Patrick Okello Email and Phone Number

Responsibilities:Team Management: Lead and manage a team of sales professionals to drive growth and enhance awareness of our technologies with industry partners. Coordinate closely with the broader team to develop and implement strategic business plans and achieve commercial targets within the defined territory.Territory Leadership: Assign and oversee field-based sales professionals within the region, supported by Technical Support and Market Development teams. Collaborate with the Market Development team to identify and support priority business opportunities to meet specific goals.Strategic Planning: Work closely with Managing Partners to create and execute plans that align with Regional Corporate Objectives.Motivation and Goal Setting: Inspire and lead territory teams to achieve targets related to installed base and utilization.Onboarding and Management: Oversee onboarding and line management of new team members, ensuring they are well-integrated and effective.Seminars and Presentations: Deliver engaging in-person and web-based technical seminars to support business development and client engagement.Mentoring and Coaching: Provide guidance and coaching to team members to foster professional growth and performance excellence.Opportunity Management: Manage opportunities across assigned territory teams, ensuring effective follow-up and conversion.Customer Relationships: Build and maintain strong relationships with top-tier customers to drive satisfaction and loyalty.Feedback and Communication: Provide valuable regional feedback to internal stakeholders, including Product Management and Technical Marketing teams.Best Practices Adherence: Ensure the team follows best practices for tracking, recording, and documenting commercial intelligence from all customer interactions.

Responsibilities:Sales Management: Drive sales activities within the assigned geography by managing a sales team, submitting forecasts, and ensuring revenue and profit growth. Review market analysis and monitor pricing objectives to align with sales targets.Sales Strategy Development: Develop and implement sales plans and strategies to increase market penetration within the region.Partner Program Management: Create, track, and follow up with Vendor Partner Development Managers (PDMs) and Territory Channel Managers (TCMs) on reseller programs, including marketing initiatives, sales incentives, and product promotions.Channel Engagement: Visit channel networks, make cooperative sales calls on consulting engineers and partners, and drive channel engagement.Price Management: Direct the price management process, including value selling, implementing price increases, managing rebate programs, and optimizing profitability through customer, package, and specification strategies.Strategic Planning: Participate in annual sales strategy planning and develop annual sales quotas for sales representatives (PDMs and TCMs).Technical Expertise: Write, translate, and understand technical specifications to ensure proper valve selection and optimization.Training and Development: Plan and conduct regular channel product and solution training sessions. Develop training materials and conduct quarterly partner evaluations.Operational Communication: Communicate with the Operations Team to ensure customer commitments and opportunities are accurately captured.Negotiation: Negotiate large project pricing and terms effectively.Customer Appreciation: Direct and participate in customer appreciation programs to foster strong relationships.Sales Support: Assist Account Executives in closing open opportunities as needed.Solution Development: Actively engage in the development of services and solutions to meet market needs.

Key Responsibilities:SMB Partner Sales Priorities: Drive the success of SMB Partner Sales Priorities, ensuring alignment with overall sales goals and strategies.Accelerate Cloud Growth: Boost Azure customer acquisition (ACA) and Azure Consumed Revenue (ACR) by focusing on SMB-centric capacity and migration plays.CSP Conversion: Facilitate the transition of customers from legacy licenses (EA/OPEN/MPSA) to Cloud Solution Provider (CSP) models.Sales Support Triage: Manage sales support requests efficiently, ensuring that the most appropriate resources are allocated to maximize revenue impact.Cloud Customer Acquisition: Enhance growth by selecting the right partners at the Solution Area level and driving sales accountability with SMB-focused partners, in collaboration with partner account managers.Support Digital Sellers: Serve as a primary point of contact and sales coach for digital sellers, providing support to maximize their impact.Customer Engagement: Lead customer interactions during critical situations such as red carpet events, “Microsoft touch” engagements, and escalations.SMB Scale Acceleration: Accelerate SMB scale through strategic engines, programs, and investments designed to drive large-scale customer acquisition, including workshops and offers.Program Definition and Execution: Define, design, and execute a subset of engines, programs, and investments to scale customer acquisition, ensuring adoption by the broader team and digital sales teams.

