The Inside Channel Manager role is key to Microsoft's partner management strategy as part of the One Commercial Partner Organization (OCP) in Inside Sales. The ICM will represent Microsoft to our LSP channel, communicate our strategy, sell our vision and bring partners along in the digital transformation journey. The outcome will be to support long-term revenue, cloud consumption and digital transformation.
This role is 90% partner facing with the core accountability of landing renewal sales and transitioning customers to modern in the SMB space. This role will need to work across their assigned LSP partners, customer accounts and the Microsoft sales organization to ensure business goals are met around customer retention, modern transition and cloud consumption are met.
3-6+ years of experience in partner management, sales experience, channel experience, business development in the technology industry
Reasonable level of technical proficiency
Extensive experience of working in 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's degree required (Sales, Marketing, Business Operations)
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
This role will specifically be responsible for Renewals landing in our SLG space within Microsoft. A knowledge of or, an ability to learn, the obstacles facing our State and Local Government customers, and how that impacts our LSP's, is vital to the role's success.
Accountabilities will include:
Work with assigned portfolio of LSP partners to ensure EA revenue, Modern/CSP transition and customer retention targets are met; retire associated Microsoft EA quota.
Drive upsell/cross-sell opportunities across all EA renewals in assigned LSP partners customer portfolios
Deliver on Area priority sales plays with the assigned partner portfolio; land renewal sales for partner through sell-with objectives by driving proactive customer outreach
Work with assigned partners to ensure customer activation of expiring licenses; coach LSPs on upcoming EA expiration options including CSP as the hero motion
Help land modern customer conversations in the SMB space where LSS support is not available (assigned partner portfolio customers)
Consult with SMB Stakeholders and teams during territory planning to represent their partners and provide guidance to maximize volume licensing revenue
Engage and support CE Community by handling first line of PCE requests and back end processing, CE will handle Licensing expertise
As needed, review SMB customer opportunities, approve SMB extensions and apply selected empowerment
Address daily and weekly escalations from LSPs on renewals
Participate in licensing training and readiness
Integrate with State and Local Gov teams across Microsoft to drive a uniform experience across our LSP's
Drive a sustainable licensing growth engine for Microsoft SMC and the LSP partner community and help our customer transition to modern.
Help connect the Microsoft LSP partner community and Microsoft at the Area level to drive partner/customer satisfaction during this time of digital transformation
Be the front line of Microsoft modern license transformation