Microsoft Corporation Territory Channel Manager in Cambridge, Massachusetts
O verview : Tech for Social Impact (TSI) was formed in 2018 with a goal of supporting and scaling Microsoft’s long-standing commitment to the nonprofit sector worldwide. TSI has created a social business model that combines sales, philanthropy, solution development and partnerships as one integrated team, backed by a reinvestment model where all revenue flows back into Microsoft Philanthropies initiatives.
The position : Territory Channel Manager (TCM) is responsible for building and accelerating growth through Microsoft channel partners who serve the SMB segment of the nonprofit sector. This person will be responsible for working with a portfolio of Partners to drive SMB nonprofit revenue within the specified territory. This includes developing and executing Partner Business Plans with key Indirect Partners and local Direct-Bill Partners to achieve TSI revenue goals in the given territory; Working with Indirect Providers & their TSI Ambassadors to grow the number of Resellers transacting to nonprofit organizations and ensure Resellers are driving nonprofit customer opportunities to closure; Guiding Partners through their transformation journey to build a dedicated and prioritized nonprofit practice with senior leadership support and co-investment; Training and guiding Partners to ensure they can educate nonprofits on the benefits that cloud can bring, thereby increasing the ratio of discount (paid) to grant (free) mix, and ensuring partners are aware of resources and programs available to them to alleviate any friction points to engage with nonprofits; Supporting opportunities and investments to expand all cloud workload usage with nonprofits; Scaling partner impact through our wider Channel engagement, including working across Subsidiary Partner teams to take advantage of offers, incentives and Partner Programs, as well as any complementary partner-to-partner engagement.
The TCM is accountable to drive new partner and customer acquisition, incremental customer revenue, consumption, and success through partner impact. Partnering with the TSI Partner Marketing Teams, and the local Global Channel Sales - Partner Development Management (PDM), and TCM Teams to drive channel activation, with a focus on growing Partner Adds, and Customer Reach, Frequency and Yield across all Cloud Services using the Cloud Services Provider program as the primary motion. Although territory based (EMEA or US) the TCM will report to the TSI Worldwide Partner lead for SMB.
This person will be responsible for :
Engagingand building Partner Business Plans with top Indirect Providers to drive increased frequency and yield of reseller adds, customer adds, and seat adds, including the use of any local MDF investment.
Engaging with key Direct Bill Partners to ensurePartner’s business model, expertise and reputation aligns to the Tech for Social Impact mission ensuring that focus is withpartners that are committed and capable.
Supporting the wider partner community of Indirect Providers and their Resellers. Ensuring that they have access to key assets and materials, and work through their Global Channel Sales- Partner Development and TCM teams.
Ensuring Partner engagements with customers are successful, establishing trust and proving credibility to support Microsoft’s brand within the nonprofit community.
Leading weekly update & coaching call with each invested partner to ensure focus is maintained, and issues and opportunities are addressed quickly. Working closely with the TSI Ambassador where present
Managing the monthly reporting cycle to collect insights and provide learnings for future investments.
Acting as the local TSI lead in region, working to promote engagement at scale, through partners and with affiliates where practical.
Bachelor's degree (Sales, Marketing, Business Operations) or relevant work experience.
3+ years of experience in one or mode of the following: core sales, channel/partner sales, SMB/scale marketing experience, channel business development, partnership development.
Extensive experience in managing virtual teams across functions and geographies.
Inclusive and collaborative - driving teamwork and cross-team alignment.
Strong stakeholder or 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.
We have flexibility on location, candidate can work at one of Microsoft Hub Locations or from their home office.
MS platform experience, e.g. Microsoft 365, Dynamics 365, and Azure.
Experience in Nonprofit or Education fields
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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .
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