Channel Sales Manager

Microsoft UK

Location: Remote - UK/EU only

Job Type: Full time

Posted

Be brave, not perfect.
- Reshma Saujani

The Global Partner Solutions (GPS) organization’s 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 Manager role is key to Microsoft's channel management strategy.

The Channel Sales Manager leads a team of specialists operating across the SMC/SMB segments. The team’s prime responsibility is to curate and connect partners with unmanaged customers to drive growth in customer acquisition, consumption and usage.


The Channel Sales Manager works across partners (prioritized/hoster/telco/CSP) and Microsoft in the SMC/SMB segments to understand the market opportunities, drive partner enablement and activation, and works with the Inside Sales Demand Response and Specialist Teams to connect our partners and customers.


The seniority of the role reflects Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner sales leadership.

Responsibilities

With a focus on growing Partner Reach, the CS Manager will own partner impact through their team. The role will ensure the team is active and engaged with a set of partners and solutions which are able to meet customer requirements to digitally transform their organization.

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

  • Model - Live our culture; Embody our values; Practice our leadership principles.

  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.

  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

  • Help employees develop skills and support their career interests. Support mentorship, workforce development and succession planning.

  • Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning. Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions.

  • Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources. Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

  • Ensures fair and equal treatment of employees, avoids favoritism, addresses difficult issues directly, and shows empathy and compassion. Models compliance and represents the Microsoft Values and the One Microsoft culture. Promotes company policies, procedures, mission, and values by training and providing direction to direct reports in their use and application.

  • Establishes and communicates performance expectations. Identifies performance gaps and monitors performance to ensure plans are met. Leads their team to accept change and retain performance levels while responding to changing demands.

Co-Sell Partnerships

  • Leads the creation of partner ecosystem connections and builds impactful relationships. Works closely with partner to facilitate solution area sales, builds this gains input and support from Microsoft executive stakeholders, and defines a governance structure to merge and manage lead pipelines. Leverages deep Solution Area understanding and the competitive landscape to identify and attract partners that can deliver solutions that drive broader customer adoption of Microsoft technologies.

  • Leads partner strategy across teams at the segment or Account Team level to identify partners that can generate increased revenue with a given Solution Area. Works with Account Team Unit (ATU) and Specialist Team Unit (STU) teams to ensure alignment around the partner strategy, generate pipeline and revenue dashboards, and determine the revenue generated through collaboration across teams.

  • Monitors and manages co-sell engine development to deliver results across teams and supports individual contributors in their co-selling efforts. Ensures accountability for achieving intellectual property (IP) and/or service co-sell targets across teams at subsidiary/segment/territory levels.

  • Tracks and assesses co-sell/channel performance and adjusts strategies as needed ensure success. Provides guidance on priorities to build revenue and establish an optimal mix between inbound and outbound opportunities.

Sales & Marketing Leadership

  • Improve partner sales velocity, ensuring partners are aware of resources and programs available to them to alleviate any friction points; scaling impact through partner engagement. It shall ensure channel execution readiness by leading enablement and activation activities in partnership with the Partner Marketing Advisors.

  • Grow partner ecosystem by surfacing customer wins for partner co-sell evidence; surface partner capacity and capability needs and key opportunities to Microsoft partner recruit teams to drive the development and recruitment of new partners.

Partner Impact

  • Makes recommendations to leadership team based on key performance indicators (KPIs) and maintains accountability for customer and partner experience indices. Leads correction of error plans and ensures execution across teams. Provides feedback to program management, marketing teams, and business groups, proposing changes to resources and programs as necessary. Works with services leads to take action based on feedback to impact strategic change.

  • Maintains and stays up to date on sales compliance processes. Verifies, reviews, and approves sales execution submissions (e.g., funding requests). Ensures teams maintains alignment with compliance policies.

  • Champions executive sponsorship of innovative solutions and the presentation of solutions. Leads regular executive engagements and reviews.

  • Accountable for customer and partner experience indices.

  • Tracks, assesses Microsoft and partner ecosystem sales performance and adjust strategies.

  • Provide feedback to program management, marketing teams, and business groups, proposing changes to resources and programs as necessary.

Managerial and Leadership

  • Leverages resources to help employees develop skills and supports their career interests. Supports mentorship, workforce development, and succession planning. Identifies growth opportunities, builds development plans with direct reports, and conducts development discussions.

  • Drives the execution of projects by identifying customer and operational needs, setting priorities, removing barriers and obstacles, and allocating resources. Partners and collaborates with other teams on related deliverables, and leverages others in relevant work streams.

  • Ensures fair and equal treatment of employees, avoids favoritism, addresses difficult issues directly, and shows empathy and compassion. Models compliance and represents the Microsoft Values and the One Microsoft culture. Promotes company policies, procedures, mission, and values by training and providing direction to direct reports in their use and application.

  • Establishes and communicates performance expectations. Identifies performance gaps and monitors performance to ensure plans are met. Leads their team to accept change and retain performance levels while responding to changing demands.

Qualifications

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.

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

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