsible for the OEM revenue & the Partner ecosystem that delivers the OEM revenue in APAC. Our goal is to consistently grow revenue of Windows, Office & Server products and share of Microsoft devices whilst increasing the satisfaction of all the OEM partners (Multinational, Named, Retail, Distributor, DMR, System Builder). Incorporated into this responsibility is overall revenue and unit growth, operating system attach, Office attach, channel management and design wins.

OEM is part of the broader Partner ecosystem and alignment with other business groups and strategic Microsoft initiatives is critical to success.

Key Accountabilities:

• Sales and overall Business management for the Distribution and Breadth Reseller Channel
• Coaching, readiness and best practice sharing across APAC
• People Management & Development
• Business Plan development & Execution for Tier 1-4 partners
• Relationship Management
- Internally, the ability to lead by influence and co-ordinate cross-group initiatives between product groups, sub/regions BGs and HQ is very important in this role, including partnering with MNAs and MNA teams to plan and execute on campaigns and programs at the MNA Distributor

• Externally the ability to provide strategic guidance and lead by influencing our partners to help succeed with our products and grow their business:
- Increase revenue with Windows device sales
- Increase share of Windows devices sold through Distribution
- Attach of Office and Server software to Windows Devices and alternative platforms
- COEM software revenue
- Increase of reach, frequency and yield of reseller Microsoft device and product sales
- Reduction of UPCs and mis-licensed PCs in market
- Increase Server revenue and share gains
- Lead transformation to Cloud services

• Adherence to compliance standards

Key Success Criteria :

1. Develop & execute business plan for OEM breadth accounts to achieve revenue, attach, mix & CPE targets.
2. Win share of Microsoft devices through channels.
3. People management & development to attain a high performing OEM team, measured by sub feedback.
4. Lead the key product launches.
5. Clear strategy that drives Office attach to devices.
6. Clear strategy that drives Server share, growth and attach.
7. Clear strategies to grow levels of Genuine Windows attach and COEM SB share and attach growth.
8. Raise levels of partner experience & satisfaction with Microsoft
9. Responsible for revenue target & ensuring an accurate monthly forecast & ROB cycle
10. Increased knowledge of competitive landscape to ensure we attain market share metrics as measured by the OEM scorecard.

Knowledge, Skills and Experience:

1) Essential Experience
• Extensive Sales Experience, ideally within Distribution, OEM Partner channel or retail/FMCG
• Ability to build relationships & long term sustainable & profitable partnerships to achieve mutual goals.
• At building or managing Business or sales territories experience to deliver business results – covering all aspects of revenue forecasting, planning, reporting and execution.
• Strong leadership experience and proven people management experience, both direct line management and influencing others.
• Strong channel & industry knowledge, including: hardware standards (processors, displays, storage and networking), operating systems, PC software, distribution and sales channels.
• Ability to leverage MS products and services to help the customers develop complex business and market opportunities.
• Must have strong, demonstrate, presentation skills to groups of all sizes and a successful track record of sales & negotiation skills, including advanced sales knowledge.
• Excellent collaboration and communications kills to work cross-group functions, teams, geographies and within a worldwide framework.

2) Technical/Functional Skills
• Sales skills
• Good Organisational Skills
• Commercial Skills – Business planning, understanding how a business works. Decision Makers, Key Influencers.
• Strong technical capability to demonstrate and articulate benefits of Vista, Office and overall server technologies.

3) Personal Attributes/Interpersonal Skills
• Proven leadership skills
• Excellent communication & negotiation skills
• Relationship building
• Confident & outgoing

4) Qualifications
• MBA/Masters preferred

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