Position: Director, Business Development OEM

Location: Redmond, WA

Responsible for achieving WW OEM business client, server and storage related revenue and strategic objectives while maximizing the relationship between Microsoft and one of our OEM Partners. This person will lead the actions to achieve a high degree of satisfaction from our OEM Partner and across Microsoft through the process. And, be accountable to lead the One-Microsoft approach for these three businesses across the different groups within Microsoft.

Responsibilities:

Strong relationship management is a key driver and success in this position. Develops strategic, ongoing customer relationships with highly influential individuals at Dell and Microsoft, gaining trust and respect across the companies. Promotes the relationship between MS and our OEM Partner by establishing the value of alignment between MS and Oem partner while identifying key objectives. Builds a business plan to reach those objectives, and owns implementation of that plan. This individual recognizes trends and identifies commercial business client, server and storage opportunities in the OEM channel and works with Microsoft business groups to address opportunity and develop sales strategies. Direct ownership of WW OEM Agreements for these three business areas and their supporting agreements. Developing and implementing such relationships/business plans requires spending a significant amount of time at OEM Partner HQ, at Microsoft and partner field offices worldwide and requires an associated amount of travel. These results will be achieved by collaborating with the OEM sales engagement, marketing, and engineering teams focused on thi OEM Partner. In addition, this person supports the One-Microsoft way of working with this OEM partner and as such is the leader across Microsoft for the solutions in the commercial business. In this role the person needs to have the end-to-end understanding of what MS and our partner do together around these solutions, collaborate with others at MS responsible for specific areas, and hold others accountable to the One-Microsoft approach and to their commitments for the related business areas.

Contribution for Microsoft results to be achieved in conjunction with positive impact to partner results:

Develop the focus and mindshare within the OEM partner world-wide to drive client OS, Server OS, and Server Application attach and mix,
Develop the input to Microsoft’s emerging market plans in the related areas from a partner perspective.
Make strategic decisions to drive the attach across traditional and nontraditional channels for partner to grow Microsoft unit shipments and revenue.
Makes insightful, timely decisions, often in the most difficult, complex situations.
Consistently helps others think through the impact of decision alternatives.
Has advanced knowledge of the business, customers, partners, the channel, Microsoft strategies and how they work together.

Securing design-ins:

Consultative sales process results in partner licensing a Microsoft product, technology, or new business model (such as aftermarket, trial, combined partner services and MS software offerings). This includes the ability to understand, communicate and provide guidance to partner regarding MS product and services strategy and direction, and provide guidance to MS product and business teams regarding partner’s strategy, business model, and market requirements.

Business management:

Manage all business details including product, licensing, program development and management, and finance issues. This includes: negotiate and administer major complex agreements, ensure compliance with the license and related agreements, business forecasting, protecting MS competitive and material assets, and regular reporting regarding business activity, financial status and account plans. Coordinates and manages several executive level business reviews and planning meetings between multiple MS and Dell teams. Collaborates with members of MS sales engagement and marketing teams, and partner to educate and promote the value of selling pre-installed MS products and services to partner and their end-user customers.

Skills/Abilities:

This position requires strong industry knowledge, including: hardware standards (processors, displays, storage, and networking), operating systems, PC software, distribution and sales channels, with 5-8 yrs experience in account management and business planning preferably with a large MNA but not required. Ability to translate MS product, program, and service offerings into meaningful value as it pertains to the customer’s business metrics, diffusing competitor’s value statements. Leverages MS products and services to help the customers develop complex business and market opportunities. Must have strong, demonstrated, presentation skills to groups of all sizes and levels and a successful track record of sales and negotiation skills, including advanced sales knowledge. Able to develop strong cross group working relationships with internal and external stakeholders, deal with ambiguity and work across highly complex and matrix organizations. Working knowledge of MS OEM license agreements and license negotiation/review process a plus. Teamwork and communication skills are critical. Solid understanding of “the channel” including: PC manufacturers, Authorized Distribution, Authorized Replication, Resellers and system integrators.

Cyndy Davis, SPHR
Global Central Sourcing Team
Strategic Staffing Consultant
Microsoft, Inc.
cyndyd AT microsoft DOT com
Visit my blog - www.cyndyonline.com