Territory Channel Manager - SMB Co-sell Champion

Job description

Location: Wallisellen

The Territory Channel Manager SMC (TCM - SMB) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The goal is to work across Switzerland as a co-sell and cloud consumption Champion across all SMC (Small, Medium and Corporate) customers (territory) with managed or non-managed partners to maximize channel generated cloud consumption and channel revenue across customer success lifecycle. The role is designed to act as a co-sell and Consumption Champion for all co-sell ready partners and ISV’s (Independent Software Vendor’s) being active in the SMC market across Switzerland. 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 a continuous and significant increase in cloud consumption, maximize revenue and new cloud solutions. The role will be working closely with all Territory Channel Managers in Switzerland and 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 drive and maximize consumption, revenue, up-sell expiring licenses to cloud through renewals, and digital transformation in the territory.

Key Responsibilities: The Impact You’ll Be Making…

Channel Management:

1.Co-sell with the total SMC partner ecosystem to generate and significantly increase cloud consumption and revenue against a customer territory.

2. Connect customer territory to channel ecosystem across partners and ISV’s (Independent Software Vendor).

3. Act as a co-sell and consumption Champion for all SMC Territory Channel Managers and entry point as Single Point of Contact for SMC partners.

Territory Revenue Plan:

1. Build & execute SMC Cloud Consumption Plan in assigned Territory, aligning Partner Ecosystem and identifying MSFT GTM to drive cloud customer acquisition growth.

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

Connect Territory to the Partner Ecosystem:

1. Connects co-sell ready partners partner segments to territory and executes relevant offerings in partnership with other TCM’s and 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.

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

•3+ years of experience - core sales, channel sales, SMC and scale model experience, business development.

•3+ years of experience in cloud technology, preferably Azure and/or Office 365; other MS platform experience preferable

•Reasonable level of technical proficiency in order to understand partner ecosystem solutions incl. ISV’s

•Experience in working with and in virtual teams across functions and geographies:  

oInclusive and collaborative   – driving teamwork and cross-team alignment

oStrong partner relationship management and solution development skills

•Strong customer and partner presence including communication and presentation skills  

•Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.

•Bachelor degree required (Sales, Marketing, Business Operations).

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