Microsoft Corporation Microsoft OEM Dell-EMC Sales Center BDM - CEE in Warsaw, Poland

This is Vendor role in service of Microsoft

Description of Purpose

The Microsoft OEM Sales Center Business Development Manager (SCBDM) will provide presales support for the Dell-EMC sales for the CEE market based in Warsaw, Poland. This role is responsible for effective communication of the consumer, commercial and technical values of the Microsoft core products and solutions to Dell-EMC Sales agents & decision makers across all applicable Dell-EMC business segments through Dell-EMC’s Sales Centers & Partners (Distis & Resellers) resulting in Microsoft sales revenue across Client, Office & Server solutions. This role requires very concise and effective communication with both customers and Dell-EMC stakeholders to provide effective Readiness of Microsoft OEM product & services, delivering appropriate sales awareness of these products and services through local sales activities to accelerate and close Microsoft sales opportunities across Client, Office & Server.

Responsibilities include but are not limited to:

Dell-EMC Readiness

Ø Drive Dell-EMC Sales Readiness with Dell-EMC Agents in Sales Centers and Channel Partners locally by education on product and licensing scenarios for Microsoft solutions (i.e. Server Virtualization, Windows Professional Imaging Rights, SQL licensing, Data center, Enterprise Solution selling).

Ø Ability to compare, contrast and sell Microsoft’s offerings with other companies in the industry to Dell-EMC Sales Agents and Channel Partners

Ø Ensure all essential product training to the Dell-EMC Sales Agents by business segment is always up to date and continually refreshed

Ø Act as a “Trusted Advisor” to the Dell-EMC Sales center sales teams, Field teams & their Partners to assist in solution readiness on the Microsoft stack and assist in driving presales support with Dell-EMC customers. This will require being Microsoft Dell-EMC Sales Certified (via RAMP portal) on these key products in the 1st 30 days of this role.

Ø Ensure all RAMP self-certifications are completed and RAMP Dell-EMC Ready training material is rolled out to the Dell-EMC sales team by business segment for the CEE

Ø Be the expert and evangelize business value of Microsoft over its key competitors.

Ø Drive Microsoft OEM Client, Office & Server Sales through the DELL-EMC Sales Center Business segments in Poland. This can be directly with the customer on calls or by working with the Dell-EMC Field Agent or Partner and teams to close specific deals

Ø Continuous sales pipeline management to ensure focus on top deals in 60%+ probability to drive Client, Office and/or Server on every deal processed.

Ø Weekly monitoring of Dell-EMC Online & Prem Pages to ensure competitive pricing is available to Dell-EMC customers and partners. Drive awareness via EMEA knowledge expert & EMEA SC Lead to Corp team for any discrepencies to be fixed as fast as possible.

Ø Working closely with Microsoft OEM team,to ensure maximum focus on CEE revenue attainment with Dell-EMC

Ø Perform weekly ISR audits on Microsoft Sales messages across the Dell-EMC Business Segment teams and ensure the Dell-EMC teams have the most current OEM scenarios, scripts and product collateral to drive successful growth

Ø Working closely with Microsoft and Dell-EMC colleagues evangelse Office AFO solutions across Direct & Channel.

Ø Role will have to support the Dell-EMC Client, Server & Office business.

Sales Awareness

Ø Together with the Sales Center Lead, CEE PAM & EMEA Marketing Leads as well as the Dell-EMC Sales & Marketing Leads develop and agree Quarterly Sales Center plans for Client, Office & Server for CEE Sales Centers & Channel Partners with demonstrated ROI in excess of minimum 15:1

Ø Work with Dell-EMC Sales & Marketing to drive optimum awareness to any product deals / special offers / bundles and evangelise these through the Dell-EMC’s Direct & Channel routes to market across Commercial & Consumer

Ø Evangelism of Microsoft Sales Contests & SPIFFs. These Microsoft Sales Contests & SPIFFs driven by Dell-EMC after agreeing plans with Microsoft Sales Center Lead & Local PAM based on minimum ROI’s of >15:1. Review results and on satisfaction of meeting set gates approve any reward payments for Dell-EMC once agreed targets have been achieved.

