SMB Channel Sales Lead

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Tech for Social Impact (TSI) was formed in 2018 with a goal of supporting and scaling Microsoft’s long-standing commitment to the nonprofit sector worldwide. TSI has created a social business model that combines sales, philanthropy, solution development and partnerships as one integrated team, backed by a reinvestment model where all revenue flows back into Microsoft Philanthropies initiatives.

The SMB Channel Sales Lead is responsible for building and accelerating growth through Microsoft channel partners who serve the small and medium businesses (SMB) segment of the nonprofit sector. This person will be responsible for working with partners to drive SMB nonprofit revenue within their specified territories and via the Cloud Solution Provider (CSP) program.

This role is responsible for delivery of the CSP Revenue and Scorecard metrics in their Operating Unit (OU) region. Developing and executing Partner Business Plans with key Indirect Providers, local Direct-Bill, and Indirect Reseller partners to achieve TSI revenue goals in their territories. This includes driving marketing and sales activities with partners through workshops and event marketing, working with Indirect Providers to increase Resellers transacting with nonprofits, and guiding partners to build dedicated nonprofit practices with senior leadership support. They highlight the opportunity to the channel, coaching partners to educate nonprofits on cloud benefits, increasing the ratio of free to paid services, and ensuring partners are aware of available resources. This role supports expanding cloud workload usage with nonprofits, scales partner impact through wider channel engagement, and collaborates with Microsoft regional and areas teams to help scale impact. They drive new partner and thru-channel customer acquisition, CSP revenue, and success within their OU, partnering with TSI Partner Marketing and local Global Partner Sales (GPS) teams to define proactive sales strategies. The role works with local SMB, PDM and PSS teams to activate channels, focusing on growing Partner Adds and Customer Reach across Cloud Services, primarily in the Asia OU, initially targeting Australia/New Zealand, and reports to the TSI Worldwide Channel Sales Manager based in the UK.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Required/Minimum Qualifications

• Bachelor's Degree in Engineering, Business or related field AND 6+ years experience in core sales, Cloud Solution Provider (CSP) program with Indirect Providers and channel sales, SMB and scale model experience, business development.
  • OR equivalent experience.
• Strong partner relationship management, business development and solution development skills.
• Experienced in engaging with executives as well as communication and presentation skills with a high degree of comfort to large and small audiences.

Additional or Preferred Qualifications

• 10+ years experience in core sales, Cloud Solution Provider (CSP) program with Indirect Providers and channel sales, SMB and scale model experience, business development.
• MS platform sales experience preferable e.g. Microsoft 365, Dynamics 365, and Azure.
• Skilled in problem solving, leveraging internal and/or external resources, conflict resolution, and follow through with partners.
• Experience with budget planning, spending (procurement), and tracking

• Engaging and building Partner Business Plans with key Indirect Providers and Resellers to drive increased frequency and yield of reseller adds, customer adds, and seat adds, including the use of any local MDF (Marketing Development Funds) investment. Leading weekly update & coaching call with each invested partner to ensure focus is maintained, and issues and opportunities are addressed quickly. Working closely with the TSI Ambassador (funded head) where present.
• Driving key marketing and sales activities with a cohort of partners e.g. Copilot Get Ready Workshops, Microsoft Commerce Incentive (MCI) Workshops, and Partner event marketing utilizing the TSI Customer demand gen engine.
• Engaging with other Indirect Providers to enable them to drive increased frequency and yield of reseller adds, customer adds, and seat adds. Ensuring that they have access to key assets and materials, and work through their Global Channel Sales - Partner Development Management (PDM) and Partner Solution Sales (PSS) teams.
• Owning the local referral partners for TSI marketing to pass referrals too. Developing a set of partners capable of addressing the three cloud workloads, and willing to engage actively on referrals. Supporting Digital Sales on their review of the referral health, feeding back improvements to the wider TSI team, and holding partners accountable to drive the value to customers.
• Developing the local direct bill and indirect resellers within the territory that can help drive scale, or that are investing to grow nonprofit focus. Driving a growth plan, supporting, and investing where needed to reach more nonprofits. Ensuring the partner’s business model, expertise and reputation aligns to the Tech for Social Impact mission ensuring that focus is with partners that are committed and capable.
• Managing the monthly reporting cycle to collect insights and provide learnings for future investments.
• Acting as the local TSI SMB lead in region, working to promote engagement at scale, through partners and with affiliates where practical.