Microsoft Team Lead - Mid-Market Account Manager

Job Description

ROLE DESCRIPTION

The Microsoft Team Lead - Mid-Market Account Manager role is responsible for analysing, driving, and delivering exceptional revenue performance within the Microsoft Mid-market segment in South Africa. You will deliver results by at-scale sales and service, channel development, opportunity identification and targeted high potential customer engagement.

This role requires deep partnership across the broad Mid-market team, the ability to lead the Mid-market Microsoft team of dedicated, hardworking individuals as well as to build execution plans to influence and then execute multi-year Microsoft Mid-market segment strategy. You will also plan and lead projects/ initiatives to fuel growth of the Microsoft Mid-market business.

Duties & Responsibilities

Assumes responsibility for the execution of the Microsoft Mid-market Strategy, Reseller Acquisition and Channel Development

• Lead the cross-functional execution of the Microsoft Mid-market Strategy with all stakeholders.
• Build strong local connections with the teams within the Vendor, Microsoft.
• Coach and mentor the Microsoft Mid-market reseller community.
• Partner with Account Managers and Channel Managers to identify and build pipeline.
• Partner with Marketing to generate scalable acquisition programs in the local market and maximize high-value acquisition opportunities through deep market insights and local partnerships in collaboration with the Vendor Acquisition team.
• Act as a Microsoft Mid-market advisor to local/regional industry.
• Grow the brand amongst SMBs through relationships, advocacy, partnerships, events, and social channels.

Assumes responsibility for delivery excellence to customers.

• Model sales excellence and ensure customer satisfaction is prioritized.
• Report on market performance by creating a rhythm of business.
• Share insights on local economic, regulatory and competitive risks that will specifically impact the Microsoft Mid-market segment.
• Use local market knowledge to identify high potential resellers and assign priority with Account Managers.
• Guide direct sales engagements with high potential resellers in collaboration with the Vendor's Customer Success Managers (CSM) to unlock opportunities and accelerate revenue growth.
• Act as an escalation path for the regional Account Managers and removing revenue blockers. Hold teams accountable to KPI performance.
• Maximize revenue opportunities at scale.
• Hold direct engagements with resellers to assess potential and fast-track high potential resellers to higher levels of service.

Assumes responsibility for maximizing revenue & increase customer base.

• Meet/exceed the Microsoft Mid-market revenue goals, identify and prioritize high value opportunities and actively seek ways to innovate.
• Partner with peers, Marketing, Support and Operations to drive outbound revenue initiatives based on high opportunity verticals or segments.
• Leverage demand signals to drive the adoption of features and products that help resellers participate in our marketplace more effectively.
• Strengthen reseller relationships and support the incubation of new product offerings.
• Drive consistency through best practice sharing and joint strategic planning with your international peers.
• Identify and surface internal and external blockers; gather, build, and surface requirements to overcome those blockers.

Assumes responsibility for establishing & maintaining good business relations with assigned Vendor.

• Develop and maintain Vendor relationships in conjunction with relevant Channel Manager (s) that produce referral business opportunities.
• Establish productive Vendor relations to ensure quality of service to Partners.

Assumes responsibility for maintaining effective communication, coordination and working relations with Westcon-Comstor Team Members and management.

• Keeps management informed of area activities, changes in competitive conditions, and significant problems.
• Forecasting long range accounts sales and product needs and communicates related information regularly to management.
• Communicate and coordinate with internal departments such as Channel Management, Presales, Marketing and Backoffice to effectively support the Partner.
• Attend all required internal and external meetings.
• Provides assistance to team members as needed.

Assumes responsibility for related duties as required or assigned.

• Stays informed of developments and changes in the industry and the market.
• Attend relevant internal and external product training when required.
• Completes certification training as required.
• Completes special projects as assigned.
• Any reasonable and lawful instruction related to work and given by an authorized person.

PERSON SPECIFICATION

Education

• Matric.
• Tertiary education is preferred.

Knowledge

• Knowledge of assigned product and service offerings is advantageous.
• Understanding of product positioning & competitive conditions.
• Knowledge of sales cycle is required.
• Knowledge of sales & marketing strategies, techniques and principles.
• Knowledge of customer service and support processes.

Experience

• Proven Sales Account Management Experience 3 years advantageous.
• Microsoft licensing is essential.
• Proven experience in proactively developing and growing Partners evidenced through increased transactions and revenue for Westcon-Comstor.
• Extensive experience in all aspects of Customer Relationship Management and Customer Service.

Skills, Abilities, Attributes And Competencies

• Applying Business Acumen.
• Managing the Competition.
• Working with Technology.
• Execution Excellence.
• Excellent listening and communication skills - verbal and written.
• Excellent attention to detail and accuracy.
• Strong interpersonal and relationship building skills.
• Strong negotiation skills.
• Strong presentation skills.
• Ability to multitask.
• Handles confidential financial and personal information appropriately.
• Ability to tactfully handle stressful and difficult situations.
• Possess strong problem-solving skills.
• Accurately captures Partner information.
• Willing to be flexible.
• Ability to work effectively under pressure.
• Computer literate with good Microsoft Office skills.
• Adaptability
• Collaboration
• Customer Focus
• Drive for Results
• Impact for Influence
• Positive judgement

Values

Demonstrates and embraces Westcon-Comstor values of Excellence, Innovation, Partnership, Integrity and Inclusion.

*** Recruitment and Selection of candidates will be according to the Company's Employment Equity Targets***

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees with this job title. This job description is not intended to be construed as an exhaustive list of all responsibilities, duties, tasks and/or skills required of employees with this title. An employee may be required to perform other related duties not listed on this job description provided that such duties are characteristic of such classification. In addition, job descriptions may be altered to accommodate the needs of the company and new responsibilities may be added to this current job description.