Drive sales and business results in area through partnership actions of mutual benefit with Microsoft (win-win partnerships) and account teams inside Softline, to ensure continuity, sustainability and maintenance of the relationship, complying with results and objectives as set forth by the HQ.
Provide overall support for EE region to drive Microsoft sales.
Efficient interaction between EE region and HQ
Orchestrate HQ resources (marketing, internal BIF, licensing and rebates support) to help EE region sales teams
Set up ROB (sales processes, pipeline review, T-36 renewal, True-up rates, Azure and other cloud sales)
Analyze current sales practices and give the proposals for improvements
Provide information on key Microsoft global initiatives, promo and changes (licensing policy, rebates, campaigns, etc), ensure awareness of local sales teams, execution control - if it’s taken into practice and
Provide key reports to sales force to ensure awareness and key Softline and Microsoft targets execution (SET responsibility)
Analyze gaps, offer measures for improvement per region
Manage ROB of key priorities execution (scorecard, AGB, CSP, renewals, etc), drive reviews with local sales teams
Initiate and own sales and marketing campaigns from HQ side to drive Microsoft sales and increase Softline market share in Microsoft business
Share best practices from HQ to EE region (and viсe versa)
Manage BUMs in the region, control the SLA and support from HQ LSS
Develops partnership activities with the MS at local level, joining different commercial and marketing Softline areas to ensure positioning of the company by complying with quotas per product and maintaining the gained benefits and discounts and the condition of business partner.
Participates in the Territory Planning process through Whitespaces building, and the identification of key accounts and Deals keys, in order to ensure positioning at the brand top target, which is strategically established by Softline.
Participates in the definition of the MS sales strategy, by analyzing: the macroeconomic context, brand position in the country, Softline position in the country and level of relationship between both companies, to maximize the creation of a feasible business plan and with a guaranteed growth of mutual benefit. (win-win).
Develops coordination actions between brand and the subsidiary that guarantee definition of a training plan for the commercial and presales staff, based on the different strategies for each Softline subsidiary.
Participates in the sales and presales commercial processes in aspects related to positioning of solutions, in business meetings, assisting in the creation and improvement of solutions, in the creation of contracts and licensing schemes, and supporting the closing of business opportunities to achieve the planned results in terms of sales and margin volume.
Experience in commercial cycle
Good relationship with the MS
Experience in commercial processes: Budgeting, Quota Setting, Territory Planning, Forecasting and ROB.