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.
ECM Manager 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.
ECM manager lead a team that drive customer lifetime value by leading pipeline development and velocity for co-sell prioritized partners, and by proliferating great partner solutions across customers locally.
The Impact Which The ECM Manager Will Create Through The Team Team Efforts Goes Along The Following ECM Measures Of Success
Accelerate Partner Co-Sell at scale
Lead Account Team connecting right partners to right customer at the right time. Educate ATU/STU/CSU/Services on Co-Sell Prioritized Solution Partners for each sales play.
Scale efficient/broad Azure partner Co-Sell motions in Major accounts with focus on ACR and replicate successful `Sales Plays`. Partner with the Enterprise sales teams to drive ACR and execute partner led opportunities to closure. Review & engage account teams on inbound leads coming from Co-Sell prioritized partner solutions.
Contribute to account planning with potential Co-Sell deals, leveraging the customers existing Partner Ecosystem and Co-Sell Prioritized Solution Partners including P2P connections. Deliver market and partner insights to Account and Territory planning.
Land a Partner Ecosystem around Customers to accelerate their Digital Transformation by driving or influencing cloud consumption usage across all 3 clouds leverage Co-Sell Prioritized Solution Partners. Identify gaps in ecosystem and provide feedback to GTM on trends and channel / customer insights. If applicable in Strategic accounts, build & maintain partner ecosystem map & proactively engage with top GSIs. Address escalation on partner performance coming from MS sales team.
Act as Microsoft Partner Sales Leader on partner led opportunities. Work with partners externally to drive new inbound referrals working across ATU, STU CSU, Digital STU to achieve sales targets. Close interaction with EOU (including ATU, STU, Digital STU, CSU) incl. Account Planning, Pipeline Management, ROBs, etc. Lead sales team efforts in collaboration with industry leading and Co-Sell Prioritized Solution Partners in referrals. success engagements and opportunities. Engage on Partner Led deals without MS engagement, take proactive role with partner to support opportunity stage development.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
- 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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