The Role
The Channel Sales Manager secures new customer introductions within Microsoft managed accounts, develops sales strategies, manages ISV partner relationships, and executes co-sell campaigns with Microsoft teams.
Summary Generated by Built In
Through passion and deep industry expertise, MCA Connect helps manufacturers succeed by unlocking innovation with actionable business insights. Our strategic solutions, innovation, and industry intelligence help manufacturers gain visibility, improve profitability, and achieve a competitive edge.
Established in 2002, MCA Connect has grown into one of the largest US-based solution partners in Microsoft Business Applications and Azure Data & AI / Digital & App Innovation. Our Microsoft Specialties include Finance and Supply Chain, Analytics on Azure, Data Warehouse Migration, and Power Platform. We’re also a fifteen-time Microsoft Partner of the Year and three-time Inc. Best Workplaces award winner.
Job Title: Channel Sales Manager
Location: Remote, home-based office
Description:
The Channel Sales Manager is responsible for securing customer introductions and converting prioritized leads to qualified opportunities within prioritized target Microsoft managed accounts. This is achieved through active engagement with Microsoft field sales and GTM counterparts to effectively target accounts and run targeted sales plays, engaging customers in marketing events, aligning with Microsoft investment programs, and direct prospecting where necessary. Additionally, the role will be responsible for the management of strategic ISV partner relationships to facilitate MCA Connect's overall GTM activities.
Responsibilities
- Secure net new customer introductions for MCA Connect Account Executives by nurturing Microsoft seller relationships and inbound leads in target Microsoft managed accounts
- Develop and execute strategies to accelerate active deals and leads in target accounts using programmatic targeting and interest generation tactics
- Define and execute through-Microsoft co-sell campaigns, including account targeting, interest generation, and scheduling customer introductions for sales handoffs
- Research and prioritize target lists (including MS seller account lists, inbound leads, and Microsoft marketing targets) and facilitate territory planning and pursuit strategies between Microsoft and MCA account teams
- Uncover/review Microsoft GTM and co-selling programs and align MCA Connect services, offers, objectives for joint execution
- Facilitate and host Microsoft-facing events and industry conferences alongside Microsoft account teams in targeted cities
- Pursue and execute co-sell showcases, popups, and other co-sell events with Microsoft sales teams
- Create and manage Microsoft recognition programs for top referring sellers
- Lead Microsoft co-sell communications strategy & execution with role-specific content to drive engagement
- Coordinate regular business reviews with Microsoft sales leaders
- Maintain Microsoft field sales organization charts in prioritized sales orgs to ensure MCA Connect sellers are connected to aligned teams
- Proactively identify and replicate effective co-sell strategies across teams and operating units
- Manage ISV activities and relationships that support our strategic GTM activities
Qualifications
- 7+ combined years of industry experience in technology sales, partner alliances, business development, or consulting/professional services
- Expertise in channel sales and sales pursuit strategy development and execution.
- Strong skills in lead qualification and development
- Experience working in an alliance role, selling alongside Microsoft, or ex-Microsoft field sales
- Excellent communication abilities, including customer and Microsoft presentations and written communications
- Working knowledge of Microsoft technologies and manufacturing/supply chain concepts and processes to effectively align MCA Connect capabilities and solutions to accounts
- Bachelor’s degree in related field or equivalent combination of education and experience
- Ability to travel up to 10-25%
- Fluent in English
- Valid Driver’s License
Why work for MCA Connect?
Our compensation plan offers one of the best bonus structures in the industry. Along with this we also offer a generous benefit package:
· Work/Life Balance with Unlimited Paid Time Off (UPTO)
· 401k Plan with Company Matching Contribution
· Monthly Stipend for Home Office Expenses
· Subsidized Medical, Dental and Vision Coverage
· Health Savings and Flexible Spending Accounts
· Company Paid Life and Disability Insurance
· Training, Certification and Continuing Education Support
MCA Connect offers limitless opportunities for personal and professional growth in a stimulating, challenging, and performance-oriented work culture where you can share your ideas and make impactful daily contributions. Our employees are highly motivated and talented individuals dedicated to developing, marketing, and selling products designed to deliver value for mid-market and enterprise-size manufacturing, distribution, and energy companies. We take the time to train our consultants so that they understand the industries we serve and can deliver best practices, proven methodologies, and ongoing industry expertise to our clients.
MCA Connect is an Equal Opportunity Employer. MCA Connect promotes equal employment opportunity to all employees and applicants and does not discriminate on the basis of race, religion, color, creed, national origin, sex, age, sexual/gender orientation, status as a protected disabled or Vietnam Era Veteran, disability, or any other legally protected status. We firmly believe our differences make us stronger!
Top Skills
Azure Data & Ai
Microsoft Business Applications
Power Platform
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The Company
What We Do
Through passion and deep industry expertise, MCA Connect helps manufacturers succeed by unlocking innovation with actionable business insights.
We understand manufacturing’s unique culture and challenges because we’ve spent more than 20 years in the industry. Through strategic solutions, innovation, and industry intelligence, we help manufacturers across all sub-industries solve critical issues, modernize operations, and gain a competitive edge.
MCA Connect helps clients digitally transform through:
Manufacturing Strategy: Expert and curated guidance that delivers actionable insights, a path for continuous improvement, and P&L results.
Connected Applications: Global Dynamics 365 enterprise implementations and integrations that enable clients to execute against their strategic roadmap.
Modern Platform Management: Proactive support, intelligent insights, and optimization of modern manufacturing platform.
Manufacturing Intelligence: A connected enterprise powered by Industry 4.0 capabilities that delivers the wisdom of prediction and prescription.
As a ten-time Microsoft Partner of the Year, we excel in empowering manufacturers to transform with the Microsoft Cloud. Microsoft’s full suite of secure cloud solutions unifies modern business applications and industry intelligence, enabling organizations to do more.
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