职位类别： 销售 市场/市场拓展/公关 工作地点： 北京 发布日期： 2007-11-15 工作经验： 不限 最低学历： 其他 职位月薪： 面议 工作性质： 全职 招聘人数： 1人 管理经验： 否 职位描述/要求： This Job is eligible for the following work arrangements :Flex Time At Microsoft, we have a true passion for technology. We enjoy taking on big challenges, and we pride ourselves on seeing them through. That’s why working for Microsoft’s Sales, Marketing and Services Group (SMSG) means being part of a world renowned corporation, on a winning team, sharing a common goal with some of the most talented people in the world. Job Title: Channel Development Manager - Breadth Based in: Beijing Job Description Responsible for the three-years PRC Breadth Channel Strategy (Long Tail Project) Responsible for the development of PRC Breadth Channels including process, program, measurement. Work with HQ and regional Breadth PAM (Partner Account Manager) for the breadth channel activation and program execution Drives breadth sales activation and channel development of programmatic partners including VARs, SBSC, compete partners, breadth Sis (solutions integrators) and ISVs (independent software vendors), work with Distis (distributors) to drive tailored offers to recruit targeted segments. Reach frequency and cross-sell offers across all Some IT customer campaigns. Drive connection to Breadth VARs (value added resellers) and SBSCs (Small Business Specialist Community). Responsible for increase of OPEN Reach, frequency, yield and X% penetration of SBSCs selling OPEN. Accountable to bring X# of net new partners selling OPEN, SPLA, ISV Royalty. Drive offer uptake and increase the # of partners utilizing sales and licensing resources, increased frequency in sales through VARs, SBSCs and competitive partners. Breadth Sales Activation Increase sales activation of non-managed partners through engagement with partners selling through Distis and involved in ISV Royalty and SPLA Channel Development Drive competitive partner and SBSC recruitment campaigns to achieve breadth channel recruitment targets and desired reseller sales coverage Drive breadth reseller and SBSC channel sales activation in conjunction with distis/disti PAMs. Scale ww sales reach frequency, cross/Up-Sell and competitive offers Create local offers as needed to achieve breadth sales targets Recruit breadth ISVs in appropriate licensing programs (ISV Royalty&SPLA) Job Deliverables Breadth channel capacity and sales coverage Sales offers in local market ( reach and frequency) for core SOME IT products Breadth channel cross and up- sale campaigns and promotions ( average order size /yield) to drive attach of SOME IT category products and increase revenue per socket - server products Offer uptake report and MSSales data for reach, frequency and yield Creation of competitive offers through Disti breadth recruiting campaign plan Key Metrics Reach: Increase # of unique transacting resellers in Open L and Open Value by partner type (VAR, SBSC) # of unique ISVs on royalty # unique System Builders on COEM - Server products only # of SBSCs enrolled; net new recruits VAR reach on key category products with competitors Competitive recruit offer uptake Revenue: YOY Growth FPP, Open L, and ISV Royalty by partner type (VAR, SBSC) Attach rate of SA to Open Office Pro and Pro Plus attach rate to Vista Business or Ultimate Drive SBS unit growth to exceed goal Frequency: Average # of transactions per month by partner type (VAR, SBSC) Average # of Open L and Open Value transactions per month by SBSC reseller YOY growth rates by area Yield: Average reseller order size per Open L and Open Value Average reseller order size by partner type (VAR, SBSC) # new system builders selling servers Commitments Guidance BUILDING PARTNER CAPACITY: Increase reach to build channel sales capacity via the Partner Growth Initiative and Community model - specifically VAR, SBSC, and Compete. CREATE DEMAND: Grow OPEN revenue through campaign based sales activation including developing offers and promotions in Some IT. (ex: Symantec partners targeted via Forefront offer). SELL: Increase channel frequency by creating offers, training sales resources and time-bound promotions. (ex: tiered sales offers by category products). SERVICE: Increase channel velocity and yield via P2P and promotion of cross partner offers (ex: cross-sell and up-sell offers by category products). RETAIN Drive channel loyalty by fostering a local breadth partner community model to include direct work with influencers such as the SBSC Partner Area Leads, and drive scalable retention vehicles such as online community forums, Blogs and webcasts and in person events Microsoft is an equal opportunity employer, we encourage Women and Men with diverse backgrounds to apply. 联系方式： 申请此职位，请前往微软全球招聘网站投递您的简历： http://members.microsoft.com/careers/international/default.aspx?lang=EN =CHN =30106703 .
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