Territory Channel Manager at Microsoft

Territory Channel Managers curate and connect to customers, an ecosystem of best of breed solutions in territory driving growth in customer acquisition & usage in assigned territory.

Accountable to drive new MW usage, incremental customer revenue 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.

Improve partner sales velocity by 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. Ensure channel execution readiness by leading enablement and activation activities in partnership with the Partner Marketing Advisors.

Maximize MW customer acquisition (MCA), revenue and usage 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.

Qualifications

• 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
• MS platform experience preferable, especially Modern Work
• Reasonable level of technical proficiency in order to understand partner ecosystem solutions (L200 defined a Fundamentals in TSI framework)
• 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.