Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

Our Device Partner Solution Sales Lead - Nordics, is the driving force for growth and transformation of the Nordics 3rd party device partner ecosystem. This organization will drive partner’s devices sales & solutions across Sweden, Denmark, Norway and Finland and through all customer segments: Consumer, Commercial & Education, as a trusted advisor to the different engineering and marketing groups, and Microsoft Customer and Partner Solutions (MCAPS).  Through a deep understanding of the Nordics markets device business, local market insights, competitive landscape, partner ecosystem & associated trends and business models, lead as ‘One Microsoft’ to enable device + services innovation.

As part of the DPS Western Europe Sub-Region, the Device Partner Solution Sales Lead - Nordics is the all-up business owner for the Nordics DPSS P&L comprised of the local revenue, developing the market and compete insights by segment, product and channel to deliver sustained world class sales performance & growth through all the regional partners and channels, including and all “3rd party” devices sell through activations while fostering transformation across the ecosystem aligned to the strategy.

The DPSS Nordics lead will operate across the organization boundaries & functional teams to ensure full alignment across Device Partner Sales (DPS) and with both Microsoft Customer and Partner Solutions (MCAPS) and Consumer Channel Sales & Marketing (CCSM) leadership in close cross team collaboration focused on the key opportunities to drive the device assortment & solutions offerings, & accelerate the revenue growth & health of the business.

Through strong executive presence and through sales and business leadership develop the key partner executive c-level relationships & with a growth mindset build a high performing team through inclusion & diversity, continual coaching, developing the key competencies & by adopting a continuous skills assessment creates an inspiring & rewarding culture within working environment that is high performing and engaging. The Nordics Device Partner Solutions Sales lead should be a role model through the model coach care framework and drive strong Workgroup Health Index(WHI)/Leadership Excellence Index (LEI).

#MSFTDPS, #MSFTGPS

Responsibilities

People & Culture (15%): Diverse & inclusive teams, high performing within a unique team charter​ in the Nordic markets

Model, Coach and Care the Microsoft values and business principles, enable a world class culture and organization where every person can be their true self and find the opportunities for career progress and fulfillment

Create the clarity needed within the team through a well-defined strategy and execution plan aligned to the fiscal year priorities with inspiration, precision & high fidelity

Transform our people through Challenger Selling techniques & improve the level of Tech Intensity, product knowledge & program readiness to execute and transform with device solutions and services

Grow people and organizational capabilities across sales, marketing and category, attracting and developing talent

Accelerate business growth across Nordics (50%): Exceed business performance aligned to the P&L, Revenue, Contribution Margin and Scorecard/KPI’s

Exceed fiscal year profit and loss (P&L), quarterly financial accountability (QFA) for revenue, Contribution Margin and Scorecard key performance indicators (KPIs​)

Land & scale the device sales growth framework, increasing paid share executing central anti-piracy ops center (CAPOC), online software (SW) Reseller monitoring & takedowns

Increase our Distribution Channel Capacity and Build scale through our go to market (GTM) approach with distribution, setting clear targets tied to the end to end sales motion; encompassing the connected marketing campaigns, incentive programs leveraging the Distributor Opportunity Tool to increase Reach, Frequency, Yield, and maximizing the on-floor sales using the Sure-Step framework to accelerate volume and attach through cross sell/up sell sales motions

Accelerate through volume and attach of Office Home and Business, O365 Business Premium through Distributors (Distis) & MNA reseller channel, including the Office Pre-Install (OPI) in Consumer Develop a “no seats left behind’ mindset across resellers and sales teams.

In partnership with Consumer Channel Sales and Marketing (CCSM) and multinational accounts (MNA) Device Sales teams Land the modern device assortment @ retailers and in close collaboration with the Consumer Category lead ensure the volume and attach in Consumer, aligned to the integrated planning and seasonal beats; build an aligned sell-in strategy and plan aligned to the MNA accounts priorities and the commercial and consumer selling seasons to maintain share in the key device categories and price points against Google Chrome and Apple

Leverage the local partner/China Technology Ecosystem (CTE) relevance & differentiation to complement MNA portfolio assortment in Consumer, Commercial &Edu

Scale gaming through mainstream & high-end personal computers (PC’s) to pull through online subscriptions & services

Drive Server refresh, increasing DataCenter Mix & client access license (CAL) attach

Drive deep partner engagement through optimizing the sales resource coverage focused on the key strategic partners, while integrating closely the breadth Tele-Sales engine to scale in the long tail of smaller partners

Build an end to end channel and GTM strategy to accelerate demand in small and medium business (SMB), including the partner readiness and channel recruitment

Develop and land the local device marketing strategy and digital transformation in support of demand generation and channel readiness

Transform the Nordics device partner ecosystem (20%): Build out a plan for our products, people & channels ​

Accelerate shift to the cloud via cloud solution providers (CSPs), through Direct/Indirect focused on driving attach of M365B and Azure attach through Hybrid Server solution scenarios​.

