Channel Sales

1 week ago

Sydney, New South Wales, Australia Microsoft Full time
Microsoft is on a mission to empower every person and every organization on the planet to achieve more.

Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day.

In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.


The Global Partner Solutions (GPS) team mission is to build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more.

GPS is a sales organisation accountable for the commercial partner business at Microsoft.

Building on the GPS mission, the Go-To-Market team mission is to develop the strategy and marketing approach for how we build, nurture, and engage the partner ecosystem to drive tech acceleration and customer outcomes.


Responsibilities:

Co-Sell Partnerships

  • Proactively cultivates and influences a partner ecosystem for enhanced customer impact.
  • Facilitates matchmaking for opportunities such as digital transformations, aligning Microsoft solutions with specific business needs.
  • Integrates partner expertise into sales cycles to increase Microsoft product consumption.
  • Identifies new partnership opportunities and assesses partner capabilities for addressing verticalspecific business challenges.
  • Drives collaboration among stakeholders across various business units to generate demand and establish quality partner connections.
  • Leads partner strategy efforts and engages in partnertopartner collaborations to scale offerings across geographies.
  • Cosells partner solutions, supporting account teams and navigating partner processes.
  • Tracks and drives intellectual property (IP) and service cosell metrics at the account level.
  • Connects partners with sales teams to promote awareness of industry solutions.
  • Develops pipelines with cosellers and ensures cosell prioritization aligns with targets.
  • Participates in IP and service sales forecasting and account/territory planning.
  • Conducts pipeline reviews with top cosell partners and Microsoft sellers to evaluate effectiveness

Further Responsibilities:

  • Serve as the primary point of contact for a group of Territory Partners in Indirect Providers (Disti's) & Telco.
  • Collaborate with up to 10 Surestep Ambassadors (Channel BDM's) to facilitate business growth within Microsoft's Mainstream Solution Area Sales Play.
  • Guide partners through early sales stages to ensure delivery of optimal value propositions to customers.
  • Conduct training sessions on utilizing Microsoft's Programs, Investments, and Resources (Partner Led AAMP, ECIF, DMWL, etc.) to enhance sales performance.
  • Allocation: 80% of role dedicated to guiding partners and facilitating growth.
  • Spend 20% of time supporting partners with their Top CPS deals, fostering collaboration with other Microsoft teams, and leveraging Partner Led AMMP, ECIF, etc.
  • Opportunity:
  • Engage in a dynamic and rewarding role focused on building strong partner relationships and empowering them to excel with Microsoft.
  • Enjoy the benefits of working with a worldclass company while contributing to partner success and business growth.
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 cosell pipeline velocity and alleviate friction points. Brings detailed feedback and industry insights to buildwith 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:

Qualifications:

Required/Minimum Qualifications

  • 5+ years core sales, channel sales, industry or solution selling, or business development experience
o OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 2+ years core sales, channel sales, industry or solution selling, or business development experience


o OR Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 1+ year(s) core sales, channel sales, industry or solution selling, or business development experience.

Additional or Preferred Qualifications

  • Strong core sales, channel sales, industry or solution selling, or business development experience
o OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 5+ years core sales, channel sales, industry or solut

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