PTM Surabaya Job (Jakarta, ID)

The Partner Territory Manager (PTM) is a geo-based field sales role, designed to recruit and activate non-managed reseller partners in a given territory to sell all Open Licenses, OEM, FPP and Microsoft Hardware with an emphasis on Annuity and Cloud Services. Non-managed partners are not covered by other field Partner Account Manager (PAM) or Tele- based PAM managed resources and primarily engage with Microsoft through an authorized Microsoft Distributor.

A world class PTM will bring together a deep understanding of Microsoft’s products and licensing sales models with an equally deep understanding of the given market opportunities and dynamics in territory to the benefit of the partners. A key focus here is opportunities to both drive a partner led Open Licensing, OEM, FPP and Microsoft Hardware Sales Motion as well as activating and enabling the channel to sell Cloud Services. The PTM’s key partner/ resource in activating the territory’s partners is the Microsoft Authorized Distributor. The PTM aligns his efforts to the distributor’s Go To Market strategy and leverages the distributor’s scale reach and enablement resources as well as COOP driven marketing and demand generation campaigns to activate the resellers in territory. This coordination creates a strong pull through motion in market driven by the PTM that compliments the distributor’s core business muscles of fulfillment, enablement and activation.

The PTM is a Senior Account Manager with the ability to connect with senior sales leaders in the distributor and VARs as a trusted advisor, while having the ability to gather and maximize resources to drive a highly scaled selling motion in territory. He/she should also engage with key industry influential in order to engage with them and advocate for Microsoft. Specifically, the candidate for this role will have the following profile and experience:
Extensive Sales/ channel sales experience
Proven ability to build and execute sales strategy
Entrepreneurship mindset
Strong Interpersonal/ Cross Border Relationship Building
People and Partner (internal and external) Development/ Coaching
Coordination/ Organizational Skills

Why does the role exist?
A world class PTM will bring together a deep understanding of Microsoft’s products and licensing sales models with an equally deep understanding of the given market opportunities and dynamics in territory to the benefit of the partners. A key focus here is opportunities to both drive a partner led Open Licensing, OEM, FPP, Microsoft Hardware Sales Motion as well as activating and enabling the channel to sell Cloud Services. The PTM’s key partner/ resource in activating the territory’s partners is the Microsoft Authorized Distributor. The PTM aligns his efforts to the distributor’s Go To Market strategy and leverages the distributor’s scale reach and enablement resources as well as COOP driven marketing and demand generation campaigns to activate the resellers in territory. This coordination creates a strong pull through motion in market driven by the PTM that compliments the distributor’s core business muscles of fulfillment, enablement and activation.

How does the role add value?
The objective of this role is to activate and enable to sell Open and Cloud based services for Microsoft in the SMB customer segment with a high degree of satisfaction. This role is also expected to build and leverage relationship with local government and local corporate customers as well as local channels to grow the market.

How is role unique from other roles?
This role is distinct in that it is focused exclusively on non-managed partners in a given territory. To carry out this role and drive a robust partner led selling motion @ scale, the PTM leads broad scale efforts and resources to foster a selling motion that both activates partners and maximizes their productivity as well as satisfaction with their relationship with Microsoft.

Key Initiatives:
§ Develop and execute territory based business plan with specific strategies and programs and investments to drive OPEN annuity and renewals, Hosting, and Cloud Services.
§ Engage with partners @ scale in territory through drive 1: many engagements though sales presentations, local Distributors engagement, roundtable events, “roadshows”, webcasts, etc. to drive channel enablement, skilling, and utilization of promotions and offers that maximize the sales performance for partners in territory and exceed market and revenue goals, while also increasing non-managed partner satisfaction.
§ Provide strategic insights to the PAM teams, both field and tele-based on potential high potential partners in territory that should have a deeper managed relationship with Microsoft.

Challenges:
§ Execute @ the right level of coverage and scale for the given territory needed to drive sales and market goals.
§ Build the highest level of partner skills needed to sell, deploy and service Microsoft’s latest technologies.
§ Driving transformation of the traditional reseller base to lead with the Cloud.
§ Aligning Distribution led programs, campaigns and promotions with the non managed channel.
Maintaining CPE @ scale in territory

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