Channel Sales-smc Security
hace 3 semanas
Drives digital transformation for organizations by ensuring an active and engaged channel ecosystem aligned to customer needs. Manages partner capacity and capability to optimize partner impact on new customer acquisition, renewals, and consumption. Creates a local partner ecosystem by driving channel activation. Drives connections between Microsoft sellers and partners to deliver solutions to end customers.
**Responsibilities**:
**Responsibilities**
Co-Sell Partnerships
- Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align Microsoft solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products. Leads the identification of new and emerging partnership opportunities and considers the specific business needs of different verticals to determine which partners can optimally drive solutions for relevant business challenges.
- Drives collaboration between stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. Drives leads and opportunities for co-sell-ready partners with internal teams (e.g., Partner Marketing Advisor [PMA] team) and provides feedback on solution/practice map coverage or marketing campaigns. Leads partner strategy efforts, and engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings across geographies.
- Co-sells partner solutions by creating scale in programmatic partners to drive strategic connections. Supports account teams while navigating within partner processes and policies. Tracks, carries a target on, and drives intellectual property (IP) and/or service co-sell metrics across teams at account level, while also driving subsidiary attainment of co-sell metrics. Connects partners with sales teams and drives increased awareness in new industry solutions that can be applied across accounts to move sales forward.
- Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. And drives pipeline reviews with top co-sell partners and Microsoft sellers to evaluate pipeline effectiveness.
Partner Impact
- Leverages the voice of partners and customers through direct engagements, field surveys, partner events and surveys, listening systems, and social mechanisms, to identify and alleviate key customer and partner success blockers. Drives attendance to partner events and responses to partner surveys. Adapts partner strategies as needed to adjust for scale and complexity. Leverages resources and programs across accounts to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback and industry insights to build-with teams and executes on corrections of errors in response to feedback.
- Maintains and stays up to date on Microsoft's sales compliance processes. Drives sales with partners in accordance with Microsoft's compliance policies.
Other
- Embody our culture and values
**Qualifications**:
Required/Minimum Qualifications
- 9+ years of core sales, channel sales, industry or solution selling, business development experience
- OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 6+ years of core sales, channel sales, industry or solution selling, business development experience
- OR Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 4+ years of core sales, channel sales, industry or solution selling, business development experience.
Additional or Preferred Qualifications
- 15+ years of core sales, channel sales, industry or solution selling, business development experience
- OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 9+ years of core sales, channel sales, industry or solution selling, business development experience
- OR Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 7+ years of core sales, channel sales, industry or solution selling, business development experience
- MS-500 Certification
- SC-900 Certification
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
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