Director Territory Channel Sales

• Job number 1313938

Responsibilities

Impact:
The Channel Sales Manager, SMB leads a team of Channel Sales, SMB roles that curate and connect to customers, an ecosystem of best of breed solutions in territory driving growth in customer acquisition, consumption & usage in assigned territory.
With a focus on growing Partner Reach, Frequency and Yield across all Cloud Services and with Cloud Services Provider program as the primary motion, the CS-SMB Manager will own partner impact with its team in an Area. It will ensure its team is active and engaged with a set of prioritized Partner solutions which are able to meet customer requirements to digitally transform their organization.
CS-SMB Manger is accountable to:
• Improve partner sales velocity, ensuring partners are aware of resources and programs available to them to alleviate any friction points; scaling partner impact through our Indirect Providers engagement as well as any complementary partner to partner engagement. It shall ensure channel execution readiness by leading enablement and activation activities in partnership with the Partner Marketing Advisors.
• Maximize customer acquisition, revenue and renewals by orchestrating end-to-end sell with motion with GPS GTM 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 co-sell evidence; surface partner capacity and capability needs and key Opportunities to Partner Management team to drive the development and recruitment of new partners.

Qualifications

Key capabilities:
The Manager will be expected to have:
• Experience leading team and engagement in a matrix organization,
• Deep knowledge and expertise of the partner ecosystem in its geography
• Understanding of Microsoft sales and channel motion in SMC and SMB.
• Ability to ascertain the required partner capacity and capability in defined Area to ensure maximum partner impact on customer acquisition, renewals and consumption.
• Understanding of Microsoft cloud technologies (defined as L100 in TSI)
• 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
• Cloud Solution Sales Team management experience
• 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's 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.

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