Microsoft Corporation Hiring for Channel Sales Enterprise – Azure Marketplace at Fargo, North Dakota Full Time

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses and lastly, making a difference in the lives of each other, our customers, and the world around us. You can help us build our culture and achieve our mission.

The Global Partner Solutions (GPS) organization mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people, and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft.

Building on the GPS mission, the Channel Sales Enterprise (Azure Marketplace) role is key to Microsoft’s channel management strategy as part of the Global Partner Solution organization. The role is required to lead the cultural change management for Marketplace transactions in Enterprise and is responsible to orchestrate across the Enterprise Sales, Partner Management and Go-to-Market teams to ensure partner offerings are aligned to customer requirements as defined through the Microsoft solution and practice maps.

The Channel Sales Enterprise (Azure Marketplace) role drives Marketplace partner Co-Sell success with assigned customers thru selected ISV partners. The role is expected to have deep knowledge and expertise of Marketplace ISV partner solutions relevant to assigned customers in their geography. These partner sellers will promote Marketplace ISV solutions internally, act as ambassador for ISVs and advocates for their success & experience within GPS and the enterprise field sales segment. The role is a senior sales role with experience working with ISVs, and it showcases Microsoft’s deep commitment to the partner ecosystem and nurturing partners’ seller network by building sales partnerships transacted through Marketplace.

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.

• 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.

Accelerate Partner Co-Sell for Marketplace success

• Lead culture change management for Marketplace Co-Sell activities in Enterprise

• Orchestrate an area v-team tasked with developing/executing strategies to accelerate Marketplace growth

• Extend ISV partner solutions & function as representative to ISV Sales Teams through Marketplace expertise

• Promote solutions and guide the ATU account team through Marketplace transaction

• Build and support partner sales business plan for demand generation, opportunity tracking and deal reg

Land a Partner Ecosystem around Customers

• Accelerate customer Digital Transformation by driving or influencing cloud consumption usage across all clouds leverage ISV partner connection and utilization of their Marketplace offerings

• Identify gaps in ecosystem and provide feedback to GTM on trends and channel / customer insights. Build and maintain partner ecosystem map & proactively engage with top ISVs

• Address escalation on partner performance coming from MS sales team

Act as Change management leader to drive increased sales/ACR

• Lead ATU account team cultural change management in applying MACC agreements to Marketplace purchases

• Promotes ISV portfolio internally, act as ambassador for ISV and advocates for their success & experience

• Deliver results based on partner scope – namely Marketplace Billed Revenue and MACC commitment usage.

Qualifications

Required/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 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.

• Experience working with Azure Marketplace and Azure ISVs, especially Azure Marketplace top sales performing ISVs

• 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.

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

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