Channel Executive HP - OEM, Sales in Redmond, WA

TitleChannel Executive HP - OEM
LocationRedmond, WA
Date AddedDecember 5, 2014
Open Positions1

Be on the forefront of Microsoft's Cloud first, Mobile first vision as part of the Sales team responsible for Microsoft's largest Windows device OEM partner. This Channel Executive Role will be responsible for policy and licensing efforts and execution worldwide on sales programs spanning all business segments. This role is responsible for enabling and executing on programs that maximize sales, working across the Microsoft OEM Policy and Licensing team and with regional Channel Executives to ensure Windows device sales are maximized.

This individual will be accountable for landing all sales programs within HP and Microsoft in addition to ensuring that all operational requirements are met for HP to exceed sales expectations. This person will develop a deep and broad understanding of HP's business and operations as well as their scale and breadth model in consumer and commercial channel sales so that we are able to influence Microsoft policy and programs that will fully enable HP's sales engines. This individual must be highly organized, analytical and results oriented with a strong ability to build and grow relationships at all levels - within Microsoft and HP. This person also must communicate effectively to the WW teams throughout various levels inside of both Microsoft and HP. Forecasting and insight accountability is a given.

Key responsibilities are:
Licensing & Operations
o Coordinate and manage communications for new programs/services/licensing and ensure alignment across all key partners for programs including, but not limited to, SKU definition & execution, price adjustments
o Translate new business models, products, programs from strategy to implementation working with partners such as engineering and operations
o Be the primary business contact and liaison between HP and internal partners including Policy, Marketing, LCA, Operations and Sales both WW & Regional
o Act as change agent to identify, own and drive process improvements and transformation across licensing (together with our cross-functional partners) to be an advocate for HP's business
o Communicate and build effective relationships with key partner organizations, worldwide subsidiaries and regional contacts

Sales and Sales Readiness
o Responsible for enabling the sales teams to deliver on exceeding expectations;
o Identify new sales motions that will land business objectives;
o Creatively landing existing operations and policy requirements that address new business needs
o Driving change to enable new ways of doing business through LCA, Policy, Marketing and Operations
o Be a subject matter expert for the portfolio of OEM devices and solutions, license types and licensing models
o Build trust with the respective Microsoft and HP sales teams through an understanding of challenges that exist (i.e. mis-licensing, SKU changes and implications at the field and customer levels).
o Identification of cross-geography synergies that can benefit field teams in multiple subsidiaries.
o Be the go-to resource for the HP sales account team for sales readiness through licensing
o Work with the business development and sales teams on execution of sales accelerators

OEM Partner Relationship Management:
o Develop a deep understanding of the partner's global and regional strategy and business imperatives through market and partner inquiry as well as internal and external industry resources.
o Integrate Microsoft's strategic priorities and programs into HP's to ensure Microsoft mindshare with HP at HQ level and that it cascades through to the regional level.
o Offer industry and business insights, intelligence and internal observations to the partner of the partner's business that advances their priorities and opens new opportunities or ways to do business

Essential Experience
o PC, devices, licensing and industry market knowledge including key distribution channels is required
o Operations and procurement knowledge with proven track record of large partner management
o The ideal candidate will have demonstrated success as a virtual team leader and individual contributor (player/coach). This includes proven ability to impact and influence without authority
o Experience working with multi-cultural teams
o Strong skills and experience building multi-level relationships within a large or multinational account including management of senior executive relationships

Technical/Functional Skills
o Understanding of the device eco-system and services and how to integrate devices and services
o Excellent oral and written communication and effective executive presentation
o Strong sales, negotiation and objection handling
o Strong customer service and interpersonal skills
o Ability to develop accurate business plans and forecasts
o Strong planning and organizational skills

Personal Attributes
o Strong desire to compete and win
o Passion for technology and devices
o High sense of urgency and ability to prioritize
o Ability to work under tight deadlines and to manage multiple projects and assignments simultaneously
o Diplomacy and comfort with difficult Partner conversations; ability to hold Partner accountable openly and respectfully
o Executive maturity: this position involves frequent contact with senior executives across Microsoft, Partner and the Partner eco-system communicating strategy, business plans, investment, and risks
o Ability to manage, motivate and lead virtual teams
o Great listening skills and ability to read body language and be a "chameleon" with your audience

o Four-year college degree, MBA preferred
o Partner management experience in the IT or consumer electronics industries
o Operation experience an asset

Special Requirements/Additional Information
o Estimated travel: 35% - Requires travel to work with HP and Microsoft teams as needed.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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