Job Information
Microsoft Corporation General Manager, Americas Telco Partners in Multiple Locations, United States
The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more. Within the GPS structure the ‘Channel’ business references a division representing the interests of certain partner types that encompass: Distributors, Scale Partners, Hybrid Cloud Providers, and Telcos. We are looking to hire a General Manager (GM) Americas Telco Channels for this key role within the ‘Channel’ business to lead the Hybrid Cloud Provider business and to develop and execute specialized sales and territory plans with our datacentre partners. You will be expected to drive sales through both partner-led and co-sell strategies to achieve quarterly Financial Revenue Attainment (FRA).
Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI. We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide.
The General Manager for America Telco Channels will manage the overall execution, across all relevant solution areas, to maximize market share of Microsoft across the Telco Partner ecosystems. You will leverage your experience and skillset to drive Telco recruitment by identifying strengths, gaps, and cloud services growth aspirations. As the Telco lead, you will be instrumental in accelerating the transformation of our engagements while leading a team of Partner Development Managers. Leveraging your expertise and knowledge of Cloud Service Providers (CSP), and the Telco industry, you will be a primary advocate working across both field leadership, Microsoft product, marketing & business planning to influence and with WW industry expertise to shape the value proposition & umbrella of value-added incentives that will drive Telco partnerships with Microsoft.
By applying to this U.S. based position, relocation is not provided for the role.
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. In alignment with our Microsoft values, we are committed to cultivating an inclusive work environment for all employees to positively impact our culture every day.
Responsibilities
Co-Develop, execute and implement Telco solution plays based on partner persona's that will drive sales engagement, orchestration and acceleration of the business aligned to the Americas GPS Channels business objectives and growth priorities.
Facilitates and leads internal communication and collaboration to identifying resources, removing barriers, and addressing program-related issues and risks, escalating as needed to ensure on-strategy tracking towards the business’ commitments and goals.
Continually monitor program progress and areas for improvement. Establish a rhythm of business to report on key metric performance, ensure partner success and incremental goals.
Address program-related issues and risks, escalating as needed to ensure strategy is tracking toward commitments and goals.
Engage with senior leadership to ensure program alignment, joint success and opportunity targeting.
Leverage proven Telco Americas success, best practices, targeting, engagement and tooling to build sales execution that is repeatable, scalable and an investable growth engine.
Foster continuous improvement and help propel the innovation flywheel within program execution to maximize cost efficiencies and increase ROI.
Identify partner recruit and expansion of line of business opportunities within the partner population to drive targeted campaigns and deliver exceptional partner participation.
Collaborate and partner closely with WW Telco organization, Microsoft Business Planning, Marketing, Sales Enablement & Operations (SE&O), and GPS teams on go to market opportunities and execution to accelerate Telco opportunities and provide to leverage expertise to shape the future.
Ability to interact with Business and Technical leadership partners with varying conversations ranging from level 100 to 300 in Telco/Managed Services/Hosting industry.
Partner closely with other managers to foster knowledge of partnering with Telcos methodology inspiring how to successfully build and scale agreements that exceed growth targets while attainable for the partner.
Provide guidance to Telco resources to continue to accelerate growth and transformation within those partner ecosystems.
Connect Go To Market (GTM) with Telco partners to build catalog of case studies and transformation success evidence to reinforce the program’s value and further accelerate adoption.
Experience with channel sales motions for Modern Work, Teams, Teams Phone, Operator Connect, Azure.
Push Telco team to identify partner AI opportunities and integration points that bridge their business goals/aspirations with Microsoft’s vision of AI as the next key enabler for innovation and growth.
Embody Microsoft Culture and Values , contributing to organizational health in the areas of trust, inclusion. diversity and delivering success through empowerment and accountability by:
Modeling - Live our culture; Embody our values; Practice our leadership principles.
Coaching - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
Caring - Attract and retain great people; understand individual’s capabilities and aspirations; Invest in the growth of others.
Qualifications
Required/Minimum Qualifications
Bachelor's Degree in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
OR equivalent experience.
8+ years of experience working across the Telco, Hybrid Cloud Service Provider ecosystem.
Experience influencing and supporting larger Partner or Telco or datacenter migrations to hyperscale clouds, through a partner channel with C-level relationships.
Additional or Preferred Qualifications
Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
OR equivalent experience.
Balance blend of business acumen and technical expertise with ability to be comfortable interacting with C-level business decision makers in parallel with Solution Architects and TDM’s to advance Microsoft conversations.
Microsoft Modern Work or Azure Certifications
Subject Matter Expertise on MW/Teams in addition to CSP incentive programs as well as how they line up across the industry and competitive landscape for Telcos, Hyperscalers, and/or private cloud solutions.
8+ years of experience within the Microsoft channel and deep knowledge of the program and compliance
5+ years of experience working in a direct sales role and deep knowledge of Microsoft Enterprise and SMC Sales.
8+ years of experience with the Microsoft CSP program
Eligible for United States Secret or Top-Secret clearance
Partner Development Management IC6 - The typical base pay range for this role across the U.S. is USD $155,000 - $243,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $198,800 - $267,000 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until March 28, 2025.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .