Tele Partner Account Manager - SMB - English

Job Description

• The Tele Partner Account Manager (TPAM) role is responsible for delivering revenue across a portfolio of partners directly. The TPAM will drive partner commitment to Microsoft, reach revenue and pipeline targets as well as deliver a high level of partner satisfaction in a fast paced, highly accountable sales environment. The Primary focus of the TPAM is to increase frequency of transactions through Partners that the TPAM Manages by driving revenue and yield within the SMB space.
• Core TPAM accountabilities include: Partner business planning, Frequency and revenue target attainment, accurate forecasting, pipeline management, and partner relationship management.
• They will also work closely with their Partners to help identify new revenue and growth opportunities. The TPAM will be responsible for obtaining and managing sales pipelines from their accounts avoiding deal by deal management due to the high number of small deals in SMB sought, but while more closely managing top deals. As such the TPAMs need to continually develop expertise in different Microsoft solutions and offerings and be able to sell the business value of those solutions to Partners. Given the size and complexity of the opportunities, the TPAMs will need to act as a hub between the Partner and the various sales, marketing and services resources within Microsoft. Critical to the role, therefore, will be the ability to build great internal and external relationships quickly and professionally. The TPAMs will need to have excellent communication, business acumen and relationship building skills to ensure that Microsoft is able to influence and develop our Partner community more broadly.
• Key traits of a world class TPAM include a deep working knowledge of the partner ecosystem; excellent, well managed relationships; a sense of urgency that every deal counts; accurate forecasting and attention to data quality; sales leadership across partners, field, and SMB team members; and proactive actions to exceed sales plan/close gaps.

Job Profile :

• Focus of your work group and a general description of the work performed by the workgroup:The Tele Managed Partner Group is the primary work group to drive commercial and legalization revenue in the SMB space and help increase transaction frequency. The work group acts as the Microsoft main point of contact in guiding our tele managed partners to various resources available for them to build solution based and small business Microsoft competencies, gain rebates and coop funds, and leverage our partner portals and partner network to increase customer share through reselling Microsoft solutions.

• Why does the role exist? The TPAM role exists to allow Microsoft to scale our partner coverage through a phone based engagement strategy and process.  TPAMs will develop and manage a portfolio of partners over the phone, which may include a mixture of Systems Integrators (SI), Value-Added Resellers (VAR), System Builders (OEM), and other Microsoft partner segments.  The TPAM is ultimately responsible for attainment against frequency, revenue and pipeline targets and partner satisfaction. 
• How does the role add value? This role adds significant value to Microsoft, partners, and customers by helping partners deliver world class technology solutions to their customers.  The TPAM manages all sales & marketing activation efforts for their assigned portfolio of partners to drive sales, development, and marketing strategies that impact specific revenue goals which are tightly aligned with the subsidiary and segment goals. 
• How is role unique from other roles? This role is both unique and challenging in that the TPAM will have responsibility for managing and growing frequency and revenue across a relatively large base of partners – executing this responsibility over the phone. 
• What are the key challenges facing this role over the next six months to three years? The primary challenge facing this role will be to continue growing on-premise revenue through the development of partner solution capabilities while at the same time helping partners to build sustainable Microsoft cloud practices.