Territory Channel Manager – Azure

Company Details

Be what's next.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses, and lastly, making a difference in the lives of each other, our customers and the world around us. You can help us build our culture and achieve our mission.

The Global Partner Solutions team’s mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft. Building on the GPS mission, the Channel Sales-SMB is responsible for creating the SMB Channel Plan to attain SMB Solution Areas’ targets, to identify market opportunities for top unmanaged and small/medium customers, and to target account selection. They identify partners with relevant solutions per Solution Area to feed leads/referrals engines like QRP. The Channel Sales – SMB engages with Digital sellers and SMB-CPM teams for partner capacity & capability requirements; and leads progress & partner performance for SMB demand gen and deal performance at scale. They find & activate new routes to market like associations or Breadth ISVs.

The Channel Sales – SMB provides visibility into top unmanaged customer opportunities by leading the partner pipeline reporting. In addition, they own large and strategic opportunities through partners (including Renewals to Cloud) and provide Solution Area expertise. They are responsible for providing access to resources like ECIF, POC, Licensing, or Swarming to partners. They flag capability and capacity partner gaps to PDMs and create detailed enablement plans to support sales execution, especially with Indirect Providers to reach the mid-size sub-segment.

Responsibilities

Co-Sell Partnerships

  • Proactively creates, nurtures, and influences a partner ecosystem to drive a larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align Microsoft solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products.
  • Brings stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Refers to solution/practice maps or marketing campaigns to support partner strategy. Drives leads and opportunities for co-sell-ready partners with internal teams (e.g., Partner Marketing Advisor [PMA] team) and provides feedback on Solution/Practice map coverage or marketing campaigns. Leads partner strategy efforts and engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings.
  • Manages partner co-selling for Microsoft’s most strategic solution partners to drive joint pipeline and partner consumption of Microsoft products at scale. Connects with Microsoft’s sales and partner communities to bridge and support partner-to-partner engagements as needed – aiming to scale the offering also through co-sell-ready partners. Identifies and lands sales offers, incentives, and surface customer wins for partner sell-with evidence. Supports account teams while navigating within partners’ solutions and expertise, including global solution partners or Independent Software Vendors (ISVs). Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals to move sales forward.
  • Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. And drives pipeline reviews with top co-sell partners and Microsoft sellers to evaluate pipeline effectiveness.

Partner Impact

  • Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives attendance to partner events and responses to partner surveys. Adapts partner strategies as needed to adjust for scale and complexity. Aligns resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback to build-with teams and executes on corrections of errors in response to feedback.
  • Maintains and stays up to date on Microsoft’s sales compliance processes. Drives sales with partners in accordance with Microsoft’s compliance policies.

Other

  • Embody our culture and values.

Qualifications

Required/Minimum Qualifications

  • 6+ years of core sales, channel sales, industry or solution selling, business development experience.
    • OR Bachelor’s Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 4+ years of core sales, channel sales, industry or solution selling, business development experience.
    • OR Master’s Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 3+ years of core sales, channel sales, industry or solution selling, business development experience.

Additional or Preferred Qualifications

  • 11+ years of core sales, channel sales, industry or solution selling, business development experience.
    • OR Bachelor’s Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 7+ years of core sales, channel sales, industry or solution selling, business development experience.
    • OR Master’s Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 5+ years of core sales, channel sales, industry or solution selling, business development experience.

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.

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

Benefits and Perks

  • Industry-leading healthcare
  • Savings and investments
  • Giving programs
  • Educational resources
  • Maternity and paternity leave
  • Opportunities to network and connect
  • Discounts on products and services
  • Generous time away

Tagged as: business development, degree in sales/marketing/business operations/business administration, core sales, channel sales, industry or solution selling

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