The Opportunity Manager - is critical to drive the growth of our Client's Embedded/IoT business by developing deep relationship with our most strategic device channel partners by being a trusted advisor. The Opportunity Manager orchestrates and leads to develop and drive new design-in and design-win opportunities of devices and device-to-cloud solutions with key distributors, ensuring competitive advantage. This role will focus on OEMs who have a strong multi-faceted relationship with Client already in place.
(50%) Light Account Management: Understand the partners’ device and device-to-cloud solution roadmap, competitive challenges, services vision and create differentiation strategies. Achieve and exceed revenue targets. Provide trainings to partners on Intelligent Edge and Intelligent Cloud. Maintain a deep knowledge of the IoT devices and solution market as well as industry trends to share with partner. Transform existing partners and to IoT scenarios, including device, applications and solutions. Increase revenue and share of Windows modern IoT products and Azure Consumption. Ability to qualify and verify leads and deals and increase aggregate number of unmanaged OEMs that are engaged in our IoT business. Engage with Distributor sales force and Microsoft regional sales teams to ensure opportunities proceed. Engage with our ecosystem partners to drive opportunities.
(50%) Pipeline & Lead Management: Maintain internal and external CRM and qualify opportunities. Manage and maintain CRM tool and move opportunities to closure. Work with partner to build a plan to increase sales of Cloud Computing ready devices and Azure services. Build pipeline (monthly) of sales opportunities and forecast to anticipate business trends Healthy predictable pipeline that meets or exceeds quota expectations: Prospect and identify opportunities and coach the virtual sales team on how to maximize opportunity generation. Qualify opportunities and convert them to a customer solution based scenario. Prepare monthly forecasts and pipeline reports, using in-house tools and resources. Ensure an opportunity revenue value is included in the lead.