Partner Channel Development Manager, Sales in Redmond, WA


TitlePartner Channel Development Manager
CategorySales
LocationRedmond, WA
DivisionSales
Date AddedJanuary 18, 2015
Open Positions1

The technology industry is undergoing an undisputable transformation. The adoption of cloud services is exploding and Microsoft is at the forefront of this revolution. Uniquely positioned to meet the needs of customers, the Microsoft Online services of Office 365, Microsoft Azure, Microsoft Intune, and Dynamics CRM Online provide an incredible amount of value and a strong opportunity for partners to build their business around. No other vendor can provide as many monetization opportunities for Resellers and empowering them to capitalize on this in a sustainable, scalable, profitable way is a key mission for the SMB Business.

That Partner Channel Development Manager (PCDM) Global Role Lead (GRL) is a key contributor in driving this for Microsoft. This individual is a thought leader in the area of cloud computing and works to inspire, educate, coach, and support our PCDMs around the world in aiding our Distribution and Reseller ecosystem to rapidly grow their business.

The PCDM GRL is a key influencer, capable of motivating senior level internal stakeholders and C-level executives within the aforementioned partner types to focus and significantly invest in driving our cloud ambitions. He/She leads the SMB Online Services business and engages deeply to inspect performance, provide strategic guidance for improvement, and accountability to results. Having the ability to not only lead a community of over 200 FTEs through impact and influence as well as numerous other field, product group, and Worldwide Partner Group stakeholders is a must.

Core to the DNA of a successful PCDM GRL is having a challenger mindset. This includes setting highly aspirational goals and working relentlessly to exceed them. The introduction of cloud computing has required Microsoft to think differently about our goals and how we execute. No longer is double digit growth seen as accomplishment - triple digit growth is now considered the minimum bar. This means inventing new methods for driving scalable success through both one-tier (Reseller) and two-tier (Distributor) channels is required. With the industry moving a pace of change never seen before, this individual must constantly contest the status quo and look to rapidly develop and implement better, faster ways of doing things.

Much of the influence work in driving change comes from the ability to articulate the positive financial impact the cloud can have on a partners business. As a result, the ideal candidate will possess a strong working knowledge of profit and loss statements and the mechanics of how a professional services/managed services/ISV business operates.

This is a high-visibility role and one that requires the ability to execute the following:
Develop the strategic direction for the Online Services business within SMB
Translate that strategy into pragmatic execution guidance for our field sellers to follow
Design field accountability elements such as compensation plans, role priorities, job descriptions, etc.
Work across groups to collaborate in the development of programs and initiatives that maximize the sales volume of the channel
Interpret and address challenges and sales blockers presented by our field sellers and engage key stakeholders to resolve as necessary
Review business performance with the ability to identify and prioritize macro-level issues preventing optimal results and then develop execution strategies that resolve these barriers
Motivate and inspire global teams to execute against plans to drive significant growth aspirations
The ability to speak in front of large internal and external audiences
Engage senior executives from the channel (Reseller and Distributor) to learn and coach on how to optimize their business
Collaborate with peers to develop/influence new programs and initiatives while serving as the voice of what our field and channel needs to achieve maximum performance

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.
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