Territory Channel Manager

The Territory Channel Manager SMB (TCM - SMB) role is key to Microsoft's channel management strategy as part of the One Commercial

Partner Organization. The goal is to work within a defined customer territory across managed or non-managed partners to maximize channel

attach, channel revenue and renewals across customer success lifecycle. The role is designed to align with Partner Center/C2PC to drive

territory sales, land programs, offers, incentives and Go-to-Market campaigns to ensure partner offerings are aligned to territory requirements

as defined through the solution maps or business priorities. The role will manage relevant priority Go-to-Market plays for defined territory as a

catcher for sales execution. Further, the role should drive channel development plan and correction of errors in the defined territory to ensure

partner attach, maximize revenue and renewals. 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. The outcome will be to maximize revenue, up-

sell expiring licenses to cloud through renewals, drive cloud consumption and digital transformation in the territory.

Responsibilities

Channel Management:

1.Manage the total partner revenue against a customer territory.

2 Connect customer territory to channel ecosystem across all partner segments.

Territory Revenue Plan:

1. Build & execute SMB Revenue Plan in assigned Territory, aligning Partner Ecosystem and identifying MSFT GTM to drive customer acquisition

growth.

2. Works with Build-With & Go To Market team on capacity requirements of key cloud SMB workloads & optimize territory revenue.

Connect Territory to the Partner Ecosystem:

1. Connects Co-Sell Ready partners from all partner segments to territory and executes relevant offerings in partnership with GTM

2. Bridge & support P2P engagement as needed to drive revenue and consumption through partners 3. Leads enablement and activation of reseller channel to execute all indirect campaigns & offers in partnership with Go-To-Market Sales Development and Renewals: 1. Coordinates with the PMA (Partner Marketing Advisor, on GTM Team) and the partner management team on priority plays for the Territory and is the catcher for the sales execution; 2. Identify and land sales offers, incentives, surface customer wins for partner sell-with evidence, 3. Ensure partners are upselling expiring licenses into cloud, driving partner led renewals across all license types through the channel, with CSP as hero motion. 4. Work with distribution partners to ensure activation of resellers against expiring licenses.

Qualifications

Experiences Required: Education, Key Experiences, Skills and Knowledge:

· 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.

· MS platform experience preferable

· Reasonable level of technical proficiency in order to understand partner ecosystem solutions

· Extensive experience of managing virtual teams across functions and geographies:

o Inclusive and collaborative – driving teamwork and cross-team alignment

o 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); MBA desired.