Enterprise Channel Manager

Enterprise Channel Manager

10-13 years
Not Specified

Job Description

Job Description :
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.
The Enterprise Channel Manager (ECM) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization.
The role is required to lead partner impact in a portfolio of customer accounts and accelerate Microsoft customer’s digital transformation leveraging a set of curated Partner solutions. The role will need to orchestrate across the Enterprise Sales, Partner Management and Go-to-Market teams to ensure partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps.
The role will lead co-sell partner impact to assigned customers accounts and provide feedback to the OCP team where partner capacity and coverage is needed. ECMs will be expected to have deep knowledge and expertise of the partners in the geography to support solution selling, customers’ digital transformation, and build this expertise on an ongoing basis. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem, and will nurture partners’ seller network by building mutually beneficial co-sell partnerships.
Accelerate Partner Co-Sell at scale
Lead Account Team connecting right partners to right customer at the right time. Educate ATU/STU/CSU/Services on Co-Sell ready Solution Partners for each sales play.
Scale efficient/broad Azure partner Co-Sell motions in Major accounts with focus on ACR and replicate successful `Sales Plays`. Partner with the Enterprise sales teams to drive ACR and execute partner led opportunities to closure. Review & engage account teams on inbound leads coming from Co-Sell prioritized partner solutions.
Contribute to account planning with potential Co-Sell deals, leveraging the customers existing Partner Ecosystem and Co-Sell Prioritized Solution Partners including P2P connections. Deliver market and partner insights to Account and Territory planning.
Land a Partner Ecosystem around Customers to accelerate their Digital Transformation by driving or influencing cloud consumption usage across all 3 clouds leveraging Co-Sell ready Solutions. Identify gaps in ecosystem and provide feedback to OCP GTM team on trends and channel / customer insights. If applicable in Strategic accounts, build & maintain partner ecosystem map & proactively engage with top GSIs. Address escalation on partner performance coming from Microsoft sales team.
Act as Microsoft Partner Sales Leader on partner led opportunities. Work with partners externally to drive new inbound referrals working across ATU, STU CSU, Digital STU to achieve sales targets. Close interaction with EOU (including ATU, STU, Digital STU, CSU) incl. Account Planning, Pipeline Management, ROBs, etc. Lead sales team efforts in collaboration with industry leading and Co-Sell ready Solution Partners in referrals, success engagements and opportunities.
experiences required: education, key experiences, skills and knowledge:
  • 10+ years of experience - core sales, channel sales, industry or solution selling, business development.
  • ms platform experience preferable
  • 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 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

About Microsoft

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

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