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Role Description

The Channel Sales Manager is responsible for growing net-new pipeline through Microsoft coselling by securing customer introductions within prioritized Microsoft managed accounts. The role partners closely with Microsoft field sales and GTM counterparts to:

• Identify and prioritize target accounts
• Activate cosell motions
• Execute targeted sales and marketing plays that result in high quality customer introductions delivered to MCA Connect Account Executives for pursuit ownership

Success is driven through:

• Joint marketing events
• Alignment between MCA Connect and Microsoft sales teams
• Utilization of Microsoft investment and cosell programs
• Prospecting strategies jointly executed with Microsoft and MCA Connect AEs

Additionally, the role will be responsible for the management of strategic ISV partner relationships to facilitate overall GTM activities.

Responsibilities

• Co-Sell Orchestration:
  • Work closely with MCA Connect account executives and Microsoft sellers to identify co-sell opportunities, identify/prioritize target accounts, and coordinate joint selling efforts to secure net new customer introductions
  • Develop and execute strategies to accelerate active deals and leads in target accounts through Microsoft co-sell relationships and investment programs
  • Own the end-to-end process for submitting and accepting referrals within Microsoft Partner Center, ensuring timeliness, accuracy, and alignment with Microsoft’s requirements
  • Create and manage Microsoft recognition programs for top referring sellers
  • Coordinate regular business reviews with prioritized Microsoft sales leaders
• Microsoft Seller Prioritization and Activation:
  • Pursue and execute co-sell showcases, popups, and other co-sell events with Microsoft sales teams
  • Lead Microsoft co-sell communications strategy & execution with role-specific content to drive engagement
  • Maintain Microsoft field sales organization charts in prioritized sales orgs to ensure MCA Connect sellers are connected to prioritized teams
  • Proactively identify and replicate effective co-sell strategies across teams and operating units
• Pipeline Generation:
  • Partner with Microsoft sales teams and leaders to define solution plays and lead gen strategies (events, outreach/messaging, etc) for joint execution
  • Facilitate and host Microsoft-facing events and industry conferences alongside Microsoft account teams in targeted cities
  • Uncover/review Microsoft GTM and co-selling programs and align MCA Connect services, offers, objectives for joint execution
• ISV GTM:
  • Manage ISV activities and relationships that support our strategic GTM activities

Qualifications

• 7+ combined years of industry experience in alliance business development, channel sales, marketing/communications, technology channel sales, or consulting/professional services
• Experience working in an alliance role, selling alongside Microsoft, or former Microsoft GTM/field sales
• Expertise in channel sales, territory planning, pursuit strategy development and execution
• Excellent communication abilities, including customer and Microsoft presentations and written communications
• Strong skills in lead qualification and development
• Working knowledge of Microsoft technologies and manufacturing/supply chain concepts and processes to effectively align MCA Connect capabilities and solutions to accounts
• Bachelor’s degree in related field or equivalent combination of education and experience
• Ability to travel up to 10-25%
• Fluent in English
• Valid Driver’s License

Requirements

• $120,000 - $145,000 a year
• PLUS additional incentivized bonus plan

Benefits

• Work/Life Balance with Unlimited Paid Time Off (UPTO)
• 401k Plan with Company Matching Contribution
• Monthly Stipend for Home Office Expenses
• Subsidized Medical, Dental and Vision Coverage
• Health Savings and Flexible Spending Accounts
• Company Paid Life and Disability Insurance
• Training, Certification and Continuing Education Support