Channel Sales Leader Western Europe

Job content

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they can’t achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky’s-the-limit thinking -- a cloud-enabled world.

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples’ lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Are you ready to join the team that is at the leading edge of Innovation at Microsoft?

Responsibilities

What you do:

Responsibilities

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.
  

Co-Sell Partnerships

• Leads the creation of partner ecosystem connections and builds impactful relationships. Delivers partner expertise to account teams to facilitate solution selling, builds this expertise across teams, gains input and support from Microsoft executive stakeholders, and defines a governance structure to merge and manage lead pipelines. Leverages an understanding emerging industry needs and the competitive landscape to identify and attract partners that can deliver co-sell solutions that drive broader customer adoption of Microsoft technologies. Considers go-to-market plans from partners’ perspectives and works with partners’ management to identify and drive opportunities to land sales across geographies.
• Leads partner recruitment and strategy at the leadership level across territories to identify partners that can generate increased revenue with unique industry solutions. 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 and 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.
  

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.
  

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

Qualifications

Required/Minimum Qualifications

• Extensive experience 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 extensive experience 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 demonstrated experience of core sales, channel sales, industry or solution selling, business development experience.
• Demonstrated and extensive experience of people management .
  

Additional Or Preferred Qualifications

• Extensive career in 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 11+ 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 9+ years of core sales, channel sales, industry or solution selling, business development experience.
• Demonstrated people management 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.

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