Microsoft Channel Manager 

India, Haryana, Gurugram 

941702186

AzureThe role will own the partner impact in an assigned territory by ensuring that we have an active and engaged channel ecosystem that would be able to meet the customer requirements to digitally transform their organization. To achieve that, the role will be expected to have deep knowledge and expertise of theAzure

• Engage a set of Territory Partners assigned in CALC: SMB Top CSP (CSP TIer1 & 2, Indirect Providers, Telco). 1-10 max ratio

• Develop and deliver the Solution Area plan with the partner to execute the Mainstream Solution Area Sales Play (Win Srvr/SQL Migration) at scale across MCEM stages 1-3. Incl. Surestep Ambassadors

• Drive partners’ sales readiness. Provide deal coaching strategies and ensure that the partner can deliver the Migration & Modernization Benefits conversation

• Conduct a monthly Sales RoB w/partner to verify that the Solution Area plan is on track

• Understand and support the partner's adoption of Programs, Investments, Resources (Partner Led AAMP, ECIF, DMWL etc)

• Allocate 20% of your time to Top CPS deal management with Partner (Managed/Unmanaged) incl Swarming, Partner Led AMMP, ECIF etc

Experiences Required:

• 7+ years of experience - in driving evangelism or sales or BD leveraging Channel & Partner ecosystems in Public Sector / Education
• Exposure to Cloud / Cloud based Solutions / Products - 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 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

Accountable to drive new
Azurecustomer acquisition (ACA), incremental customer revenue, Azure consumed revenuw (ACR) and success through partner impact. Partner with the Customer Program Manager, Partner Development Teams, and Partner Marketing Teams to drive channel activation, with a focus on growing Partner Reach, Frequency and Yield across all Cloud Services and with Cloud Services Provider program as the primary motion.Maximize Azure customer acquisition (ACA), revenue and renewals by orchestrating end-to-end sell with motion with the Partner Marketing Advisors and Partner Management teams, to identify the market opportunities, create the relevant Go To Market campaigns inclusive of offers and incentives to drive leads and opportunities for prioritized partners;Grow partner ecosystem by surfacing customer wins for partner sell with evidence; surface partner capacity and capability needs and key Opportunities to Partner Management team to drive development and recruitment of new partners.

• • Engage a set of Territory Partners assigned in CALC: SMB Top CSP (CSP TIer1 & 2, Indirect Providers, Telco). 1-10 max ratio

  • Develop and deliver the Solution Area plan with the partner to execute the Mainstream Solution Area Sales Play (Secure Productivity) at scale across MCEM stages 1-3. Incl. Surestep Ambassadors

  • Drive partners' Sales Readiness. Provide Deal Coaching strategies & ensure that the partner is able to deliver the Migration & Modernization Benefits conversation

  • Conduct a monthly Sales RoB w partner to verify that the Solution Area plan is on track

  • Understand and support the partner's adoption of Programs. Investments, Resources (Partner Led AAMP, ECIF, DMWL etc)

  • Allocate 20% of your time to Top CPS deal management w Partner (Managed/unmanaged) incl Swarming, Partner Led AMMP, ECIF etc

  • Build deep solution area expertise and be able to clearly articulate how your partner's solutions can drive digital transformation.

  • Deeply understand the Mainstream solution plays and be able to coach your partners on how to articulate and deliver the value conversation

  • Continue to grow your sales acumen and be a true Sales Manager for your partner

  • Ensure that you have strong solution area plans in place with your partners and understand how they align to programs & investments. These plans should be focused on driving the Mainstream Solution Plays at scale.

  • Establish the partner Sales RoB and ensure that you are executing again the Solution Area plan. Quickly identify areas of weakness and establish a COE plan to propel the business forward

  • Establish a connection with your stakeholders/key business partners to drive agreement/ alignment on the strategy and division of responsibilities