Channel Sales

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses and lastly, making a difference in the lives of each other, our customers and the world around us. You can help us build our culture and achieve our mission.

The Global Partner Solutions team mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft. Building on the GPS mission, the Channel Sales-SMB is responsible for creating the SMB Channel Plan to attain SMB Solution Areas’ targets, to identify market opportunities for top unmanaged and small/medium customers, and to target account selection. They identify partners with relevant solutions per Solution Area to feed leads/referrals engines like QRP. The Channel Sales - SMB engages with Digital sellers and SMB-CPM teams for partner capacity & capability requirements; and leads progress & partner performance for SMB demand gen and deal performance at scale. They find & activate new routes to market like associations or Breadth ISVs.

The Channel Sales - SMB provides visibility into top unmanaged customer opportunities by leading the partner pipeline reporting. In addition, they own large and strategic opportunities through partners (including Renewals to Cloud) and provide Solution Area expertise. They are responsible for providing access to resources like ECIF, POC, Licensing or Swarming to partners. They flag capability and capacity partner gaps to PDMs and create detailed enablement plans to support sales execution especially with Indirect Providers to reach the mid-size sub segment.

**Responsibilities**:
Drive the FY22 SMB Partner Priorities to success:

- Expand partner reach through reseller and ISV Breadth recruit motions
- Accelerate ACR through DCM and Migration plays
- Drive CSP conversion from legacy licenses (EA/OPEN/MPSA)
- Expand partner channel reach through bundled offerings across Microsoft devices and cloud services.
- Create SMB Channel Plan to maximize results through Depth and Breadth SMB market channel approach
- Lead the SMB partner pipeline reporting process to provide visibility into customer opportunities
- Drive growth in customer acquisition by selecting the right partners at the Solution Area level and ensuring utilization of available SMB programs & investments
- Accelerate SMB Scale through engines and programs like C3 for SMB and SureStep
- Drive SMB performance through partner capability, capacity and revenue growth

**Qualifications**:

- 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
- MS platform experience preferable, especially Azure
- 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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.