ISV Territory Channel Manager - Azure

At Microsoft, we are passionate about not only optimizing our ISV and Application partners’ experience on Azure and as part of our Partner ecosystem, but we also want to help them grow and drive customer acquisition via our co-sell programs, connecting them with other partners and channels and by leveraging our Marketplace and Go to Market offerings. This exciting new role will work with our top ISV customers to help them build and execute targeted sales plays to customers both in Australia and across the world. The role has a depth component, working with a select set of ISVs, both local and global as well as a breadth community component, helping ISV customers at scale build targeted sales plays. If you are a seller who loves technology and working with partners – this is the role for you.
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Territory Channel Manager (TCM) role is key to Microsoft's channel management strategy as part of the One Commercial Partner Organization. The Territory Channel Manager is the Azure Partner Ecosystem specialist, curating and connecting to our customers, an ecosystem of partners with the best of breed solutions driving growth in customer acquisition, consumption & usage in assigned territory. The TCM will need to orchestrate with individuals across a multitude of roles, ranging from the Customer Program Manager to understand the market opportunities and the strategy to capitalize, Partner Development Managers & Partner Marketing Advisors to drive alignment & execution with our scale partners, Partner Channel Marketing Managers for breadth partners enablement and activation and with the Inside Sales Demand Response and Specialist Teams to connect our partners to customers.

The role will own the partner impact in an assigned territory by ensuring that we have an active and engaged channel ecosystem that would be able to meet the customer requirements to digitally transform their organization. To achieve that, the role will be expected to have deep knowledge and expertise of the Azure partner ecosystem in the geography, have the ability to ascertain the required partner capacity and capability required in the defined territory to ensure maximum partner impact on customer acquisition, renewals and consumption.

Responsibilities This role is uniquely responsible for increasing Microsoft Australia's ISV Azure footprint via: 1. Targeted sales plays and co-selling with Australian SaaS ISVs into our enterprise and other managed accounts 2. Connecting ISVs with key services partners to drive Partner to Partner engagement helping our broader partner ecosystem sell key ISV solutions 3. Providing coaching to our broader community of ISVs, helping them make the most of our ISV co-Sell programs, Partner to Partner connections, marketing and digital assets and Azure Marketplace.

  • Experience selling to enterprise accounts preferred
  • 10+ years of experience - core sales, channel sales, SMB and scale model experience, business development.
  • MS platform experience preferable, especially Azure
  • Reasonable level of technical proficiency in order to understand partner ecosystem solutions (L200 defined a Fundamentals in TSI framework)
  • 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 desired.
  • Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.