Key Responsibilities:Ecosystem Curation: Curate and connect customers with a suite of best-of-breed solutions within the territory, driving growth in customer acquisition, consumption, and usage.Customer Acquisition and Revenue Growth: Propel new Azure customer acquisition (ACA), generate incremental customer revenue, and increase Azure consumed revenue (ACR) through strategic partner engagements.Channel Activation: Work with Customer Program Managers, Partner Development Teams, and Partner Marketing Teams to activate and energize the channel. Focus on enhancing Partner Reach, Frequency, and Yield across all Cloud Services, with an emphasis on Cloud Services Provider programs.Partner Sales Velocity: Boost partner sales velocity by ensuring partners are aware of and can leverage available resources and programs. Address friction points and scale partner impact through collaboration with Indirect Providers and complementary partners. Lead enablement and activation efforts with Partner Marketing Advisors to ensure channel readiness.End-to-End Sales Orchestration: Optimize ACA, revenue, and renewals by orchestrating comprehensive sales motions with Partner Marketing Advisors and Partner Management teams. Identify market opportunities and design Go-To-Market campaigns, including offers and incentives, to drive leads and opportunities for prioritized partners.Partner Ecosystem Growth: Foster the growth of the partner ecosystem by highlighting customer wins and partner success stories. Identify and address partner capacity and capability needs, and communicate key opportunities to the Partner Management team to drive the development and recruitment of new partners.

Key Responsibilities:Partner Ecosystem Development: Operate as a specialist alongside Field and Inside Sales teams to build and curate an ecosystem of partners offering best-of-breed solutions.Growth Initiatives: Drive growth in customer acquisition, consumption, and usage within the assigned territory.License Upselling and Renewals: Ensure partners are effectively upselling expiring licenses into cloud solutions and drive partner-led renewals across all license types, with a focus on Cloud Solution Provider (CSP) programs.Cross-Functional Coordination: Collaborate with a diverse range of roles, including Inside Sales Account Executives, Specialist Teams, Partner Development Managers, Partner Marketing Advisors, and Opportunity Managers to orchestrate efforts.Alignment with Customer Needs: Ensure that partner offerings are aligned with customer requirements as defined through solution maps and business priorities.Co-Sell Partner Engagement: Enhance co-sell partner impact by engaging prioritized Co-Sell partners for proactive collaboration with our Sales teams.Partner Expertise Utilization: Leverage deep knowledge of partners within the geography to drive meaningful connections and engagement in the defined territory.Maximizing Partner Impact: Ensure partners achieve maximum impact on customer acquisition, renewals, and consumption.

Key Responsibilities:Channel Management:1.Co-sell with the total SMC partner ecosystem to generate and significantly increase cloud consumption and revenue against a customer territory.2. Connect customer territory to channel ecosystem across partners and ISV’s (Independent Software Vendor).3. Act as a co-sell and consumption Champion for all SMC Territory Channel Managers and entry point as Single Point of Contact for SMC partners.Territory Revenue Plan:1. Build & execute SMC Cloud Consumption Plan in assigned Territory, aligning Partner Ecosystem and identifying MSFT GTM to drive cloud customer acquisition growth.2. Works with Build-With & Go To Market team on capacity requirements of key cloud SMC workloads & optimize territory revenue.Connect Territory to the Partner Ecosystem:1. Connects co-sell ready partners partner segments to territory and executes relevant offerings in partnership with other TCM’s and GTM2. Bridge & support P2P engagement as needed to drive revenue and consumption through partners3. Leads enablement and activation of reseller channel to execute all indirect campaigns & offers in partnership with Go-To-MarketSales Development and Renewals:1. Coordinates with the PMA (Partner Marketing Advisor, on GTM Team) and the partner management team on priority plays for the Territory and is the catcher for the sales execution;2. Identify and land sales offers, incentives, surface customer wins for partner sell-with evidence,3. Ensure partners are upselling expiring licenses into cloud, driving partner led renewals across all license types through the channel, with CSP as hero motion.4. Work with distribution partners to ensure activation of resellers against expiring licenses.

Key Responsibilities:Goal and Objective Development: Set and develop goals and objectives that drive the growth and success of Microsoft’s Cloud Business.Business Planning and Strategy: Design and implement business plans and strategies to achieve the objectives of the Microsoft Strategic Business Unit.Resource Management: Ensure the organization is equipped with the necessary resources—such as personnel, materials, and equipment—to effectively carry out its activities.Operational Coordination: Organize and coordinate operations to maximize productivity and efficiency.Technical Staff Supervision: Oversee the work of technical staff, providing feedback and guidance to enhance their performance and effectiveness.Relationship Management: Maintain and nurture relationships with Microsoft and Microsoft Distributors to support business objectives.Data Analysis and Reporting: Gather, analyze, and interpret both external and internal data. Prepare comprehensive reports based on findings.Performance Assessment: Evaluate overall company performance against set objectives, making adjustments as necessary to meet goals.Company Representation: Represent the company at events, conferences, and other industry gatherings.Regulatory Compliance: Ensure that all activities adhere to legal rules and guidelines, maintaining compliance with relevant regulations.

