Channel Sales Ic2

Vor 2 Tagen

Basel, Schweiz Microsoft Vollzeit

Generally, the Channel Sales SMB drives SMB performance through partner capability, capacity and revenue growth.

By driving the corresponding business to success the Channel Sales SMB creates an SMB Channel Plan and curates and connects to customers to maximize results through Depth and Breadth in the SMB market channel approach. The role leads the SMB partner pipeline reporting process by providing visibility into customer opportunities.

Further, the role also drives growth in customer acquisition by selecting the right partners at the Solution Area level and ensuring utilization of available SMB programs & investments. And further accelerates SMB Scale through engines and programs.

**Responsibilities**:**
Co-Sell Partnerships**
- Creates and nurtures a partner ecosystem with assistance from manager and others, to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., cloud and solutions), connecting partners to sellers and identifying how specific business needs can be met via Microsoft solutions. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products.
- Collaborates with internal stakeholders (e.g., account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) to establish quality partner connections with guidance from other team members. Refers to solution/practice maps or marketing campaigns to support partner strategy. Drives leads and opportunities for co-sell-ready partners with internal teams (e.g., Partner Marketing Advisor [PMA] team) and provides feedback on Solution/Practice map coverage or marketing campaigns. Engages in partner-to-partner collaborations to provide solutions to customers and scale offerings, with guidance from other team members.
- Manages partner co-selling for Microsoft’s most strategic solution partners to drive joint pipeline and partner consumption of Microsoft products. Connects with Microsoft’s sales and partner communities to bridge and support partner-to-partner engagements as needed - aiming to scale the offering also through co-sell-ready partners. Identifies and lands sales offers, incentives, and surface customer wins for partner sell-with evidence. Supports account teams while navigating within the partner solutions/expertise. Carries a target on intellectual property (IP) or service co-sell metrics and connects partners with sales teams to move sales forward.
- Develops pipelines with co-sellers. Engages partners and co-sellers proactively to ensure right co-sell prioritization and pipeline coverage to support targets. Participates in intellectual property (IP) and service sales forecasting, as well as account/territory planning to identify and address gaps. And drives pipeline reviews with top co-sell partners and Microsoft sellers to evaluate pipeline effectiveness.
- As the Channel Sales - SMB for Azure your role is to enable SMB Partners to maximize results in the Depth and Breadth of SMB channels, more concretely this entails:

- Driving Microsoft Cloud share through Indirect Providers, Operator channels, Breadth ISVs and other partner channels employing targeted offerings/bundled solutions to exceed targets
- Leading the partner pipeline reporting process to provide visibility into customer opportunities
- Running partner sales rhythms to bring focus and accountability, and drive deal velocity
- Supporting to close on high value strategic opportunities through partners
- Collaborating with Hi-Po ISV Partners and activates them through Marketplace
- Apps & Infra / Data & AI:
Driving customer acquisition, nurture recently acquired customers, grow established customers and run sales plays with SMB prioritized partners:

- Windows Server & SQL Server on Azure & Linux/OSS/DBs
- Windows Virtual Desktop (WVD)
- Analytics & AI
- Modernize.Net Apps with App Service, Azure SQL DB
- Supports GPS SMB partner priorities, especially:

- Accelerate SMB Scale
- Drive performance through partner capacity (for SMB)
- Revenue Performance (for SMB)

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 surveys. Connects resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Shares feedback among build-with 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.

**Qualifications**:
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Required/Minimum Qualifications
- Experience of core

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