Channel Sales

Job content

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.

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 CS-E drives connection with the PDM (Partner Development Manager) 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 different stakeholder such as Account Managers, Solution Specialist and Customer Success Managers the right partners for their accounts/territories including P200 Industry/Solution partners (where applicable) for joint selling. The CS-E is on point drive connections to partners’ sellers. The CS-E 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.

Responsibilities

• 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.
• Brings stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Refers to solution/practice maps or marketing campaigns to support partner strategy. 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.
• Manages partner co-selling for Microsoft’s most strategic solution partners to drive joint pipeline and partner consumption of Microsoft products at scale. Connects with Microsoft’s sales and partner communities to bridge and support partner-to-partner engagements as needed - aiming to scale the offering also through co-sell-ready partners. Identifies and lands sales offers, incentives, and surface customer wins for partner sell-with evidence. Supports account teams while navigating within partners’ solutions and expertise, including global solution partners or Independent Software Vendors (ISVs). Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals 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. Aligns resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback 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.
  

Qualifications

We are looking for an enthusiastic Person who has sales and channel experience! Brings a passion in contributing to the success of a divers and senior team of Channel Sales Enterprise professionals. We take pride in our ability to work as a team and driving change by further increasing success on how Microsoft’s Partner Ecosystem and our Sales organization co-sell.

• Solid knowledge in ERP- and CRM-Solutions. Preferably also knows MS D365 product suite. Understands market of ERP and CRM the different scenarios and maturity levels customers go through, especially in the context of operating or migrating to a cloud platform.
• Several years of solid 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 some 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 some years of core sales, channel sales, industry or solution selling, business development experience.
• Excellent Knowledge of:
• English
• German
• French (nice to have)
  

Additional Or Preferred Qualifications

• Several years of solid 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 several years of solid 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 several years of solid core sales, channel sales, industry or solution selling, business development experience.
  

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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