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Channel Sales Lead



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Sales & Business Development
Taipei City, Taiwan
Posted on Monday, February 12, 2024
The Channel Sales Manager (TCM - SMB) role is key to Microsoft's channel management strategy as part of the GPS- Globe Partner Solutions, Partner Organization. The goal is to work within a defined customer territory across managed or non-managed partners to maximize channel attach, channel revenue and renewals across customer success lifecycle.

The role is designed to align with all partner type, Partner Center to drive territory channel sales of across solution area, land programs, offers, incentives and Go-to-Market campaigns to ensure partner offerings are aligned to territory requirements as defined through the solution maps or business priorities.

The role will manage relevant priority Go-to-Market plays for defined territory as a catcher for sales execution. Further, the role should drive channel development plan and correction of errors in the defined territory to ensure partner attach, maximize revenue and renewals.

The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner sales leadership. The outcome will be to maximize revenue, up-sell expiring licenses to cloud through renewals, drive cloud consumption and digital transformation in the territory.


People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
  • Model - Live our culture; Embody our values; Practice our leadership principles.
  • Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
  • Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.

Channel Management

  • Create customer lifetime value by curating an ecosystem of best of breed partners in territory around a customer leading to customer lifetime value and growth in consumption & usage.

Territory Revenue Plan

  • Map channel revenue plan in assigned territory, align Partner Ecosystem and identify Microsoft Go-to-market based on Solution Map focus.
  • Work with Build-With PDM & GTM Go To Market team on capacity requirements of key cloud workloads & optimizing territory revenues.

Connect Territory To The Partner Ecosystem

  • Identify and connect Co-Sell Ready Partners and their P-sellers to customer opportunities through Field & Inside Sales.
  • Through P-Sellers’ community engagement, curate a pool of highly capable P-Sellers to scale coverage of customer opportunities

Consumption Through Partners

  • Track and monitor territory partners’ contribution to consumption in existing customers.
  • Engage partners as needed to unblock slow progress and implement


Experiences Required: Education, Key Experiences, Skills and Knowledge:

  • 10+ years of experience - core sales, channel sales, Mid-Market and model experience, business development.
  • MS platform experience preferable
  • Reasonable level of technical proficiency in order to understand partner solution offerings
  • 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 desire
  • 8+ years people management experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

This job is no longer accepting applications

See open jobs at Microsoft.