Territory Channel Manager

The Territory Channel Manager (TCM) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The Territory Channel Manager is the Partner Ecosystem specialist operating alongside the Field & Inside Sales teams to curate an ecosystem of partners with the best of breed solutions driving growth in customer acquisition, consumption & usage in assigned territory. The role will need to orchestrate with individuals across a multitude of roles, ranging from Inside Sales Account Executives, Specialist Teams, Partner Development Managers, Partner Marketing Advisors and Opportunity Managers to ensure partner offerings are aligned to customer requirements as defined through the solution maps and business priorities.

The role will own co-sell partner impact in assigned territory by engaging relevant prioritized Co-Sell partners for proactive Co-Selling with our Sales teams. In addition, the role will be expected to have deep knowledge and expertise of the partners in the geography to drive partner connection in the defined territory to ensure maximum partner impact on customer acquisition, renewals and consumption. 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.

Territory Channel Managers curate and connect an ecosystem of best of breed solutions in territory driving growth in customer acquisition, consumption & usage in assigned territory.

Accountable to drive new customer acquisition, incremental customer revenue, consumption and success through partner impact. Partner with Inside Sales AE and Specialist teams, including Field Opportunity Managers to drive customer lifetime value by:

• delivering and integrating partner expertise into sales cycle activities, and to account teams and customers, to facilitate solution selling;

• driving partner attach and partner pipeline development through bi-directional opportunity sharing via MSX/PSC;

• qualifying and landing inbound partner co-sell opportunities with SMC Corporate sellers of assigned customers;

• connecting resources and programs to support partner co-sell pipeline velocity and alleviating any friction points;

• scaling partner co-sell through sellers by co-sell coaching;

• alignment with Partner Management team to ensure strong partner engagement in co-sell opportunities.

Curate a local partner ecosystem of best of breed solutions around customer. Create and drive connections between Microsoft sellers and partners, and partner to partner, to deliver solutions to end customers by:

• facilitating match-making within the partner ecosystem to drive opportunities and customer success;

• proliferating great partner solutions across customers locally;

• identifying and integrate partners into account/territory plans;

• driving attendance of sellers and partners to networking and readiness events.

Leads P-Seller engagement in opportunities, including identifying key Microsoft contact on partner led opportunities. Build deep co-sell partnership with P-Seller community by:

• nurturing partnerships with strong network of prioritized partners;

• supporting P-Sellers with identifying new business opportunities with Microsoft;

• working with Inside Sales Account & Specialist teams to establish quality partner and P-Seller connections;

• coaching P-Sellers on how to effectively engage with Microsoft sellers, and how to leverage Microsoft assets to improve effectiveness;

• acting as virtual sales manager of the engaged P-Seller community.

Orchestrate end-to-end co-sell motion with the GTM and Partner Management teams, by:

• partnering with PMA team to drive leads and opportunities for prioritized partners;

• surfacing customer wins for partner co-sell evidence;

• landing seller readiness of co-sell motion, solution/practice maps, incentives and programs;

• surface partner capability needs and key Opportunities to Partner Management team;

• provide feedback to GTM team on Solution/Practice map coverage.

Experiences Required:

• 10+ years of experience - core sales, channel sales, Mid-Market and model experience, business development.

• MS platform experience preferable

• Reasonable level of technical proficiency in order to understand partner solution offerings

• 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 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.