Partner Account Manager (PAM) ISV

- 3 – 5 years of related experience
- Bachelor’s Degree
- Sales Management experience preferred
- Keen understanding of consultative solution selling skills, knowledge of service industry, and high medium business acumen a must.
- Successful and proven performance in leveraged sales or business development.
- Account management and business planning skills a must.
- Teamwork and communication skills are critical, particularly in matrix management organization.
- Knowledge of Microsoft’s products & channel model.
- Minimum 2 years of project proven experience in customer/partner facing
- Minimum 2 years experience in marketing

The ISV Partner Account Manager is responsible for business planning, developing, and managing Microsoft’s key ISV partners. This person will ensure that ISVs are adopt Microsoft’s platform technologies, and execute joint demand generation activities, support partners in selling solutions, and manage opportunity pipelines.
This Position has huge impact on selling and technology adoption, and on partner satisfaction with MS.

The key initiatives and challenges facing this position:
• Direct revenue from ISVs (Royalty, SPLA) and influence revenue
• Adoption of platform technologies across the stack with new and existing ISV partners
• Partner satisfaction through all levels of partner management.
• Recruitment of partners identified through capacity planning, and segmentation/selection processed.
• Implements Project Middle Earth with execution excellence
• Anticipates and resolves problems

PLAN & RECRUIT
 Map and analyze channel and partner ecosystem capability to market opportunities.
 Develop channel-level portfolio plans and priorities.
 Identify and segment desired partners.
 Strategically recruit new partners based on competency and competitive targets.
 Co-create business plans with partners & - EPG where applicable - to drive shared goals.
 Continually upgrade existing partners.
 Revise business plans (with a focus on PSP) as needed.

ENABLE
 Maximize ISV adoption of the Microsoft technology stack (with ISV DE) by identifying opportunities for incremental adoption.
 Evaluate each ISV for Dynamics adoption.
 Develop a technology adoption roadmap (with ISV DE) for each ISV.
 Recruit ISVs (with ISV DE) into DPE Evangelism Rhythms for SQL 2005, Office 12, Exchange 12, Vista.

CREATE DEMAND
 Work with partners to co-develop initial marketing plans, and specially Partner Solution Plan.
 Integrate ISVs into ISV Telesales campaigns and related thru-partner marketing offerings
 Finalize partner-specific plans based on priorities and budget allocations.
 Provide marketing support to partners based on plans.
 Monitor and measure results.

SELL
 Analyze portfolio and partner pipeline.
 Work with each partner to develop pipeline review and forecast process specific to that relationship.
 Coach partners on pipeline management activities.
 Engage in co-selling/sales support activities with partners and their customers for key opportunities.
 Make referrals to MS phone-based resources for competitive sales assistance and pre-sales support.

SERVICE
 Work with partners to determine areas of needed MS service assistance.
 Assist in obtaining and coordinating necessary MS resources to provide needed service assistance.
 Conduct regular status checks to ensure positive progress and results from service assistance.

RETAIN
 Build high-trust relationships with executives and other key staff at partners.
 Drive partner interaction and events to increase sales of MS products, services, and solutions and to increase partner satisfaction with MS.
 Ensure all partners attain/renew to MSPP Certified level & declare competency.
 Drive partner reward and recognition programs.

ADMINISTRATIVE
 Attend meetings, trainings, airlifts, summits, conference calls
 Coordinate with and obtain assistance of other MS staff, groups
 Reporting
 Utilize CRM and PRM tools
 Other relevant administrative duties

We offer:
• Dynamic and prestigious work environment
• The best tools and technologies at your fingertips
• Smart and motivated team
• Unique chance for personal development
• Competitive remuneration package

Welcome to a world of self-expression

For more than 20 years, Microsoft has been operating in Europe, the Middle East and Africa (EMEA), enabling
people and businesses throughout the region to realize their potential.
The company's 13,000 regional employees engage in a wide range of functions including research, product development and distribution, sales and marketing, customer service and support, and partner support.

An industry leader, Microsoft is also committed to corporate responsibility and community participation. The company works with all levels of government and academia, and supports numerous programmes for social and economic development.
Our success is due to the passion, expertise and commitment of our people – people like you. We are passionate about helping our people realize their potential so that they, in turn, can help realize the potential of new and existing
customers all over the world. Microsoft continuously invests in supporting a healthy work/life balance for all employees. We owe the success of Microsoft to each and every one of our employees, so we have tailored our benefits to reflect our commitment to recognizing and rewarding their achievements.

Microsoft, as an innovator of technologies, products and solutions, touches the lives of people all over the world and helps to realize the potential of individuals
and communities alike. This is a very human business and one that encourages self-expression, opinion and input from each and every one of our employees.
To find out just how far your self-expression could take you with Microsoft, explore our website: www.microsoft.ro.

Please apply online for this position to: www.microsoft.com/emea/careers