Microsoft Corporation Enterprise Channel Manager in Cambridge, Massachusetts
This role will be aligned to the Education Enterprise Operating Unit (EOU). The EDU Enterprise Channel Manager (ECM) role is key to Microsoft's channel management co-sell strategy as part of the One Commercial Partner Organization. The ECM, as a sales leader, will engage with the enterprise stakeholders to land the co-sell strategy for the business. The role is required to be a trusted advisor to the business, lead our partner driven pipeline, land co-sell programs and sales plays at scale and drive for results. The role will need to orchestrate across the Enterprise Sales, Build-With and Go-to-Market teams to ensure partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps. The role will be expected to drive impact in assigned customers/territory and provide feedback to OCP where partner capacity and coverage is needed. ECMs will be expected to have deep knowledge and expertise of the partners in the geography to support aligning the right partner solutions/offerings to our customers business goals/outcomes. This role will require certification on the 3 clouds and can obtain throughout the first year in role. This role will be responsible for partnering with the key stakeholders on driving a partner inclusive culture and being an advocate for our channel partners.
Partner Advisor to the Business – The Enterprise Channel Manager (ECM) will be responsible for being the Trusted Advisor in identifying the right partner and partner solutions to help align with the sellers and customers’ needs in the territory. Working with the sales team on account/territory planning to include a partner strategy. Enabling sellers on the most relevant partner solutions to help drive desired industry and business outcomes. Own the partner ecosystem maps and evangelize continuous updates. Continuously identify and recruit new partners and solutions to add value to the seller’s territories.
Partner-Led Sales Motions – The Enterprise Channel Manager (ECM) will engage with Co-Sell Prioritized partners to lead the execution of solution focused partner plays through direct sales engagement with the partner. Conducting pipeline and consumption reviews with the top partners to ensure deal velocity and support. Accelerate the sales cycle through demand generation and go-to-market activities. Align Partner Plays with the Enterprise Specialist and Customer Success Teams to drive partner value and impact to the business along with identifying available funding programs to accelerate deal velocity.
Co-sell Program Execution – Enablement and execution of partner program and partner scale plays in alignment with Partner, GTM, Sales and MTC Teams. ECM Ensures the health and success of partner co-sell programs and plays in the business. Partner Lead Generation and pipeline acceleration through execution of co-sell events on a regular cadence with the business. Drive an industry focus through the co-sell landing motions. Monthly Partner ROBs focused on pipeline and play velocity.
Drive for Results – Focused on driving key Scorecard Metrics and Partner Influenced Revenue for the business across all 3 clouds. Through partner scale execution of Co-Sell programs, the channel manager will ensure a “quarter ahead” pipeline coverage and fill solution gaps with prioritized partners to drive revenue and consumption targets.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
10+ years of experience - core sales, channel sales, industry or solution selling, business development.
MS platform experience preferable
Reasonable level of technical proficiency
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’s degree required (Sales, Marketing, Business Operations); MBA desired.
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
- Microsoft Corporation Jobs