The Role
The Channel Sales Manager drives pipeline growth through Microsoft co-selling by managing customer introductions, executing marketing strategies, and maintaining ISV partnerships.
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 growing net-new pipeline through Microsoft coselling by securing customer introductions within prioritized Microsoft managed accounts. The role partners closely with Microsoft field sales and GTM counterparts to identify and prioritize target accounts, activate cosell motions, and execute targeted sales and marketing plays that result in high quality customer introductions delivered to MCA Connect Account Executives for pursuit ownership. Success is driven through joint marketing events, alignment between MCA Connect and Microsoft sales teams, utilization of Microsoft investment and cosell programs, and prospecting strategies jointly executed with Microsoft and MCA Connect AE’s. Additionally, the role will be responsible for the management of strategic ISV partner relationships to facilitate our overall GTM activities.
Responsibilities
- Co-Sell Orchestration
- Work closely with MCA Connect account executives and Microsoft sellers to identify co-sell opportunities, identify/prioritize target accounts, and coordinate joint selling efforts to secure net new customer introductions
- Develop and execute strategies to accelerate active deals and leads in target accounts through Microsoft co-sell relationships and investment programs
- Referrals: Own the end-to-end process for submitting and accepting referrals within Microsoft Partner Center, ensuring timeliness, accuracy, and alignment with Microsoft’s requirements
- Create and manage Microsoft recognition programs for top referring sellers
- Coordinate regular business reviews with prioritized Microsoft sales leaders
- Microsoft Seller Prioritization and Activation
- Pursue and execute co-sell showcases, popups, and other co-sell events with Microsoft sales teams
- Lead Microsoft co-sell communications strategy & execution with role-specific content to drive engagement
- Maintain Microsoft field sales organization charts in prioritized sales orgs to ensure MCA Connect sellers are connected to prioritized teams.
- Proactively identify and replicate effective co-sell strategies across teams and operating units
- Pipeline Generation
- Partner with Microsoft sales teams and leaders to define solution plays and lead gen strategies (events, outreach/messaging, etc) for joint execution
- Facilitate and host Microsoft-facing events and industry conferences alongside Microsoft account teams in targeted cities
- Uncover/review Microsoft GTM and co-selling programs and align MCA Connect services, offers, objectives for joint execution
- ISV GTM: Manage ISV activities and relationships that support our strategic GTM activities
Qualifications
- 7+ combined years of industry experience in alliance business development, channel sales, marketing/communications, technology channel sales, or consulting/professional services
- Experience working in an alliance role, selling alongside Microsoft, or former Microsoft GTM/field sales
- Expertise in channel sales, territory planning, pursuit strategy development and execution
- Excellent communication abilities, including customer and Microsoft presentations and written communications
- Strong skills in lead qualification and development
- 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.
