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Microsoft Corporation Channel Executive in Cambridge, Massachusetts

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses and lastly, to making a difference in the lives of each other, our customers and the world around us. You can help us build our culture and achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.The regional sales team within DPS, Device Partner Solution Sales (DPSS), mission is to maximize the intelligent edge and intelligent cloud opportunity with device builders and device channel partners.

The Regional Commercial Channel Executive role is a key partner sales management role. This impactful role sits at the intersection of Microsoft 365 & Devices and leads regional Enterprise sales execution designed to accelerate sales of modern Windows devices.

In this high impact sales role you will collaborate externally with key device partners (OEMs, Distributors, Resellers) to meet or exceed sales of new Windows devices in your assigned territory. You will also lead device partner co-sell between external device partners and internal Microsoft sales teams.

Responsibilities

Accelerate New Commercial Device Sales ( 50 %)

  • DPSS regional subject matter expert who helps key partners develop a winning commercial sales strategy

  • Proactive partner enablement on key sales priorities including frontline worker enablement & endpoint modernization

  • Lead sales & technicalpresentations, demonstrations, workshops to explain, and help partners understand how to prove Microsoft solution capability to end customers

  • Position & help others articulate the value of Windows & Microsoft 365 to drive customer intent for Windows vs. competitors

Lead Microsoft 365 & Partner Device Co-Sell Motion ( 3 0 %)

  • Act asregional point of contact for Microsoft sales teams where 3P OEM partner device sales resource is required

  • Orchestrate partner engagement and ownership for most deals, while owning strategic, large and compete deals as necessary

  • Identify large, competitive, partner-led,commercial deals and engage the Microsoft sales team for joint M365 & Windows Endpoint sales motions

  • Enable partners to develop co-sell ready solutions and educate internal/external stakeholders on how the co-sell process works

  • Generatepartner co-sell customer evidence through public case studies, customer evidenceconnected to lighthouse wins

Keep Knowledge Current, Share What you Know & Learn from Others ( 20 %)

  • Continuously develop and expand sales, industry, technology, and competitive knowledge

  • Windows, Microsoft Endpoint Manager (MEM), Autopilot, Microsoft Managed Desktop (MMD), AVD + Virtualization Technologies

  • Key competitor go to market, positioning, strengths and weaknesses

  • OEM & Channel partner economics and market trends

  • Report patterns across individual deals and summarize meaningful insights back to the business to help address growth blockers

  • Identify commercial device portfolio gaps and deliver clear internal feedback to appropriate stakeholders

  • Participate in relevant Microsoft, partner and broader industry sales communities through events, blogs, whitepapers, training & articles

Diversity & Inclusion - Our company-wide shared priority: To realize our mission to empower every person and organization on the planet to achieve more, each and every one of us must help create a diverse and inclusive culture where everyone can bring their full and authentic self, where all voices are heard, and where we do our best work as a result. With this priority, personally commit to be an active and intentional participant in creating a diverse and inclusive Microsoft, leveraging people and organizational capabilities across sales, marketing, and category, attracting and developing talent.

Compliance: Personally commit to generate and protect Microsoft trust by modeling integrity every day and contributing to ethical sales and sustainable growth.

Core Priorities

Ignite Windows to Empower the World :

  • Be the DPSS regional subject matter expert to partners on Modern Work solutions

  • Proactive partner enablement on key sales priorities including transition to cloud, frontline workers & endpoint modernization

  • Lead technical sales presentations, demonstrations, workshops to explain, demonstrations to help partners understand how to prove Microsoft solution capability to end customers – all in ways that differentiate vs competitive solutions

  • Understand and position the value of Windows & Microsoft 365 to drive customer intent for Windows vs. competitors

Critical Indicator of Success :

  • Meet or exceed annual targets for New Windows OEM Pro Device Activations

  • Maintain or grow Windows share in Enterprise

  • Deliver co-sell ready solutions aligned to Modern Work & Endpoint Device for all priority partners

  • Conduct quarterly workshops / training sessions with all priority partners aligned to sales priorities

Grow M365 & Partner Device Co-Sell:

  • Meet or exceed annual targets for New Windows OEM Pro Device Activations

  • Maintain or grow Windows share in Enterprise

  • Deliver co-sell ready solutions aligned to Modern Work & Endpoint Device for all priority partners

  • Conduct quarterly workshops / training sessions with all priority partners aligned to sales priorities

Critical Indicator of Success :

  • Maintain active co-sell pipeline with deep individual engagement in 12-15 deals annually

  • Deliver 1-2 key wins per quarter and a minimum of 35,000 units annually of Windows Pro New Devices

  • Drive lighthouse Compete wins & minimum of 1 case studies per half

Knowledge, Practice, and Insight Building & Sharing:

  • Continuously develop and expand sales, industry, technology, and competitive knowledge

  • Windows, Microsoft Endpoint Manager (MEM), Autopilot, Microsoft Managed Desktop (MMD)

  • Key competitor go to market, positioning, strengths and weaknesses

  • OEM & Channel partner economics and market trends

  • Spot patterns across individual deals and package meaningful insights back into the business to help address growth blockers

  • Participate in Microsoft, partner & broader industry sales communities through events, blogs, whitepapers, training and articles for your domain

Critical Indicator of Success :

  • Deliver high quality monthly sales insights that influence sales, marketing, product & portfolio strategy

  • Active participation in internal and/external technical/sales communities delivering though leadership

  • Win/Loss review completed for 100% of deals

Qualifications

Profession al, Sales & Technical Qualifications:

  • Experienced. 5+ years of related sales experience with preference to the Windows & Cloud Management technologies

  • Technical . Preferred certifications MS-900, MD-100, MD-101, or proven learning on Endpoint Manager, Intune and Autopilot

  • Influential . Significant experience delivering persuasive business case & presentations to executive business decision makers.

  • Collaborative. Work cohesively with members of the Microsoft sales field as well as OEM and Channel sales partners

  • Partner Sales. Exceptional channel sales business development and solution selling with/through partners

  • Education. BS/BA degree, or equivalent experience

#msftgps #msftdpss

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .

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

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