My TCM Role is to maximize partner attach, revenue and renewals across customer success lifecycle. The role design is to align with individuals across the Territory Field & Inside Sales, Build-With, Go-to-Market, Licensing and Operations teams to ensure partner offerings are aligned to customer requirements as defined through the solution maps and business priorities. The outcomes are to maximize revenue, renewals, cloud consumption and digital transformation in the territory.Business Development: Drive revenue contribution of Co Sell Ready partners and grow partner commitment to Microsoft. Include partners to market, sell & deliver solutions on Microsoft technologies, establishing and executing on routine assessments to review partner performance against planned revenue and market share growth commitments. Develop the local partner ecosystem to build a mutually beneficial business relationship by working closely with partner sales leadership.Sales Engagement: Work with the Microsoft field resources, working closely with Account teams across Corporate market (400 to 4000 employees) to support strategic goals and co-selling sales engagement with partners.Collaboration: Coordinate collaboration among partner team resources (such as Partner Technical Strategists, Partner Marketing Advisors, etc.) across sales, technical, and marketing development to increase capacity and capability of our partners, while increasing business valuation for the partner. Drive partner connection in my territory to ensure partner attach, maximize revenue and renewals.Create customer lifetime value by curating an ecosystem of best of breed partners in territory around a customer leading to customer lifetime value and growth in consumption & usage.

Management of Microsoft Solution Partners for Southeast region

-Selling the value of the Microsoft Cloud (Private, Public and Hybrid) to Retail Microsoft Large Accounts-Drive AZURE, Windows Server and System Center growth and compliance on my set of customers - To set up and renew 3 years SCE (Server and Cloud Enrollment) and additional Cloud Investments in Microsoft current EAs (Enterprise Agreements)-Drive Proof of Concept of MS Cloud Technologies for each account to Compete VMware, Amazon, BMC and all majors Cloud companies-Execute solution selling with MS Services to existing customer base and new prospects-Own and exceed the territory revenue quota and scorecard including accurately forecasting to closure of sales.

-Drive VMware offering to final customers through Business Partners for Paris Area -To set up and negotiate 3 years ELA (Enterprise License Agreements) for French Top Accounts-Drive Business Partners to maximize sales and total partnership potential through sales best practices, training and support-Develop and lead the “go to market” plan for the designated territory including : activity prioritization, defining of key focus accounts, qualifying and key partners to maximize territory sales coverage - (Distribution, Reseller, OEM, ISV, SI/SO), agreeing joint go to market plans with each partner, agreeing and implementing a territory marketing plan to maximize pipeline build for the territory, managing plan execution-Own and exceed the territory revenue quota including accurately forecasting to closure of sales-Deliver education to end customers and to partners-Identify new business drivers that drive transactional territory business-Sell the VMware solution as a ‘platform’ within an account and change the role that IT plays within that account from being considered a cost burden to a strategic deployment.

-Drive IBM global offering as Client single point of contact -Define and drive the Client Coverage Plan and Sales Strategy-Influence the inner circle of Client top management (All C-level) -Define and implement Business & Relationship Plan in coordination with IBM teams-Implement consultative selling of IBM strategies, products/offerings and services -High level Negotiation and facilitator for closing large deals-Coordinate all deals and on-going projects in order to achieve the growth targets, income, profit and customer satisfaction-Coordination of a cross-country team of Architects, Technical and Business Consultants, Financial and Legal, Pre-Sales Specialists, Sales Representatives and Business Partners.

-To propose and negotiate IBM Financing Solutions: lease, fair market value lease, software leasing, loan, sales and lease back, IPP, Financing bullet…-To enhance the financing attachment rate with IBM Sales Teams-Participation to global RFP on IBM and non IBM financial products-To design and propose project financing solutions : IBM and OEM IT Services-Management of the relationship with financing channel partners-Business opportunities mapping with partners to input overall strategy.

-Implementation of promotional marketing campaigns-Follow-up of business opportunities generated by the promotional events…