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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 Manager, SMB role is key to Microsoft’s channel management strategy. Depending of the geography, the CS-SMB Manager lead a team of roles of Parter Ecosystem Specialist operating in SMC SMB.
The team prime responsibility is to curate and connect Partners with customers to drive growth in customer acquisition, consumption & usage in assigned territory.
Channel Sales Manager, SMB will need to orchestrate with individuals across a multitude of roles primarily in SMB, ranging from Customer Program Manager (CPM) in SMB segment to understand the market opportunities, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners, Partner Channel Marketing Managers for breadth partners enablement and activation and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers.
Channel Sales Manager, SMB will need to orchestrate with individuals across a multitude of roles primarily in SMB, ranging from Customer Program Manager (CPM) in SMB segment to understand the market opportunities, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners, Partner Channel Marketing Managers for breadth partners enablement and activation and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers.
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.
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.
Responsibilities
The Channel Sales Manager, SMB leads a team of Channel Sales, SMB roles that curate and connect to customers, an ecosystem of best of breed solutions in territory driving growth in customer acquisition, consumption & usage in assigned territory.
With a focus on growing Partner Reach, Frequency and Yield across all Cloud Services and with Cloud Services Provider program as the primary motion, the CS-SMB Manager will own partner impact with its team in an Area. It will ensure its team is active and engaged with a set of prioritized Partner solutions which are able to meet customer requirements to digitally transform their organization.
CS-SMB Manger is accountable to:
With a focus on growing Partner Reach, Frequency and Yield across all Cloud Services and with Cloud Services Provider program as the primary motion, the CS-SMB Manager will own partner impact with its team in an Area. It will ensure its team is active and engaged with a set of prioritized Partner solutions which are able to meet customer requirements to digitally transform their organization.
CS-SMB Manger is accountable to:
- Improve partner sales velocity, ensuring partners are aware of resources and programs available to them to alleviate any friction points; scaling partner impact through our Indirect Providers engagement as well as any complementary partner to partner engagement. It shall ensure channel execution readiness by leading enablement and activation activities in partnership with the Partner Marketing Advisors.
- Maximize customer acquisition, revenue and renewals by orchestrating end-to-end sell with motion with GPS GTM 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
- Grow partner ecosystem by surfacing customer wins for partner co-sell evidence; surface partner capacity and capability needs and key Opportunities to Partner Management team to drive the development and recruitment of new partners.
Qualifications
The CS-SMB Manager will be expected to have:
- Experience leading team and engagement in a matrix organization,
- Deep knowledge and expertise of the partner ecosystem in its geography
- Understanding of Microsoft sales and channel motion in SMC and SMB.
- Ability to ascertain the required partner capacity and capability in defined Area to ensure maximum partner impact on customer acquisition, renewals and consumption.
- Understanding of Microsoft cloud technologies (defined as L100 in TSI)
- 10+ years of experience – core sales, channel sales, SMB and scale model experience, business development.
- Cloud Solution Sales Team management experience
- 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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
