Territory Channel Manager

3 weeks ago

Chennai, India Microsoft Full time

Overview

The Territory Channel Manager (TCM) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The Territory Channel Manager is the Azure Partner Ecosystem specialist, curating and connecting to our customers, an ecosystem of partners with the best of breed solutions driving growth in customer acquisition, consumption & usage in assigned territory. The TCM will need to orchestrate with individuals across a multitude of roles, ranging from the Customer Program Manager to understand the market opportunities and the strategy to capitalize, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners, Partner Channel Marketing Managers for breadth partners enablement and activation and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers.
 
The 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 the Azure partner ecosystem in the geography, have the ability to ascertain the required partner capacity and capability required in the defined territory to ensure maximum partner impact on customer acquisition, renewals and consumption. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner sales leadership.

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

Qualifications

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

Responsibilities

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

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect

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