Key Responsibilities:Cloud Solution Provider Program Leadership: Lead the company's Cloud Solution Provider (CSP) Program, providing expert leadership and guidance across all products and platforms.Enterprise Architecture and Strategy: Develop and implement enterprise reference architecture, Service-Oriented Architecture (SOA), and cloud strategies within a SaaS, IaaS, and PaaS-driven business model.Business and Technology Leadership: Serve as a strategic leader within the Microsoft Business Unit, shaping and executing the company's business and technology strategy.Technology Advisory and Transformation: Act as a technology advisor and transformation leader, executing the technology roadmap to align with the company's long-term business strategy and goals.Senior Leadership Engagement: Build and maintain strong relationships with senior business leaders to ensure strategic alignment and collaboration.Enterprise Architecture Expertise: Provide enterprise architecture and design expertise across multiple product lines, including Office 365 and Windows Azure.Technical Design and Collaboration: Lead technical design efforts based on requirement specifications and use cases/stories, collaborating with product management and business teams to define product requirements.SaaS Hosting and Integration: Offer expertise in SaaS hosting and integration, working with the company’s cloud vendors and client platforms to ensure seamless integration and performance.

Business Development: Lead business development activities, focusing on acquiring new clients and expanding the portfolio within existing accounts for the business unit.Client Engagement: Understand customer requirements and engage with clients to provide tailored solutions and delivery approaches that meet their needs.Opportunity Management: Manage the pipeline of new IT Infrastructure Services opportunities, ensuring a steady flow of potential projects.Account Planning: Prepare detailed account plans and develop strategies for penetrating target accounts effectively.RFI/RFP Management: Own and drive the complete lifecycle of the Request for Information (RFI) and Request for Proposal (RFP) response process, from initial engagement to final submission.Partnerships and Alliances: Establish and maintain strong partnerships and alliances with key technology vendors in the region to support business growth and opportunities.

Key Responsibilities:Expand Reach and Revenue: Drive the expansion of the company’s regional, national, and international sales territories, focusing on increasing turnover through Microsoft Licensing and Solution sales with both new and existing clients.Goal Alignment: Ensure that employees and the company consistently align with and work towards established goals and objectives.Market Awareness: Stay informed about the latest market developments and trends to maintain a competitive edge.Proactive Business Development: Adopt a targeted, proactive, and commercial approach to business development, leveraging extensive industry insight and intelligence.Sales Opportunity Management: Explore and capture all sales opportunities fully, ensuring that no potential is overlooked.Process Improvement: Continuously review and optimize procedures and processes to enhance efficiency and effectiveness.Customer Awareness: Develop and enhance customer awareness of the company’s services and products, driving engagement and interest.Trend Anticipation: Anticipate and adapt to market trends in a rapidly changing business environment to stay ahead of competitors.

Equipment Support: Provide comprehensive support for equipment in Microsoft Windows and VMware environments, managing all stages from design through implementation and ongoing support.Installation and Configuration: Perform a wide range of tasks including the installation, configuration, and upgrading of workstations, servers, and related hardware and software in LAN, WAN, and standalone environments.System Diagnostics and Repair: Conduct investigation, diagnostic testing, and repair/resolution of system issues, hardware malfunctions, software problems, and infrastructure challenges.

Key Responsibilities:System Provisioning and Maintenance: Oversee the effective provisioning, installation/configuration, operation, and maintenance of systems hardware, software, and related infrastructure.Technical Research and Development: Engage in technical research and development to drive ongoing innovation within both company and customer infrastructure environments.Adherence to Organizational Standards: Ensure that system hardware, operating systems, software systems, and related procedures comply with organizational values and standards, supporting staff, volunteers, and partners effectively.

Key Responsibilities:Training Program Delivery: Developed and delivered a comprehensive training program for schools, focusing on Digital Science and Virtual Laboratory Software animations.Regional and Company Support: Provided support at both the company and regional levels to ensure effective implementation and execution of the training program.Resource Provision: Supplied schools with training resources and tools designed to enhance performance and satisfaction.Adherence to Objectives: Ensured that all training activities aligned with the company’s mission and core objectives of the project within the region.

Key Responsibilities:PC and Software Management: Performed acquisition, installation, repair, and maintenance of personal computers and software, including local area network (LAN) and wide area network (WAN) connections.Equipment Support: Installed and supported equipment connected to centralized host systems, ensuring smooth operation and connectivity.Software Problem Resolution: Assisted customers with troubleshooting and resolving software issues to ensure optimal performance.IT and Office Operations: Managed computer and network operations as well as office operations within the Information Technology department.Inventory Management: Established and maintained an inventory of personal computer parts and supplies to ensure availability and readiness.Team Management: Supervised and managed junior-level technical positions, providing guidance and support to enhance team performance.