The Enterprise Channel Manager (ECM) Manager role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The role is required to lead a senior team of ECMs supporting and accelerating Microsoft customer’s digital transformation leveraging a set of curated Partner solutions (IP and Services).
The role will need to orchestrate across Enterprise Sales, Partner Management and Go-to-Market leadership teams to ensure the right partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps. The role will lead co-sell partner impact in Area and provide feedback to OCP organization where partner capacity and coverage is needed.
ECM Manager role requires deep knowledge of Enterprise team roles and organization, ensure role orchestration with Enterprise and represent OCP in Enterprise RoB / leadership team meeting. Deep expertise of partners in the geography to support solution selling is equally required. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem, and will nurture partners’ seller network by building mutually beneficial co-sell partnerships.
Responsibilities
ECM manager lead a team that drive customer lifetime value by leading pipeline development and velocity for co-sell ready partners, and by proliferating great partner solutions across customers locally.
Accelerate partner co-sell – Lead Account Team connecting right partners to right customer at the right time. Educate ATU/STU/CSU/Services on co-sell prioritized partners for each sales play, how to share opportunities & success engagements through MSX. Contribute to account planning with potential co-sell opportunities. In Strategic accounts, joint Services & Partner plan with the Services Executive for inclusion in account plan.
Build a local partner ecosystem around customer - Build a Partner Ecosystem around Customers to accelerate their Digital Transformation by driving or influencing cloud consumption usage across all 3 clouds leveraging co-sell prioritized solution partners. In Strategic accounts, build & maintain partner ecosystem map & proactively engage with top GSIs.
Lead partner seller engagement in opportunities - Act as Microsoft Sales Manager on partner led opportunities. Review inbound leads with co-sell prioritized solution, or proactive GSI ROB in Strategic, with account teams. Attach to existing opportunity/CSE, create new one with an owner, or reject. Support partners with IP co-sell solution to engage with Microsoft account team & support engagement plan to identify stakeholders & resources.
Overall impact of key partners in the account - Orchestrate end to end co-sell motion with OCP Stakeholders. Ensure balanced Partner engagement among the 3 Microsoft clouds (Azure, MW, Biz Apps). Provide feedback to PMA-S/ECM Lead & Partner Management teams on partner readiness gaps to address. Identify potential partners/solutions to recruit through Recruit/Build With teams.
Qualifications
- 10+ years of experience - core sales, channel sales, industry or solution selling, business development.
- Cloud Solution Sales Team management experience
- MS platform experience preferable
- Reasonable level of technical proficiency
- 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.
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