PTU Manager

The District PTU Lead is a new EPG role for FY08 that is directly responsible for executing a holistic partner sales & marketing engagement plan to help meet or exceed district revenue, growth, competitive, and deployment targets. Enterprise Partners are an integral part of our business & growth model in FY08 and beyond, and the District PTU lead will help elevate the partner connection within the district sales leadership (GM, DSMM, ATU managers, STU director, PM). The PTU lead will interact regularly with the DGM and serve as the point person for facilitating the all-up partner business in a district.The District PTU lead also will serve as a member of the US PTU leadership team, helping to execute cross-US enterprise partner sales priorities and initiatives. This role will also set the local district partner strategy and drive field execution tactics based on the voice-of-the-customer and partner feedback, and significantly raise Enterprise partnering execution standards. This role will be a combination of “player/coach”, with a balance of PTU management responsibilities (coach) and traditional PAM/Partner responsibilities (player). This position reports to the STU director, has direct line management responsibility for all PAM’s in the district, and will collaborate directly with the DGM and other district Sales Leadership roles to ensure a healthy partner business and ecosystem going forward.This job can be located in any Northwest District Office. PTU Management & “Coach” responsibilities:·  Deliver consistent revenue growth and solutions adoption/deployment through partners ·  Develop and manage a portfolio of Partner Solution Plans that include joint sales & marketing targets, are signed off by key district stakeholders (STU, ATU, Marketing, Services), and are subject to EBR’s at least semi-annually ·  Tight integration of Partner marketing demand generation in collaboration with District Sales & Marketing Manager ·  Ensure a healthy partner pipeline through gap coverage (1x) and mix: revenue, deployment, MSFT-led (collaborate), and Partner-led (resource or monitor) ·  Partner wins - net new revenue, strategic/competitive workloads, deployment wins·  Establishing a consistent & predictable partner-focused rhythm of the business in district ·  Partner business reviews, deal/opportunity reviews, debriefings in district, w/ DGM, IGM, RVP ·  Regular external partner meetings/reviews with DGM·  Host district Quarterly Partner Briefings, roundtables, awards, readiness events, etc.·  Orchestrate monthly business/pipeline reviews with partners using BMF partner meeting ·  Manage all-up PTU district/industry partner scorecard & KPI’s·  Develop and maintain a healthy partner ecosystem in the District ·  Ensure managed partner capacity across core workloads & strategic growth areas ·  Deliver partner NSAT via world-class COS, EBR’s, and readiness plans ·  Ensure transparency in Services goals & predictable engagement model for MCS and partners ·  Responsible for district partner readiness plans and program execution, leveraging US PTU and other USPG readiness offerings·  Manage the PTU resources in the District and execute US EPG partner initiatives ·  Direct PAM reporting responsibility, including all management tasks (staffing, reviews, etc.) ·  Cultivating/coaching the PAM community through world-class selling ·  Foster PAM community through skills development, rewards & recognition, sharing best practices·  Serve as active member of US PTU leadership team, provide field feedback to US PTU lead and help drive US EPG partner initiatives and execution priorities PAM “Player”  Responsibilities:·  Deliver consistent revenue growth and solutions adoption/deployment through partners ·  Serve as “lead PAM” for 8-10 managed partners in the district·  Serve as primary PAM for partner sales engagement in ~2-3 ATU’s in the district ·  Develop managed partner business & solution plans (PBP/PSP) inclusive of COS ·  Own partner scorecard accountabilities across key partner metrics: Partner pipeline attach (value), Partner-led solution revenue, IPSA wins, partner NSAT, Office/Vista deployments ·  Serve as SME for managed partner portfolio in monthly business reviews, deal/opportunity reviews, account/territory plans, etc.·  Orchestrate monthly business/pipeline reviews with partners using BMF partner meeting Job_Requirements:Summary of Required Knowledge, Skills & Abilities. The successful District PTU Lead candidate will have:·  Proven success in selling Microsoft products and services to Enterprise customers and/or successful management of Microsoft sales resources ·  Deep understanding of Microsoft partner sales processes and strategies, tools, programs ·  Deep understanding of Microsoft standard sales processes: relationship management, opportunity management (MSSP), and business management (including pipeline management) and associated standard tools and resources.·  Current understanding of the technology industry and industry trends, unique local market dynamics and competitive environment ·  Basic understanding of Microsoft global annuity strategy and enterprise licensing programs ·  Basic understanding of Microsoft platform technologies and enterprise products  Summary of Qualifications:·  5 or more years of enterprise sales experience, with partners ·  Bachelor’s degree in business or related field, ·  MBA or related master’s degree preferred ·  Career Model competencies:·  Proficiency Level 4: Cross-Boundary Collaboration, Holding Others Accountable, Confidence, Setting Goals and Expectations ·  Proficiency Level 3: Enabling Change, Customer Insight and Commitment, Interpersonal Awareness, Developing People, Impact and Influence Microsoft offers an excellent benefits package to full-time employees including medical, dental, vacation, employee stock purchase plan, and 401k, plus some great extras including: our 24-hour nurse line, stay fit program, product discounts, and paid infant care leave. All part of our commitment to our most important asset: our employees. For more information about life at Microsoft, please visit our careers website. Microsoft is an equal opportunity employer (EOE) and strongly supports diversity in the workforce. ;