Channel Sales, Tech for Social Impact

Overview: 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: The Channel Sales, Territory Channel Manager (TCM) is responsible for building and accelerating growth through Microsoft channel partners who serve the SMB (small and medium businesses) segment of the nonprofit sector. This person will be responsible for working with partners to drive SMB nonprofit revenue within their specified territories. This includes developing and executing Partner Business Plans with key Indirect Providers as well as local Direct-Bill and Indirect Reseller partners to achieve TSI revenue goals in the given territories; Working with Indirect Providers to grow the number of Resellers transacting to nonprofit organizations and ensure Resellers are driving nonprofit customer opportunities to closure; Guiding direct and indirect 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 to define partners to be reactive to customer referrals, and proactive with sales in our top unmanaged account set. They will also work with local 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 (US/CAN) the TCM will report to the TSI Worldwide Channel Sales Manager.
This role can be located anywhere in the United States.ResponsibilitiesThis person will be responsible for:

• Engaging and building Partner Business Plans with key Indirect Providers to drive increased frequency and yield of reseller adds, customer adds, and seat adds, including the use of any local MDF (Marketing Development Funds) investment. 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
• Engaging with other Indirect Providers to enable them to drive increased frequency and yield of reseller adds, customer adds, and seat adds. Ensuring that they have access to key assets and materials, and work through their Global Channel Sales - Partner Development and TCM teams.
• Close engagement with Top Unmanaged customer team, developing a stable of partners to engage on all workloads and Microsoft Cloud for Nonprofit (MC4N) in both pre-sales and sales capacity. Supporting account planning, and referral/opportunity allocation and follow-up. Ensuring Partner engagements with customers are successful, establishing trust and proving credibility to support Microsoft's brand within the nonprofit community.
• Owning the local referral partners for TSI marketing to pass referrals too. Developing a set of partners capable of addressing the three cloud workloads and MC4N, and willing to engage on actively on referrals. Driving a cadence to review the referral health, feeding back improvements to the wider TSI team, and holding partners accountable to drive the value to customers.
• Developing the local direct bill and indirect resellers within the territory that can help drive scale, or that are investing to grow nonprofit focus. Driving a growth plan, supporting, and investing where needed to reach more nonprofits. Ensuring the partner's business model, expertise and reputation aligns to the Tech for Social Impact mission ensuring that focus is with partners that are committed and capable.
• Managing the monthly reporting cycle to collect insights and provide learnings for future investments.
• Acting as the local TSI SMB lead in region, working to promote engagement at scale, through partners and with affiliates where practical.

Co-Sell Partnerships

• Proactively creates, nurtures, and influences a partner ecosystem to drive larger impact for the customer. Facilitates match-making to drive opportunities (e.g., digital transformations), connecting partners to sellers and working closely with account teams to align Microsoft solutions to specific business needs across horizontals and verticals. Delivers and integrates partner expertise and solutions into sales cycles that grow consumption of Microsoft products.
• Brings stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) together to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. 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. Leads partner strategy efforts and engages in partner-to-partner collaborations to provide solutions to customers and to scale offerings.
• Manages partner co-selling for Microsoft's most strategic solution partners to drive joint pipeline and partner consumption of Microsoft products at scale. 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 partners' solutions and expertise, including global solution partners or Independent Software Vendors (ISVs). Carries a target on intellectual property (IP) and/or service co-sell metrics, connects partners with sales teams, and drives increased awareness of partner solutions across verticals 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.

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. Aligns resources and programs to support partner co-sell pipeline velocity and alleviate friction points. Brings detailed feedback to 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.

Other

• Embody our culture and values

QualificationsRequired/Minimum Qualifications

• 7+ years of core sales, channel sales, industry or solution selling, business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 4+ years of core sales, channel sales, industry or solution selling, business development experience OR Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 3+ years of core sales, channel sales, industry or solution selling, business development experience.

Additional or Preferred Qualifications

• 11+ years of core sales, channel sales, industry, SMB and scale model experience or solution selling, business development experience OR Bachelor's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 7+ years of core sales, channel sales, industry or solution selling, business development experience OR Master's Degree in Sales, Marketing, Business Operations, Business Administration or related field AND 5+ years of core sales, channel sales, industry or solution selling, business development experience.
• MS platform sales experience preferable e.g. Microsoft 365, Dynamics 365, and Azure
• Experience of managing 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.

The typical base pay range for this role across the U.S. is USD $102,300 - $180,300 per year.
Microsoft has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets (see below). The range above reflects the potential base pay across the U.S. for this role (except as noted below); the applicable base pay range will depend on what ultimately is determined to be the candidate's primary work location. Individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time.
At Microsoft certain roles are eligible for additional rewards, including merit increases, annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee's role. Benefits/perks listed here may vary depending on the nature of employment with Microsoft and the country work location. U.S.-based employees have access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and wellbeing benefits, among others.
There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $140,900 - $199,000 per year.
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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.