Ø Ensure Dell-EMC provides POE for all related Sales Contests & SPIFF activities

Ø 100% adherence to Microsoft & Dell-EMC policy & compliance is needed at all times and completion of compliance training at Microsoft (via RAMP) is required.

Sales Execution

Ø Weekly sales pipeline management, tracking, close and reporting consistent metrics like all other Sales Center BDMs

Ø Track & monitor weekly activities with focus on key activities - Readiness, Sales Management & Deal Closure at Dell-EMC Sales Centers and at Dell-EMC Partners as appropriate

Ø Working in the relevant sales center and/or at key Channel partner locations to drive sales and acting as the local Microsoft point of contact and trusted advisor to close deals.

Ø Work with Dell-EMC Sales teams on Big Deals across Client, Office & Server to bring to fast close.

Ø Become an expert in Dell-EMC CFS to help drives sales of Office AFO with Distis Ø Escalate and close issues with the Dell-EMC Sales Center teams and Partners as needed leveraging EMEA Sales center Lead for quick resolution

Ø Track your own activities to drive continuous Sales focus and workload prioritization. Complete Activity tracker weekly

Ø Drive sales revenue to Green with Dell-EMC by developing joint plans and working closely with the EMEA Sales Center Lead & Microsoft PAM to create a Correction of Error (COE), where needed, to achieve business revenue targets.

Ø Hunt for new business working closely with Dell-EMC Sales Leads as they develop new business channels through dormant account revival, new accounts, and business acquisitions and outputs from any organizational change

Relationship Management

Ø Partner with Dell-EMC Business Leads to build, develop & execute COE plans with strong interaction with EMEA Sales Center Lead for strong interaction and input in the COE

Ø Provide timely business reporting updates to Dell-EMC and Microsoft stakeholders to allow informed businesss decisions to be made

Ø Quickly establish to become the trusted advisor to Dell-EMC management & Agents and ensure regular synch with the relevant business segment leads across Dell-EMC Sales center, Local Dell-EMC Marketing & Channel Partners Field teams and Partners

Description of What’s Needed

Ø 3-5 years’ experience in a Sales driven role

Ø Excellent Knowledge of Microsoft Core Products and Services Ø Demonstrated strong commitment to drive for sales results quarter on quarter

Ø Strong Sales Acumen with extensive working experience in Sales Center Environments, with a preference for Dell-EMC Sales Experience

Ø Proven track record of Sales Revenue Achievements & Over-achievements

Ø Experience in a Customer Care and/or Technical support role Ø Demonstrated Sales Pipeline Management Expertise

Ø Proven Business development experience

Ø Excellent relationship and inter-prsonal skills to scale all levels of the Dell-EMC organization

Ø Excellent presentation skills

Ø Outstanding organizational skills and organizational agility

Ø Demonstrated ability to deal with and navigate through ambiguity

Ø Proven capability to make the right choices in the absence of direct supervision

Ø Strong written and verbal communication skills in local language and English

Ø Customer Service and/or Technical Support experience on Microsoft core products

Ø Timely & precise reporting to keep all stakeholders across Microdoft & Dell-EMC informed.

Knowledge, Skills and Experience

Ø Strong written and oral English language communication skills required

Ø Working knowledge of Microsoft Outlook, Word, Microsoft PowerPoint and Microsoft Excel.

Ø Strong Sales Planning & Development acumen

Ø Fluent in English as well as local languages, preferably Polish given the Revenue mix for CEE

Ø Personal Attributes

Ø Self driven, proven maturity in delivering results on deadline

Ø Excellent written and oral communication skills

Ø Excellent presentation skills

Ø Excellent organization and time management skills

Ø Team Player & motivator

Ø Focused on building long term, successful business relationships across all elvels of the organization Qualification

Ø BA Degree qualification or equivalent experience

This description has been designed to indicate the general nature and level of work performed by employees within this position. The actual duties, responsibilities, and qualifications may vary based on assignment or group.

Microsoft is an equal opportunity employer and does not discriminate against individuals on the basis of race, gender, age, national

origin, religion, marital status, veteran status, or sexual orientation.

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