The Director of Indirect Channel Sales is a senior partner-facing role working directly with key senior executives and practice directors within our indirect channel Cloud Solution Reseller (CSR, a.k.a. SPLA-Resellers) channel (primarily LSPs and DISTIs). The goal is to drive growth of Service Provider License Agreement (SPLA) business, as well as foster the growth of Cloud Services Provider (CSP) indirect business flowing through about 100 partners WW (80% of revenues is coming from the top 10 partners which will be the primary focus) welling to and through 30,000 HSP partners.
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- Directly manage the top 10 CSR partners, and indirectly through SMS&P field all the others
- Put in place a partner business plan with the top 10 with clear revenue targets
- Define go to market activities to drive execution of the plan during the FY
- Work with internal constituencies to fund and drive go to market activities through partners in order to drive partner acquisitions (second tier), ARPU growth (upsell/cross-sell) and compliance
- Work with the extended field sales to drive growth with the all the CSR partners
- Define a Partner Profile of Excellence, to define activities, success metrics, and conditions of satisfaction for CSR partners
- Drive governance with LSP and Disti team (Authorizations, Quarterly Business Reviews, Escalations)
- Drive Channel Incentive strategy for the SPLA business through CSR and influence CSP Indirect incentives
The ideal candidate has:
• A strong indirect sales and channel background
• Proven success in driving sales through indirect channel
• Knowledge of Hosting Service Provider’s business models
• In-depth knowledge of channel governance, management and readiness
• The ability to work comfortably with executives in partner organizations
Responsibilities Include:
• Drive net new revenue opportunities for Microsoft through Cloud Services Reseller / partners
• Reach individual revenue & scorecard targets through indirect sales management:
- Actively identify, drive & own “Sell-through” effort to win the platform and deploy new Offers.
- Grow existing monthly run-rate through a robust Rhythm of the Business (ROB), including channel marketing and sales readiness , GTM investment.
- Driving compete initiatives through the channel to replace existing competitive infrastructure and applications
• Develops strong and capable partners to achieve sales targets that results in growth of our mutual businesses and profitability (e.g. inspect and increase partner sales capacity and capability, adoption, and use of Microsoft marketing resources).
• Orchestrate and collaborate with the CA and SMB sales teams to optimize the field sales motion
• Driving world class partner satisfaction (CPE) through advocacy and relentless support
Qualification for this role requires:
• 5 years Cloud Services/Software as a Service, Software Services experience- Director of Facilities and Services
• 10+ years Strong communication and relationship skills, executive maturity, technology vision, and thought leadership are required as well.
• 7+ years of experience in real estate, facilities management or office management
• Bachelors Degree
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