SMB Partner Sales

Microsoft Advertising's Global SMB Partner Sales team is looking for a highly-motivated Partner Sales professional to develop and manage relationships with SMB resellers, aggregators, and technology partners to develop a robust partner ecosystem. The Global SMB Partner sales team is on the cutting edge of the SMB business at Microsoft, developing a robust and scalable sales channel within a fragmented SMB marketplace and bringing large numbers of small business advertisers into our Microsoft Advertising platforms and exchanges. This role will actively contribute to the industry's exciting and ongoing evolution towards scalable, efficient, and highly targeted advertising solutions that help small and mid-sized advertisers reach their marketing goals through search and display media, and users benefit from a more personal, engaging experience across multiple digital devices.

General Description:

The SMB Partner Sales Executive sells access to Microsoft's online media to SMB resellers - companies that aggregate large numbers of small business advertisers and manage their media budget across multiple online portals. The PSE is responsible for identifying, prioritizing and developing new SMB reseller business within this industry vertical and for helping to build a robust ecosystem of reseller partners and technology providers to increase Microsoft's penetration in the fragmented SMB marketplace. In addition to developing new deals and partnerships, the PSE up sells and cross sells within assigned accounts to maximize monetization and business value for Microsoft Advertising across search and display media. The PSE will serve as an advocate internally and externally to educate internal and external partners on the value of Microsoft Advertising platforms (adCenter and adECN). Finally, the SMB PSE will regularly consult with peers in the field-based Channels & Exchange team, SMS&P PAMs and with SMB PSE peers in other regions and geographies on sales and channel strategy.
The SMB PSE will develop a defined book of business and work aggressively to acquire new qualified partners via proactive prospecting. The PSE will be accountable for the development of strategic sales plans for each partner, leveraging an internal Microsoft network of contacts and executive support to drive Director, VP and C-level engagement. Operationally, the PSE will partner with the account team and operational program managers to ensure a seamless customer on-boarding experience and regular optimization of aggregate performance and yield. Quarterly business reviews and regular visits are conducted to execute on defined account plans. The PSE handles incoming queries, resolving issues and managing the swift resolution of problems. The PSE provides a high level of customer service and strives to improve customer satisfaction (CPE) by making MSA “easy to do business with.”

Success in this role relies on strong strategic sales and negotiation ability, proven ability to build an ecosystem of partners, deep understanding of Microsoft search and display platforms and exchanges, ability to identify potential new SMB Reseller prospects and technology partners, and strong cross-group collaboration skills within Microsoft. The SMB PSE will work closely with OSD business group, Field Sales, Marketing, Legal, Service and Operational partners and must be able to align a broad group of stakeholders to ensure that a Reseller partner's needs are fulfilled to their satisfaction.

Core Responsibilities:

Revenue Generation
Identify new potential SMB resellers and technology partners
Professionally develop and manage a strong pipeline with accurate forecasting (+/- 10%)
Contact customers/partners proactively to identify and qualify new sales opportunities
Develop business within existing accounts by proposing new products and services and optimization of campaign structures
Account Management
Create a strategic account plan, identifying key areas of opportunity for new and existing business
Conduct face-to face meetings with clients to improve business understanding and develop relationships within the account (minimum quarterly)
Take responsibility for the management and development of assigned accounts developing joint plans with the customer to drive revenue and customer satisfaction
Build a network of key contacts and relationships within accounts to secure customer loyalty and gain early insights into potential business opportunities for Microsoft Advertising
Recommend appropriate SLAs to customers to best meet their needs
Collaborate closely with Media Specialist account managers to ensure smooth customer on-boarding, ongoing optimization, and outstanding customer service. Leverage relationships and influence to remove internal barriers to reseller success.
Liaise with legal, business group, service and operational partners to ensure the resellers' campaigns are successfully implemented and optimized

Channel Education and Evangelism
Educate key stakeholders within Microsoft Advertising on the value of a vibrant SMB reseller channel, as well as announcing key strategic partnerships in order to keep the organization well versed in all aspects of the SMB Partner Sales organization
Collaborate when appropriate with field-based partner account teams, related business development teams, and relevant policy owners of the business group in order to evangelize channel partner initiatives and maximize customer touchpoints
Actively participate in marketing strategy discussions and support marketing activities including events, educational webinars, online community engagement, etc.
Regularly liaise with appropriate SMS&P partners to develop “One Microsoft” offers and account strategies and to leverage best practices

Personal and Professional Development
Keep up to date with technical and solutions information within Microsoft Advertising and the Industry to provide the best solutions for customers
Seek feedback from a variety of sources to improve performance and develop capability
Continuously evolve personal and professional capability in line with business needs

Professional Experience:
Educated to degree BA level or equivalent; MBA preferred
8-10 years overall career experience
A minimum of 5-8 years experience in direct sales / business development
3+ years experience in advertising /media sales (online and offline) to large and medium businesses OR 2+ years experience as online advertising Account Manager for large and medium businesses
Proven experience of successful prospecting and closing sales
Experience in “Solution Selling”
Experience with complex technology and business development deals preferred

Knowledge, Skills and Abilities:
Online and offline advertising industry
Campaign analysis
Competitive strengths and weaknesses
MSA Value Proposition - Why online, Why MSN
Operational aspects of customer / partner businesses
Sales Process and tools Key drivers of customer satisfaction
MSA products, solutions and services
High level of proficiency in Microsoft Excel, PowerPoint and other MS Office applications
Proven track record in campaign management and optimization
Time & Priority Management
Sales Process & Method
Problem Solving and Decision Making
Communicating and Influencing
Conflict Management
Managing Sales Calls and Meetings
Building Relationships
Customer Focus
Energy & Determination
Resilience Detail Oriented
Team Player
Agile Learner
Integrity and Trust
Passion for Technology
Initiative