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 Channel Sales - Enterprise  (CS-E) role is key to Microsoft's channel management strategy as part of Global Partner Solutions (GPS).

The role is required to lead partner impact in a portfolio of customer accounts and accelerate Microsoft customer’s digital transformation leveraging a set of curated partner solutions. The role will need to orchestrate across the Enterprise Sales, Partner Management and Go-to-Market teams to ensure partner offerings are aligned to customer requirements.

The role will lead co-sell partner impact to assigned Enterprise customers and territories and will provide feedback to Global Partner Solutions, where partner capacity and coverage is needed.      CS-E's will be expected to have deep knowledge and expertise of the partners in the industry they are aligned to and support solution selling, customers’ digital transformation, and build this expertise on an ongoing basis. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem, and will nurture partners’ seller network by building mutually beneficial co-sell partnerships.

A career at Microsoft will give you the opportunity to join a talented and dedicated team in pursuit of ambitious goals and we will give you access to talented people, technology and tools that enable you to utilize your skills. We’ll also give you the guidance and encouragement you need to accomplish your goals and accelerate your growth, and you’ll be encouraged to adopt a growth mindset in the face of challenges.

Responsibilities

Accelerate Partner Engagement at scale

• Lead Account Team connecting right partners to right customer at the right time. Educate field teams on core set of partners for each sales play and industry.

• Understand the customers’ priorities and strategies, plan programs of services that drive value and contribute to Microsoft growth with IP and Services Partners.   

• Scale efficient/broad cloud partner Cosell motions in enterprise accounts with focus on cloud solutions and replicate successful `Sales Plays`.
• Contribute to account planning, leveraging the customer's existing partner ecosystem and core set of partners, including partner to partner connections. Deliver market and partner insights to Account and Territory planning.

Land a Partner Ecosystem

• Cultivate a partner ecosystem to help accelerate customers Digital Transformation

• Identify gaps in ecosystem and provide feedback to Partner Business & Marketing team, on trends and channel / customer insights

• Create and drive connections between Microsoft sellers and partners, and partner to partner, to deliver solutions to end customers by facilitating connections within the partner ecosystem.
• Orchestrate end-to-end co-sell motion with the wider Global Partner Solutions organisation to drive leads and opportunities for core set of partners in the aligned industry, surfacing customer wins for partner co-sell evidence.

Sales Management:

• Lead sales team efforts in collaboration with industry leading and core set of partners in referrals and opportunities to drive new inbound and outbound referrals working across our field teams to achieve sales targets.
• Close interaction with our field teams including Account Planning, Pipeline Management, ROBs, etc. and take proactive role with core set of partners to support opportunity stage development.

• Remain focused on partner facing time by running a predictable and healthy business maintaining rigorous sales process compliance.
• Continuously nurture and expand your partner, sales, industry, technology and competitive knowledge and capabilities.

• Extensive experience - core sales, channel sales, industry or solution selling, business development
• Public Sector industry knowledge and security clearance would be advantageous
• MS platform experience preferable
• Reasonable level of technical proficiency
• Extensive 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
• Bachelor degree required (Sales, Marketing, Business Operations); MBA desired

Qualifications

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. 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.