Enterprise Channel Sales

Enterprise Channel Sales

Microsoft
9-12 years
Not Specified

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.
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 Enterprise (CS-E) role is key to Microsoft's channel management strategy as part of the GPS Organization. The seniority of the role evidences Microsoft's deep commitment to building a best-in-class partner ecosystem.
As the Partner Sales Leader, the CS-E leads partner impact in a portfolio of customer accounts and leverages a set of curated partner solutions (IP and Services) to accelerate the customer's digital transformation. The CSE drives connection with the PDM to ensure partner led opportunities progress to close. The CS-E orchestrates 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 primary sales initiative for the Channel Sales Enterprise role is to Accelerate Partner Co-Sell at scale. Focusing on Services and IP co-selling motions, the CS-E drives partner connection and performance at the customer level and maps top Co-Sell solution prioritized partners (CSSPP) to customers during account/territory planning, aligning partner solutions to the customer (TPID) by industry and solution area. In addition, the CS-E accelerates the Azure customer acquisition motion with the Digital STU. Finally, it's imperative that the CSE develops an escalation path within the partner's organization to issues not resolved by the Opportunity/Engagement Managers.
The CS-E Lands a Partner Ecosystem around Customers by aligning ATU/STU/Digital STU to the right partners for their accounts/territories including P200 Industry/Solution partners (where applicable) for joint selling. The CSE is on point drive connections to partners sellers. The CSE is pivotal in providing feedback to Global Partner Sales where partner capacity, coverage and readiness gaps exist as well as enriching the partner ecosystem by delivering to GTM and Partner Manager stakeholders channel and customer insights. Within Strategic Accounts, the CS-E should build & maintain partner ecosystem map & proactively engage with top GSIs. The CS-E will be expected to have and continually develop deep knowledge and expertise of the partners in the geography to support solution selling and customers digital transformation.
Co-Sell Partnerships
  • Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align Microsoft solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products. Leads the identification of new and emerging partnership opportunities and considers the specific business needs of different verticals to determine which partners can optimally drive solutions for relevant business challenges.
  • Drives collaboration between stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Drives leads and opportunities for co-sell-ready partners with internal teams (e.g., Partner Marketing Advisor [PMA] team) and provides feedback on solution/practice map coverage or marketing campaigns. Leads partner strategy efforts, and engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings across geographies.
  • Co-sells partner solutions by creating scale in programmatic partners to drive strategic connections. Supports account teams while navigating within partner processes and policies. Tracks, carries a target on, and drives intellectual property (IP) and/or service co-sell metrics across teams at account level, while also driving subsidiary attainment of co-sell metrics. Connects partners with sales teams and drives increased awareness in new industry solutions that can be applied across accounts to move sales forward.
  • Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. And drives pipeline reviews with top co-sell partners and Microsoft sellers to evaluate pipeline effectiveness.

Partner Impact
  • Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives attendance to partner events and responses to partner surveys. Adapts partner strategies as needed to adjust for scale and complexity. Leverages resources and programs across accounts to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback and industry insights to build-with teams and executes on corrections of errors in response to feedback.
  • Maintains and stays up to date on Microsoft's sales compliance processes. Drives sales with partners in accordance with Microsoft's compliance policies.

Other
  • Embody our and

required/minimum qualifications
  • 9+ years of core sales, channel sales, industry or solution selling, business development experience
    • or bachelor's degree in sales, marketing, business operations, business administration or related field and 6+ years of core sales, channel sales, industry or solution selling, business development experience
    • or master's degree in sales, marketing, business operations, business administration or related field and 4+ years of core sales, channel sales, industry or solution selling, business development experience.

additional or preferred qualifications
  • 15+ years of core sales, channel sales, industry or solution selling, business development experience
    • or bachelor's degree in sales, marketing, business operations, business administration or related field and 9+ years of core sales, channel sales, industry or solution selling, business development experience
    • or master's degree in sales, marketing, business operations, business administration or related field and 7+ years of core sales, channel sales, industry or solution selling, business development experience.

  • knowledge, skills, abilities
    . account management
    . building business partnerships
    . business acumen
    . business analysis
    . business knowledge
    . business relationship management
    . competitive analysis
    . conflict resolution
    . consultative selling
    . creativity
    . decision making
    . english language proficiency
    . executive relationships
    . external awareness
    . financial analysis
    . forecasting
    . industry trends and emerging industry solutions
    . influence others
    . key performance indicators
    . market knowledge
    . market planning
    . microsoft products
    . microsoft services
    . negotiation
    . operational excellence
    . opportunity/deal orchestration
    . oral communication
    . presentations
    . problem solving
    . quality assurance
    . sales management
    . sales strategy
    . sell-with partners
    . storytelling
    . technical communication
    . technical sales
    . trusted advisor status
    . written communication
    internal use only: culture and values
    • learn more about microsoft's culture:
    • learn more about microsoft values:

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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