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Microsoft Channel Sales Manager United States 56371253
13.08.2024
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As the Channel Sales Manager, you will build and manage a team of high performing Solution Area Sellers. You will inspire the team, lead by example and encourage progress and excellence. This is an opportunity to accelerate your career growth in people management and to grow as a Strategic Sales Leader. You will become a trusted advisor to C-Suite partner executives as you drive business excellence and deliver revenue impact for Microsoft and our Partners. You will learn to lead in a highly matrixed operating model across our Go To Market, SMB Segment, Vendor Digital Sales, Partner Development Manager, Partner Tech and Business Group organizations. You will gain insights into the levers of growth, create a model of investible engines to fuel performance, identify areas to course correct, and drive execution towards success.
Qualifications
Required/Minimum Qualifications
- Bachelor's Degree AND 6+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- 2+ years informal and/or formal people management experience.
Additional or Preferred Qualifications
- Bachelor's Degree AND 12+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development.
- Master's Degree AND 8+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR Doctorate AND 5+ years experience in core sales, partner sales, industry or solution selling, marketing, or business development
- OR equivalent experience.
- 5+ years informal and/or formal people management experience.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:Microsoft will accept applications for the role until August 13, 2024.
Responsibilities
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others
Partner Engagement
- Leads and supports team on driving the acceleration of cloud solution area sales practice with partners, with a focus on pipeline, go-to-market (GTM) sales and co-sell execution. Coaches team on proactively driving a predictable cloud solution area rhythm of business (RoB) and anticipating and mitigating performance issues with partners to ensure delivery of cloud solution area partner targets. Leads team on proactively collaborating with and influencing segment sales teams to drive co-sell performance with partners through joint execution.
- Coaches teams on working with solution area-aligned prioritized partners to identify and cultivate new opportunities with customers. Leads team on proactively driving the qualified partner pipeline and progressing it through the sales cycle. Ensures that the team is coaching the partner on the adoption of investment levers to create opportunities and accelerate deal velocity.
- Coaches team on proactively sharing best practices for co-selling with partners and global peers through community forums, contributing to listening circles and contributes to and influencing worldwide learning initiatives as a subject matter expert. Seeks opportunities for team to participate in community forums, listening circles, and worldwide learning initiatives. Coaches team on sharing market business momentum insights and corporate research.
Partner Impact
- Makes recommendations to leadership team based on key performance indicators (KPIs) and maintains accountability for customer and partner experience indices. Leads correction of error plans and ensures execution across teams. Provides feedback to program management, marketing teams, and business groups, proposing changes to resources and programs, as necessary. Works with services leads to take action based on feedback to impact strategic change.
- Maintains and stays up to date on sales compliance processes. Verifies, reviews, and approves sales execution submissions (e.g., funding requests). Ensures teams maintains alignment with Microsoft's compliance policies.
- Champions executive sponsorship of innovative solutions and the presentation of solutions. Leads regular executive engagements and reviews.
Co-Sell Partnerships
- Leads the creation of partner ecosystem connections and builds impactful relationships. Delivers partner expertise to account teams to facilitate solution selling, builds this expertise across teams, gains input and support from Microsoft executive stakeholders, and defines a governance structure to merge and manage lead pipelines. Leverages an understanding of emerging industry needs and the competitive landscape to identify and attract partners that can deliver solutions that drive broader customer adoption of Microsoft technologies.
- Tracks and assesses co-sell/channel performance and adjusts strategies as needed ensure success. Provides guidance on priorities to build revenue and establish an optimal mix between inbound and outbound opportunities.
- Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Ensures accountability for achieving intellectual property (IP) and/or service co-sell targets across teams at subsidiary and territory levels.
- Leads partner strategy across teams at territory or industry level to identify partners that can generate increased revenue with unique industry solutions. Works with Account Team Unit (ATU) and Specialist Team Unit (STU) teams to ensure alignment around the partner strategy, generate pipeline and revenue dashboards, and determine the revenue generated through collaboration across teams.
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