Channel Sales

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 SMC - Modern Work & Security role is key to Microsoft's channel management strategy as part of the GPS Organization. You will have a primary focus on understanding where the greatest areas of opportunity exist within the SMC segment, and to then create a plan and execution model with a specific set of partners. The Channel Sales SMC - Modern Work & Security engages with other teams for partner capacity & capability requirements, leads progress & partner performance and deal performance (upsell, cross sell and new business) at scale. In addition, they own large and strategic opportunities through partners and provide Solution Area expertise. They flag capability and capacity partner gaps to Partner Development Managers and create detailed enablement plans to support sales execution.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

**Responsibilities**:

- Leads the creation of partner ecosystem connections and builds impactful relationships. Works closely with partner to facilitate solution area sales, gains input and support from Microsoft executive stakeholders, and defines a governance structure to merge and manage lead pipelines. Leverages deep Solution Area understanding and the competitive landscape to identify and attract partners that can deliver solutions that drive broader customer adoption of Microsoft technologies.
- Leads partner strategy across teams at the segment or account team level to identify partners that can generate increased revenue with a given Solution Area.
- Assesses Solution Area performance and adjusts strategies as needed to ensure success.
- Improve partner sales velocity, ensuring partners are aware of resources and programs available to them to alleviate any friction points; scaling impact through partner engagement. Ensure channel execution readiness by leading enablement and activation activities in partnership with the Partner Marketing Advisors.
- Grow partner ecosystem by surfacing customer wins for partner co-sell evidence; surface partner capacity and capability needs and key opportunities to Microsoft partner recruit teams to drive the development and recruitment of new partners.
- 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.
- Tracks, assesses Microsoft and partner ecosystem sales performance and adjust strategies.
- Provide feedback to program management, marketing teams, and business groups, proposing changes to resources and programs as necessary.

**Qualifications**:

- Substantial years of experience - core sales, channel sales, SMC and scale model experience, business development
- MS platform experience preferable, especially Modern Workplace and Security
- Reasonable level of technical cloud proficiency in order to understand partner ecosystem solutions
- 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 degree required (Sales, Marketing, Business Operations)

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