Product Marketing Manager - CRM - Microsoft - Lisbon

Job description

Job Profile:
We are seeking a highly experienced, dynamic product marketing manager to run the CRM business in one of the highest growth markets for Microsoft. The CRM Product Marketing Manager will be a key driver in developing the strategic plan for this diverse and complex market carrying out the appropriate market research, analysis and planning to create the right go-to-market initiatives to enable rapid market expansion and growth.

The Dynamics business is at a pivotal time to deliver business solutions and enterprise services through the cloud and through partners that help customers become Dynamics businesses. We have a broad set of offerings across the business applications market with both a huge market to secure and existing customer base to anchor. Customers have to be more resourceful, pragmatic - but have the confidence to take risks in the face of adversity. We need to fuel that confidence and de-risk their decision making process throughout small to large businesses. In addition to this, we’re finding Consumerization of IT is affecting the decision making process of Business Decision Makers. They are spending more time on social networks, digital communities and seeking 3rd party assurances - which are leading to a more emotional layer on the informed, advised and relationship-led decisions. We need to get on the front foot. Businesses are waking up to the reality that it’s no longer possible to stand on the sidelines, ‘good enough’ isn’t good enough and they need to be more leaner, agile and far more customer centric to succeed. We need to do the same.

If you are passionate about marketing and the opportunity to make a big impact working across multiple teams, we are looking for a CRM Product Marketing Manager to help lead the CRM business.

Core Responsibilities:

•Conducts market opportunity and analysis, also understanding partner ecosystem for the product
•Identifies and assesses cross-Business Group marketing strategies and execution areas to drive a “One Microsoft” approach
•Articulates local competitive situation and develops local compete strategies leveraging research, partner insights and customer feedback
•Ambassador and spokesperson for the solution/product internally and externally
•Provides product/solution related content such as customer benefit, messaging, competitive differentiators, scripts/demos, value propositions, storytelling to Business Decision Makers/Business Specialists
•Ensures execution of compete plan to drive market share
•Drives education and execution of product launches
•Understands the partner ecosystem that supports their product and aligns with partner roles (i.e. PSEs and PTAs) for partner capacity and correction of error
•Produces quarterly product performance & health-check reporting in line with the wider business RoB processes
•Provides customer and partner product and commercial feedback to the relevant Regional/Corporate product teams
Holds product & market optimization reviews with local Leadership team that focus on making recommendations in how to drive improved performance of the product from a commercial and where relevant, technical perspective

Education and Experience:

5 - 8 years of related experience
Bachelor’s Degree (B.S./B.A.) required
MBA preferred
Master’s Degree preferred

Key Discipline Results:

Marketing Planning: Creates marketing, launch, and sustain plans that deliver business results.

Business & Monetization: Monitors existing business metrics, and creates monetization strategies and/or revenue models that ensure return on investment.

Competitive Positioning & Response: Monitors and responds to competitors.

Product Advocacy: Articulates a product’s value proposition through personal contact with influencers.

Positioning, Messaging & Storytelling: Articulates a product’s value proposition through messaging and positioning.

Personal Attributes/Interpersonal Skills:

•Strong sales & marketing skills: optimizing return on marketing investment
•Knowledge and experience with digital marketing (SEO/SEM/Social Media/E-mail)
•Experience, knowledge and/or understanding of audience, partner or product marketing within a consultative/solution selling model
•Understanding of business solutions: Cloud/Customer Relationship Management (CRM)
•Excellent verbal and written communication skills
•Ability to communicate technical information to non-technical audiences
•Ability to persuade and influence others
•Exceptional program, project and time management skills - highly organized, detail focused, results-driven, accountable
•Independent, self-starter who can prioritize and drive deliverables to execution with minimal supervision
Excellent interpersonal skills to deal professionally with executives and marketing counterparts.

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Major Account Manager - Microsoft - Lisbon

Job Description Major Account Manager Role Purpose The Major AM role is responsible for delivering a well-managed and growing business of customer accounts that drives yearly revenue targets and long-term revenue opportunities through demonstrated value to the customer, relationship and sales excellence practices representing One Microsoft in the Enterprise. The Major AM role affects Microsoft in a variety of ways; directly at the customer account level, throughout the delivery of the defined commitments, while also indirectly impacting the industry and the community within a specified geography or territory. The Major AM role focuses on two or three accounts on average (typically with a vertical focus). The Major AM role must successfully sell into and develop high level relationships with customers across multiple industries with varied business processes and organizational objectives while managing complexity due to working with many internal MSFT teams around the world. This role adds value by producing: •Satisfied, tenure and loyal Customers through the implementation of Microsoft solutions acting on the shared and recognized needs. •Strong, deep and trustfull customer relationships •Strategic, effective and actionable account plans •Well developed opportunities leading to a healthy pipeline producing wins that meet or exceed quota •High performing account teams through effective AM coaching and leadership •Sales Excellence processes Key Initiatives/Challenges The key initiatives and challenges facing the Major AM role are: •Understand, relate and grasp with legitimate know-how customers business challenges on a top level audience •Detail and understand the competitive landscape priorities, rhythm of business, messages and strategies on an ever more complex and demanding market environment, where the pressure on reduction of costs, value and return on investment are the priorities to focus growth. •A more in-depth focus on industry or vertical solutions to meet customer needs, and the business value proposition that Microsoft offers in helping customer’s meet their challenges and business opportunities. •A deeper understanding of what’s going on in the marketplace and an in-depth knowledge of the customer’s industry and core business process across the customer base. •Effective ways to sell with an understanding of current economic/market conditions through creative deal structuring, creative terms, value propositions, etc., that demonstrates to customers how Microsoft can save them money and get the most value of their investment. •Ensure MSFT retains and grows the number of customers in annuity-based agreements in current economic/market conditions. •Develop, nurture and maintain high levels of satisfaction with our accounts •Grow and scale through the solutions of our strategic partners ecosystem Desired Profile: Essential Factors: •Passionate attitude for sales, technology and customers as an enabler for a company’s growth. •In-depth knowledge of major accounts, their customers and their industry challenges. •Experienced building partnerships that help customers grow their businesses and deeply understands customer relationship-building as a discipline. •Structured in his/her approach to leading teams, acting as a team player benchmark, through complex technology solution sales. •Knows how to deliver on promises and commitments •Experienced and adept at getting people working towards a common goal; consistently demonstrates strong people management skills. •Extensive change management experience •Highly experienced in complex negotiation processes •Orchestrator of a multiple and diverse team, where the ability to delegate, trust and empower are fundamental to scale on our accounts •Determined and able to create trustful and credible relationships at top level of the customers •Customer Excellence oriented approach Soft Factors: •Integrity and honesty •Open and respectful •Big challenges and resilient •Passion •Highly Accountable •Self-critical •Creative and Innovative •Organized with strong prioritization skills •Strong Team player •“I/We can do it” nature in the DNA! Hard Factors: •Bachelor’s degree in Business Management, Engineering or similar •8-10 years of related Experience •Financial Services Experience preferred, but not exclusive •Strong Selling skills are required •Extensive experience in leading teams is required MBA degree preferred
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