The Territory Channel Manager SMB (TCM - SMB) role is key to Microsoft's channel management strategy. The goal is to work within a defined customer territory across managed or non-managed partners to maximize channel attach, channel revenue and renewals across customer success lifecycle. The role is designed to align with Partner Center/C2PC to drive territory sales, land programs, offers, incentives and Go-to-Market campaigns to ensure partner offerings are aligned to territory requirements as defined through the solution maps or business priorities. 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 partner attach, maximize revenue and renewals. The seniority of the role 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 maximize revenue, up-sell expiring licenses to cloud through renewals, drive cloud consumption and digital transformation in the territory. Channel Management: 1.Manage customer territory channel revenue plan 2.Connect customer territory to channel ecosystem across all partner segments 3.Identify territory needs and react quickly to deliver incremental results. Territory Revenue Plan: 1.Build scale revenue plan in assigned territory, align partner ecosystem and identify/land Microsoft GTM efforts. 2.Work with Build-With on capacity requirements of key cloud SMB workloads & optimizing territory revenues. Connect Territory to the Partner Ecosystem 1.Drive customer acquisition forecast in territory. 2.Manage the velocity and accountability of partner center/C2PC opportunities to increase close rate in a one to many 3.Activate channel against Microsoft campaigns on Microsoft generated and partner generated opportunities. 4.Support Territory relevant non-managed partner engine via Indirect Providers. Sales Development and Renewals: 1.Coordinates with the PMA (Partner Marketing Advisor, on GTM 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, land partner coaching/readiness and remove blockers specific to SMB workloads maps and GTM’s. 3.Executes channel development plan/COE to maximize immediate revenue for their territory across partner segments, managed and non-managed. 4.Ensure partners are upselling expiring licenses into cloud, driving partner led renewals across all license types through the channel (in partnership with the customer acquisition and renewals customer manager), with CSP as hero motion. Work with distribution partners to ensure activation of resellers against expiring licenses. Experiences Required: Education, Key Experiences, Skills and Knowledge:
- 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
- MS platform experience preferable
- Reasonable level of technical proficiency in order to understand partner ecosystem solutions
- Extensive experience of managing virtual teams across functions and geographies:
- 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 degree required (Sales, Marketing, Business Operations); MBA desired.