Tech for Social Impact (TSI) was formed in 2018 with a goal of supporting and scaling Microsoft's long-standing commitment to the nonprofit sector worldwide. TSI has created a social business model that combines sales, philanthropy, solution development and partnerships as one integrated team, backed by a reinvestment model where all revenue flows back into Microsoft Philanthropies initiatives.
We are looking for a Territory Channel Manager ( TC M ) to join our team!
The Territory Channel Manager (TCM) is responsible for building and accelerating growth through Microsoft channel partners who serve the SMB (small and medium businesses) segment of the nonprofit sector. This person will be responsible for working with partners to drive SMB nonprofit revenue within their specified territories. This includes developing and executing Partner Business Plans with key Indirect Providers as well as local Direct-Bill and Indirect Reseller partners to achieve TSI revenue goals in the given territories; Working with Indirect Providers to grow the number of Resellers transacting to nonprofit organizations and ensure Resellers are driving nonprofit customer opportunities to closure; Guiding direct and indirect partners through their transformation journey to build a dedicated and prioritized nonprofit practice with senior leadership support and co-investment; Training and guiding partners to ensure they can educate nonprofits on the benefits that cloud can bring, thereby increasing the ratio of discount (paid) to grant (free) mix, and ensuring partners are aware of resources and programs available to them to alleviate any friction points to engage with nonprofits; Supporting opportunities and investments to expand all cloud workload usage with nonprofits; Scaling partner impact through our wider channel engagement, including working across subsidiary partner teams to take advantage of offers, incentives and partner programs, as well as any complementary partner-to-partner engagement.
The TCM is accountable to drive new partner and customer acquisition, incremental customer revenue, consumption, and success through partner impact. Partnering with the TSI Partner Marketing Teams, and the local Global Channel Sales to define partners to be reactive to customer referrals, and proactive with sales in our top unmanaged account set. They will also work with local - Partner Development Management (PDM), and local TCM teams to drive channel activation, with a focus on growing Partner Adds, and Customer Reach, Frequency and Yield across all Cloud Services using the Cloud Services Provider program as the primary motion.
Although territory based ,the TCM will report to the TSI Worldwide Channel Sales Manager.
Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.
Responsibilities
Engagingand building Partner Business Plans with keyIndirect Providers to drive increased frequency and yield of reseller adds, customer adds, and seat adds, including the use of any local MDF (Marketing Development Funds) investment.Leading weekly update & coaching call with each invested partner to ensure focus is maintained, and issues and opportunities are addressed quickly. Working closely with the TSI Ambassador where present
Engaging with other Indirect Providers to enable them to drive increased frequency and yield of reseller adds, customer adds, and seat adds.Ensuring that they have access to key assets and materials, and work through their Global Channel Sales- Partner Development and TCM teams.
Close engagement with Top Unmanaged customer team, developing a stable of partners to engage on all workloads and Microsoft Cloud for Nonprofit (MC4N) in both pre-sales and sales capacity. Supporting account planning, and referral/opportunity allocation and follow-up. Ensuring Partner engagements with customers are successful, establishing trust and proving credibility to support Microsoft's brand within the nonprofit community.
Owning the local referral partners for TSI marketing to pass referrals too. Developing a set of partners capable of addressing the three cloud workloads and MC4N, and willing to engage on activelyon referrals. Driving a cadence to review the referral health, feeding back improvements to the wider TSI team, and holding partners accountable to drive the value to customers.
Developing the local direct bill and indirect resellers within the territory that can help drive scale, or that are investing to grow nonprofit focus. Driving a growth plan, supporting, and investing where needed to reach more nonprofits. Ensuring the partner's business model, expertise and reputation aligns to the Tech for Social Impact mission ensuring that focus is withpartners that are committed and capable.
Managing the monthly reporting cycle to collect insights and provide learnings for future investments.
Acting as the local TSI small and medium businesses (SMB) lead in region, working to promote engagement at scale, through partners and with affiliates where practical.
Other . Embody our culture (https://careers.microsoft.com/v2/global/en/culture) and values (https://www.microsoft.com/en-us/about/corporate-values)
Qualifications
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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .
