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 SMB Territory Channel Manager (TCM) role is key one of the fastest growing and largest customer segments in Microsoft US. The SMB Territory Channel Manager is the 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. The SMB Territory Channel Manager will need to orchestrate with individuals across a multitude of roles, ranging from the segment team to understand the market opportunities and the strategy to capitalize, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers and win deals.
The role will own the partner impact of the Modern Workplace and Security unmanaged ‘depth’ business 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 at scale. To achieve that, the role will be expected to have deep knowledge and expertise of the partner led business, have the ability to operate at scale by synthesizing data and multiple inputs to define and operate sales processes that are resilient. 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.
In short the SMB Territory Channel is the quarterback for the partner led sales motion within the SMB US business for Modern Workplace and Security and will orchestrate all sales aspects of the ‘depth’ unmanaged business.
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.
Accountable to drive new customer acquisition, incremental customer revenue, consumption and success through partner impact. By improving 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 Global Scale Partners engagement as well as any complementary partner to partner engagement.
Maximize customer acquisition, 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 and work closely with the Inside Sales Demand Response and Specialist Teams to maximize opportunities
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
- 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
- MS platform experience preferable
- Reasonable level of technical proficiency in order to understand partner ecosystem solutions (L100 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.
