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Channel Sales Lead

Redmond, WA, USA

This job was posted on:

August 31, 2020








Sales/Business Development

$ - $



At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. In Consumer Channel Sales & Marketing (CCSM) our purpose is to create value with our partners, to market and sell innovative consumer solutions powered by Windows, Office, Surface, and Xbox. We’re positioned right at the intersection of customers, hardware partners, and channel partners. Our team works with ecosystem partners and internal business groups to drive digital excellence and e-commerce capability, as well as accelerate cloud and subscription adoption. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.


As a member of our team you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and impacting billions of lives around the world. You also will be a part of a culture centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. If that appeals to you, it’s an exciting time to be here in CCSM.



Strategic Planning (25%)

  • Work cross-sales to identify and execute growth strategy and plan
  • Build Consumer Channel Strategy by utilizing industry knowledge, channel insight and customer understanding to drive Consumer Channel growth
  • Define strategies to compete and win share of partner business across all product categories
  • Drive Consumer Channel optimization and allocation of resources


Channel Management (40%)

  • Define and land key initiatives for transformation and growth in the channel
  • Deliver WW channel actionable insights and trends; influence CCSM/partners planning and decisions
  • Drive simplicity, agility, prioritization for each Channel
  • Develop deeper understanding of Consumer Channel landscape and prioritize accounts to identify key focus areas for execution
  • Lead complex partner management negotiations
  • Drive partner assessment and prioritization based on clear capability framework


Business Operational Excellence (20%)

  • Execute Consumer Channel plans to agreed metrics and targets, and orchestrate internal Rhythm of the Business
  • Take active role in operational sales processes, understanding how CDS organization operates

- Optimize CCSM GTM motion for success in the channel

  • Drive alignment on strategy for X-region partners
  • Business model alignment
  • Lead account planning for channel
  • Incentive and funding strategy
  • Partner engagement resourcing and alignment
  • Influence contract terms and policies based on needs of the channel


Leadership (15%)

- Enable and support regional teams for success

  • Lead extended virtual team
  • Role ownership
  • Cultivate a strong global sales community
  • Drive/land knowledge sharing and best practices
  • Identify, model, and coach key skills; influence field readiness plans
  • Support regions in partner engagement to drive transformation and new initiatives
  • Drive resolution of escalations and asks on behalf of regional teams



Experiences Required:

  • 10+ years combined experience leading global sales and sales operations in a B2B2C environment​
  • Deep understanding of consumer channels, retail landscape and impact of emerging trends
  • Experience using sales, market, and operational metrics to drive growth and efficiency in sales businesses​
  • Experience leading global initiatives across multiple stakeholders​
  • Deep understanding of continuous improvement in sales operations
  • Consumer channel management with proven business operational excellence and sales results through joint business planning, landing channel strategies, account management, and performance monitoring
  • Proven track record of successfully leading global virtual teams​



  • Ability to transform strategic initiatives into actionable plans
  • Apply entrepreneurial and innovative thinking to identifying and executing business opportunities
  • Possess high standards for performance and compliance  
  • Ability to identify and influence multiple stakeholder groups, and navigate across complex organization
  • Must be able to effectively articulate technology and product positioning to internal audiences and channel partners
  • Ability to build and lead diverse multi-cultural teams


Qualifications and Education:

  • Higher University/College degree or related work experience; MBA preferred
  • Professional sales and negotiations training
  • Familiarity with Customer Relationship Management platforms


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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements.


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