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%.

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