Channel Sales Manager - Microsoft Azure Data

Accountabilities:

• • Pipeline conversion: Convert partner referrals and early-stage opportunities into sales-qualified opportunities through structured customer engagement, discovery calls, qualification, and business case development.
  • Customer discovery: Lead discovery conversations to understand customer business challenges, assess solution fit, establish qualification criteria, and define clear next steps.
  • Microsoft co-sell execution: Execute joint go-to-market motions with Microsoft Azure account teams, coordinating customer meetings, technical reviews, proof-of-concept discussions, and opportunity progression.
  • Partner relationship management: Maintain active relationships with Microsoft account executives, technical specialists, partner managers, and other relevant stakeholders to drive consistent engagement and pipeline creation.
  • Pipeline performance: Generate sales-qualified opportunities on a quarterly basis and maintain disciplined follow-up throughout the early opportunity lifecycle.
  • CRM management: Maintain accurate and transparent Salesforce records, documenting customer interactions, qualification decisions, partner engagement, opportunity status, and next actions.
  • Event execution: Develop event strategies before execution, including target-account identification, pre-event outreach, ownership plans, and post-event conversion timelines.
  • Post-event follow-up: Execute structured follow-up after partner events with clear action plans, milestones, owners, and conversion objectives.
  • Program management: Manage partner-program logistics and communications independently, ensuring timely delivery, effective execution, and strong partner experiences.
  • Reporting: Provide weekly visibility into discovery activity, pipeline progression, blocked opportunities, planned unblock actions, and partner feedback.
  • Issue resolution: Proactively identify blockers, escalate issues when appropriate, and take ownership of actions required to move opportunities forward.
  • Cross-functional execution: Coordinate effectively across customers, partner organizations, sales teams, and internal stakeholders while managing multiple programs and priorities with limited oversight.

  Requirements:

  • Experience: 3–5 years of experience in partner-facing, channel sales, field execution, or a similar role, preferably within cloud, data, or enterprise technology environments.
  • Microsoft Azure: Direct experience working with Microsoft Azure in a co-sell, channel, partner, or field-engagement capacity.
  • Pipeline development: Demonstrated ability to convert partner referrals into qualified customer opportunities and consistently progress early-stage pipeline.
  • Cloud and data knowledge: Familiarity with cloud ecosystems and a foundational understanding of modern data platforms, analytics, and related technologies.
  • Execution discipline: Exceptional follow-through, reliability, time management, and ability to deliver commitments according to defined deadlines.
  • Process management: Highly organized and detail-oriented, with a systematic approach to follow-up, calendar management, milestone tracking, and opportunity progression.
  • Qualification skills: Comfortable making clear go/no-go qualification decisions based on established criteria.
  • CRM proficiency: Strong Salesforce skills and experience using tracking tools, reporting systems, and partner-management platforms.
  • Communication: Confident verbal communicator with the ability to manage multiple stakeholders across partner organizations, customers, and internal teams.
  • Written communication: Strong writing skills, including the ability to summarize discovery findings, business cases, opportunity status, and recommendations for leadership and partners.
  • Autonomy: Demonstrated ability to manage programs, priorities, and execution independently with limited supervision.
  • Responsiveness: Comfortable working across email, Slack, chat, phone, and other collaboration channels with a high degree of responsiveness.
  • Technical aptitude: Ability to quickly understand technical concepts and learn new cloud, data, and technology information.
  • Travel: Willingness and ability to travel and participate in in-person events up to 50%.
  • Education: Bachelor’s degree in Business, Marketing, or a related discipline preferred, or equivalent practical experience.
  • Preferred background: Experience with partner-led go-to-market programs, Microsoft co-sell initiatives, technical sales, solution engineering, large-scale partner referral pipelines, data platforms, analytics, or real-time data technologies.

  Benefits:

  • Base salary: $130,000–$145,000 USD annually.
  • Performance-based compensation: Total on-target earnings of $185,000–$220,000 USD, with variable compensation directly linked to pipeline creation and execution.
  • Quarterly incentives: Variable compensation is earned quarterly and scales according to achievement against defined performance metrics.
  • Equity: Pre-IPO stock option opportunities.
  • Healthcare: Comprehensive medical, dental, and vision coverage.
  • Flexible spending: Medical and dependent-care FSA options.
  • Retirement: 401(k) retirement plan.
  • Paid time off: Vacation, sick leave, and public holidays.
  • Partner exposure: Opportunity to work closely with Microsoft and participate in meaningful Azure co-sell initiatives.
  • Career impact: Direct opportunity to influence revenue generation, pipeline growth, and go-to-market performance.
  • Work environment: High-velocity, execution-focused environment with clear strategic direction, leadership support, and opportunities for professional growth.
  • Travel opportunities: Participation in customer and partner events, with travel of up to 50%.