Enterprise Channel Manager

Job title: Enterprise Channel Manager

Job description: Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Enterprise Channel Sales lead role is key to Microsoft’s channel management strategy as part of the Global Partner Solutions (GPS) organization.

The role is required to lead partner impact in a portfolio of customer accounts and accelerate Microsoft customer’s digital transformation leveraging a set of curated Partner solutions. The role will need to orchestrate across the Enterprise Sales, Partner Management and Go-to-Market teams to ensure partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps.

The role will lead co-sell partner impact to assigned enterprise accounts and provide feedback to GPS where partner capacity and coverage is needed. Enterprise Channel Sales Lead will be expected to have deep knowledge and expertise of the partners in the geography to support solution selling, customers’ digital transformation, and build this expertise on an ongoing basis. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem, and will nurture partners’ seller network by building mutually beneficial co-sell partnerships.

Accelerate Partner Co-Sell

• Lead Partner planning with Microsoft Account teams landing the right partners in account/territory plans.
• Educate Microsoft Sales Teams and customers on the curated partner ecosystem for the covered accounts/industry.
• Engage Account Teams on regularly reviewing and forecasting partner-led deals.
• Contribute to account planning with potential Co-Sell deals, leveraging the customers existing Partner Ecosystem and Microsoft’s prioritized partner solutions to deliver on revenue and consumption targets.

Land a Partner Ecosystem * Build partner ecosystem around Customers to accelerate their Digital Transformation by driving or influencing cloud consumption usage across Azure, Teams and Dynamics.

• Identify gaps in partner ecosystem and work with the GTM teams on trends and channel / customer insights
• Build & maintain partner ecosystem map & proactively engage with top GSIs/GISVs. Address escalations on partner performance coming from Microsoft sales team.

Microsoft Partner Sales Leader * Act as Microsoft Sales Manager for selected ISVs for driving Cloud Marketplace opportunities to grow Azure consumption and Marketplace billed sales.

• Accountable for pipeline management, forecasting and delivering revenue and consumption targets on partner led opportunities.
• Drive new partner opportunities and wins working closely with Customers, internal Microsoft Enterprise Sales and Industry teams.

Experiences Required: Education, Key Experiences, Skills and Knowledge:

• 10+ years of experience – direct enterprise sales, channel sales, industry or solution selling, business development.
• Cloud Solution Sales Team management experience
• MS platform experience preferable
• Reasonable level of technical proficiency
• Extensive experience of managing virtual teams across functions and geographies:
• Inclusive and collaborative – driving teamwork and cross-team alignment
• Strong partner relationship management and solution development skills
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
• Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Bachelor degree required (Sales, Marketing, Business Operations); MBA desired

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the .

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

Company: Microsoft

Expected salary:

Location: Ottawa, ON

Job date: Sun, 20 Jun 2021 06:06:30 GMT