EMEA+APAC Microsoft Alliance Business Development Manager for Lenovo

at  Hatcher Marketing

Objective Summary: This job is as an employee of Hatcher Marketing, providing consulting to the Lenovo and Microsoft alliance business. In this role, for the Europe, Middle East & Africa (EMEA) and Asia Pacific (APAC) regions you will use sales and marketing best-practices to drive software revenue growth for Lenovo Infrastructure Solutions Group (ISG) with Microsoft infrastructure software products

• Develop business to drive to Lenovo software revenue targets for EMEA and APAC
• Establish and maintain executive engagement and rhythm-of-business cadences in region to achieve joint accountability: Drive agendas. Provide reporting and insights. Recommend courses of action
• Work regularly with local stakeholders (Lenovo alliance and account managers, Microsoft account managers, distributor and reseller managers) to build and execute sales and marketing plans that support revenue attainment
• Consult with WW Alliances to recommend and garner support for business development planning and influence strategy
• Strategic planning and oversight of partner program funding to achieve optimal ROI

Responsibilities and Activity Focus

Sales Tactics

• Work with Lenovo account managers and distributors to integrate Microsoft/Lenovo joint offerings into the channel sales motion, drive Business Partners demand for Lenovo and Microsoft, and increase sell thru at distribution
• Work with pre-sales and sales teams to drive Lenovo and Microsoft Windows Server and CAL attach and revenue in the market segments
• Travel as necessary to meet channel partners and distributors, Lenovo teams and country management teams across both regions

Sales Demand Generation and Marketing

• Promote and support Lenovo and Microsoft participation with Lenovo-led incentives, promotions and programs
• Engage with Lenovo local Channel and EMEA / APAC marketing teams on developing market plans and GTM
• In coordination with Lenovo WW Microsoft Marketing Manager and local Lenovo Alliance leads, manage partner funding, budgets, and planning to drive ROI and align with funding program requirements for EMEA and APAC
• Work with Microsoft Corp teams on specific GTM leveraging WW content, funding, resources
• Establish appropriate communication rhythm with Key Distributors, Microsoft and Lenovo teams at Country and regional level, and any others as appropriate

Operational

• Create monthly Lenovo revenue forecasts and projections and Lenovo and Microsoft QBRs across the regions
• Ensure that appropriate business management systems across regions are in place to monitor the business
• Support Lenovo and Microsoft operational issues, monitor processes and resources to improve ease of business while meeting standards that comply with funding program requirements

Accountable for:

• Meeting/Exceeding sales Quota for current fiscal year for both APAC and EMEA
• Driving monthly sales for major countries in alignment with Microsoft and Lenovo account managers
• Ensuring ongoing Partner enablement and implementing scalable readiness program in conjunction with local account managers
• Maintaining and establishing relationship across Lenovo’s executive and executional matrix- Identify and implement influence strategy
• Working with Account Managers as well as marketing managers on optimizing marketing plan to hit revenue targets - follow up with clear cadence, milestones and POEs (Proof of execution) – in alignment with WW marketing Manager

Qualifications & Skills

Experience:

• At least 5-8 years of experience in sales, business development, or alliance management
• Proven track record of managing and growing strategic alliances, especially with Microsoft, in a global capacity
• Extensive experience with using Microsoft 365 and excellent communication skills through Microsoft Teams and Outlook
• Technical understanding with server infrastructure and licensing models with understanding of Microsoft product stack (e.g., Windows Server, Azure, Azure Local, SaaS and cloud computing) and the Microsoft partner ecosystem and channel structure
• Demonstrated success in driving sales growth and meeting/exceeding sales targets

Skills:

• Excellent relationship-building and negotiation skills, with the ability to manage complex partner dynamics
• High-level strategic thinking and problem-solving skills
• Ability to communicate effectively with both technical and non-technical audiences, including senior leadership and C-level executives
• Expertise in creating and executing joint go-to-market strategies and campaigns
• Strong organizational skills and attention to detail, with the ability to manage multiple priorities across global teams
• Must have strong English speaking and writing skills, secondary languages are a plus (German, Spanish, French, Italian etc..)

Job Type: Full-time
Work Location: Remot

Objective Summary: This job is as an employee of Hatcher Marketing, providing consulting to the Lenovo and Microsoft alliance business. In this role, for the Europe, Middle East & Africa (EMEA) and Asia Pacific (APAC) regions you will use sales and marketing best-practices to drive software revenue growth for Lenovo Infrastructure Solutions Group (ISG) with Microsoft infrastructure software products

• Develop business to drive to Lenovo software revenue targets for EMEA and APAC
• Establish and maintain executive engagement and rhythm-of-business cadences in region to achieve joint accountability: Drive agendas. Provide reporting and insights. Recommend courses of action
• Work regularly with local stakeholders (Lenovo alliance and account managers, Microsoft account managers, distributor and reseller managers) to build and execute sales and marketing plans that support revenue attainment
• Consult with WW Alliances to recommend and garner support for business development planning and influence strategy
• Strategic planning and oversight of partner program funding to achieve optimal RO

Accountable for:

• Meeting/Exceeding sales Quota for current fiscal year for both APAC and EMEA
• Driving monthly sales for major countries in alignment with Microsoft and Lenovo account managers
• Ensuring ongoing Partner enablement and implementing scalable readiness program in conjunction with local account managers
• Maintaining and establishing relationship across Lenovo’s executive and executional matrix- Identify and implement influence strategy
• Working with Account Managers as well as marketing managers on optimizing marketing plan to hit revenue targets - follow up with clear cadence, milestones and POEs (Proof of execution) – in alignment with WW marketing Manage