Microsoft SMB Channel Sales Lead 

Australia, New South Wales, Sydney 

108922724

Required/Minimum Qualifications

• Bachelor's Degree in Engineering, Business or related fieldAND6+ years experience in core sales, Cloud Solution Provider (CSP) program with Indirect Providers and channel sales, SMB and scale model experience, business development.
  • OR equivalent experience.
• Strong partner relationship management, business development and solution development skills.
• Experienced in engaging with executives as well as communication and presentation skills with a high degree of comfort to large and small audiences.

Additional or Preferred Qualifications

• 10+ years experience in core sales, Cloud Solution Provider (CSP) program with Indirect Providers and channel sales, SMB and scale model experience, business development.
• MS platform sales experience preferable e.g. Microsoft 365, Dynamics 365, and Azure.
• Skilled in problem solving, leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Experience with budget planning, spending (procurement), and tracking

• Engaging and building Partner Business Plans with key Indirect Providers and Resellers to drive increased frequency and yield of reseller adds, customer adds, and seat adds, including the use of any local MDF (Marketing Development Funds) investment. Leading weekly update & coaching call with each invested partner to ensure focus is maintained, and issues and opportunities are addressed quickly. Working closely with the TSI Ambassador (funded head) where present.
• Driving key marketing and sales activities with a cohort of partners e.g. Copilot Get Ready Workshops, Microsoft Commerce Incentive (MCI) Workshops, and Partner event marketing utilizing the TSI Customer demand gen engine.
• Engaging with other Indirect Providers to enable them to drive increased frequency and yield of reseller adds, customer adds, and seat adds. Ensuring that they have access to key assets and materials, and work through their Global Channel Sales -PartnerDevelopmentManagement (PDM)and Partner Solution Sales (PSS) teams.
• Owning the local referral partners for TSI marketing to pass referrals too. Developing a set of partners capable of addressing the three cloud workloads, and willing to engage actively on referrals. Supporting Digital Sales on their review of the referral health, feeding back improvements to the wider TSI team, and holding partners accountable to drive the value to customers.
• Developing the local direct bill and indirect resellers within the territory that can help drive scale, or that are investing to grow nonprofit focus. Driving a growth plan, supporting, and investing where needed to reach more nonprofits. Ensuring the partner’s business model, expertise and reputation aligns to the Tech for Social Impact mission ensuring that focus is with partners that are committed and capable.
• Managing the monthly reporting cycle to collect insights and provide learnings for future investments.
• Acting as the local TSI SMB lead in region, working to promote engagement at scale, through partners and with affiliates where practical.