Enterprise Channel Sales

. Responsibilities 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. Leads the identification of new and emerging partnership opportunities and considers the specific business needs of different verticals to determine which partners can optimally drive solutions for relevant business challenges.
• Drives collaboration between stakeholders from different parts of the business (account team unit, solution team unit, business groups, customer program management, worldwide inside sales, cloud specialist) to create demand, bring new ideas to market, establish quality partner connections, and orchestrate processes to set expectations and generate trust. 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 across geographies.
• Co-sells partner solutions by creating scale in programmatic partners to drive strategic connections. Supports account teams while navigating within partner processes and policies. Tracks, carries a target on, and drives intellectual property (IP) and/or service co-sell metrics across teams at account level, while also driving subsidiary attainment of co-sell metrics. Connects partners with sales teams and drives increased awareness in new industry solutions that can be applied across accounts 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