Build & scale Device as a Service offerings​ focused on the key MNA, Named, Disti and Strategy Device Reseller Partners to accelerate the adoption of Modern devices through new offers and subscription-based business models

Evolve Strategic Device Reseller capability by piloting DaaS & increasing focus on Microsoft Teams Rooms (MTR), Education​ and Hybrid Server sales motions

Accelerate growth of our largest Named partner accounts & achieve scale through Tele-Account Management model​ in the long tail of accounts

Grow share in Entry & Gaming with modern devices & innovate offerings (e.g. Dynamic Store Bundle, Game Pass, Steam)

Drive Collaboration Category via Microsoft Team Rooms sales and marketing​

Coordinate with key stakeholders within the company to drive sales and adoption of modern devices. In particular with CCSM on Consumer devices, and GPS/Microsoft Customer and Partner Solutions on Commercial

Commercial & Education Selling with Microsoft Customer and Partner Solutions (selling the commercial intelligent edge) in the Nordics (15%):

Integrate the Intelligent Edge into Channel Sales solution catalog & harmonize sales, business models & connected support delivery (CSD) +Channel Sales partner management

Partner with Microsoft Customer and Partner Solutions to lead with new device sales as the ideal upgrade path for customers to Windows 10.​

Execute M365 + New Device Co-Sell motion remote work scenarios​ & accelerated growth of Microsoft Teams Devices​

Develop new channel capabilities focused on integrating Teams collaboration and accelerating deployment of MTR system solutions

Partner w/Microsoft Customer and Partner Solutions to develop & implement a channel strategy to maximize assortment & ease transaction of the Microsoft EDU solution​Execute ‘Focus, Defend & Attack’ Compete Playbook​

Drive Hybrid Cloud Sales to accelerate Azure consumption and acquire new customers

Qualifications

Functional knowledge & credentials:

Nordics Device ecosystem sales experiences (OEM, original device manufacturers (ODM), Silicon through Channel (Distributors, Resellers)

10+ years sales experience within the IT/Tech Industry, ideally with 3 years people management experience

Fluent in English with either Swedish and/or Danish as an additional language

L200 Technology acumen, understand it and how to use it in solution architecture

Commercial Sales and/or Category leadership

Operational excellence driving growth, profitability, P&L and reducing risk

Financial acumen (budget, forecast accuracy, P&L, ROI, operating expenses (OPEX) accountability)

Strategic sales planning, development and implementation; customize solution/value selling

Orchestrate complex negotiations with and among partners

Effectively manage complex sales cycles and negotiations

Understand Challenger Sales Model and ability to leverage to drive transformation

Successfully monetizing Device Market/Partner Trends and insights, focus on value selling & GTM

Market insights and competitive knowledge

Leadership competencies:

Lead a diverse workforce, looks beyond personal bias; create/hire a diverse team; foster an inclusive working environment using the ten inclusive behaviors

Emotional IQ demonstrating empathy, integrity and a selfless mindset

Creates clarity, explains thoroughly, simplifies the complex to mobilize teams and partners

Thought leader to rally internal and external constituents around Microsoft Worldview

Role model and coach for development and business growth with a learner mindset

Resilient and self-motivated change agent

Ability to build high performing, high compliance teams built on trust and transparency and attract key talent into the organization

Critical future “game changers”:

Ecosystem Entrepreneurial mindset [Partner] – ability to build winning and/or disruptive solutions combining technologies and across multiple partner types, new and existing technologies (e.g. internet of things (IoT))

Technology and Business Acumen [Tech] – ability to envision, create, and scale solutions across the Intelligent Edge and Intelligent Cloud that will breakthrough in the marketplace

Thought Leadership – Understands the integrated picture of technology, process and businesses, with the ability to simplify and scale the message with credibility through storytelling and inspire fans and followers to action both internal and external. Can tell the MS Worldview story to all audiences: End Customer, Partner, Press, and Internal

Challenger & Growth Mindset: Ability to navigate complex sales motions across new categories (Intelligent Edge/Cloud); sell end-to-end partner marketing solutions, inspiring partners to adopt, experiment and innovate to differentiate the customer experience

Collaborative Leadership: Ability to influence and work across functions, partners, teams to drive growth and transformation

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.