The Channel Manager role is key to Microsoft's partner management strategy as part of the One Commercial Partner Organization (OCP) in Digital Sales. The Channel Manager (CM) will represent Microsoft to our LSP channel, communicate our strategy, sell our vision and bring partners along in the digital transformation journey. The outcome will be to support long-term revenue, cloud consumption and digital transformation.
This role is 90% partner facing with the core accountability of landing renewal sales and transitioning customers to modern in the SMB space. This role will need to work across their assigned LSP partners, customer accounts and the Microsoft sales organization to ensure business goals are met around customer retention, modern transition and cloud consumption are met.
This role will specifically be responsible for Renewals landing in our SLG space within Microsoft. A knowledge of or, an ability to learn, the obstacles facing our State and Local Government customers, and how that impacts our LSP’s, is vital to the role’s success.
Accountabilities will include:
- Work with assigned portfolio of LSP partners to ensure EA revenue, Modern/CSP transition and customer retention targets are met; retire associated Microsoft EA quota.
- Drive upsell/cross-sell opportunities across all EA renewals in assigned LSP partners customer portfolios
- Deliver on Area priority sales plays with the assigned partner portfolio; land renewal sales for partner through sell-with objectives by driving proactive customer outreach
- Work with assigned partners to ensure customer activation of expiring licenses; coach LSPs on upcoming EA expiration options including CSP as the hero motion
- Help land modern customer conversations in the SMB space where LSS support is not available (assigned partner portfolio customers)
- Consult with SMB Stakeholders and teams during territory planning to represent their partners and provide guidance to maximize volume licensing revenue
- Engage and support CE Community by handling first line of PCE requests and back end processing, CE will handle Licensing expertise
- As needed, review SMB customer opportunities, approve SMB extensions and apply selected empowerment
- Address daily and weekly escalations from LSPs on renewals
- Participate in licensing training and readiness
- Integrate with State and Local Gov teams across Microsoft to drive a uniform experience across our LSP’s
- Drive a sustainable licensing growth engine for Microsoft SMC and the LSP partner community and help our customer transition to modern.
- Help connect the Microsoft LSP partner community and Microsoft at the Area level to drive partner/customer satisfaction during this time of digital transformation
- Be the front line of Microsoft modern license transformation
