Microsoft Corporation Channel Executive in Guangzhou, China


Analysis & Insight

  • Invest time to gain deep business insight and analytics about the Authorized Reseller – their addressable market, current and future strategy, their product and services portfolio, how they monetize with the end customer and measure that success, their competition and how that maps to Microsoft

Authorized Reseller Planning

  • Landscape - deep understanding of Authorized Resellers business – use insights gained to create AR strategy and translate to a quality plan

  • Focus - identify key focus areas for execution

  • Goals - establish clear objectives and measureable goals

Relationship Management

  • Understand + evangelize Microsoft products/devices/services – package & present ‘The Pitch’

  • Develop & execute on Authorized Reseller-specific value propositions that link the value of our products/devices/services with the Authorized Resellers objectives

  • Create opportunities and manage co-marketing & programs to drive joint success

  • Think of relationship management as living process versus ‘a moment in time’ – aspires to ‘Trusted Advisor’ status

Relationship Management ( con’t )

  • Map and understand the power base of individuals/teams at the Authorized Reseller that will make/influence decisions with Microsoft

  • Conditions of Satisfaction (COS) - develop and actively review COS with the Authorized Reseller and agree associated action plans

  • Authorized Reseller recognizes value in Microsoft and ensures we’re included during business planning cycles and quarterly business reviews

  • Anticipate competition and have an active plan


  • Actively mine for future opportunities, assess risks, dissect and learn from key wins/losses

  • Share Authorized Reseller and marketplace level insights for Microsoft outcomes

  • Demonstrate responsiveness and creativity with the partner to shape the market, not just ride the market

Business Operational Excellence

  • Accountable for executing Authorized Reseller plan to committed metrics - forecast accuracy, revenue attainment, scorecard, share & Customer and Partner Experience.

  • Execute consistent Rhythm of the Business including Monthly/Quarterly Business Reviews with Microsoft and Partner leadership.

  • Follow-through on commitments

  • Evangelize and ready Partner sellers for co-engagement through sales readiness, coaching and management.

Role Accountabilities

  • Revenue of Authorized Reseller

  • Scorecard

  • Customer & partner experience

  • Authorized Reseller Attach

  • Accuracy to forecast

  • Authorized Reseller Budget

  • Go-Dos & Commitments

  • Marketing KPIs

  • New partner insights

  • Contribution Margin

  • Partner program adoption

  • All up Authorized Reseller relationship

Key Role Activities:

Plan :

  • Create joint business and marketing plans by Authorized Reseller

  • Forecast Authorized Reseller financials and scorecard

  • Integrate MSFT teams into Authorized Reseller


  • Sell in the Authorized Reseller marketing plans

  • Build strong Authorized Reseller relationships

  • Sell-in product assortment

  • Ensuring corporate compliance

Manage & Monitor:

  • Analyze Authorized Reseller performance

  • Monitor Authorized Reseller scorecard

  • Initiate correction of errors (COE)

  • Analyze data to drive new value to the Authorized Reseller


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