Director, Channel Development – Growth

This is a fully remote position, open to applicants in Florida.

📋 Description

• Cultivate and oversee relationships with Microsoft field sellers across key territories and sectors.

• Enhance awareness of OZ's capabilities in AI, Data & Analytics, Cloud Modernization, Business Applications, Digital Engineering, and Managed Services.

• Set up ongoing engagement schedules with Microsoft Partner Development Managers, Solution Specialists, Specialist Team Units, Customer Success Managers, Account Executives, and Industry Teams.

• Act as a reliable partner resource for Microsoft sellers in need of implementation and consulting assistance.

• Generate new opportunities through Microsoft referrals and co-selling strategies.

• Identify target Microsoft accounts that align with OZ’s growth objectives.

• Work in collaboration with Microsoft account teams to reveal customer initiatives and transformation projects.

• Qualify opportunities and expedite deal progression by collaborating with OZ sales and practice leaders.

• Monitor and manage Microsoft-originated pipeline opportunities using CRM tools.

• Optimize OZ's involvement in Microsoft's co-selling program.

• Encourage referrals through Partner Center and Microsoft marketplace initiatives.

• Assist in positioning marketplace solutions and crafting customer engagement strategies.

• Implement Microsoft-focused campaigns, webinars, workshops, executive briefings, and events alongside Marketing and Practice Leaders.

• Showcase OZ success stories and customer outcomes to Microsoft stakeholders.

• Organize joint customer meetings, account planning sessions, and executive relationship-building activities.

• Identify strategic go-to-market initiatives that are in line with Microsoft priorities.

• Educate OZ sellers and delivery leaders regarding Microsoft priorities and sales motions.

• Share Microsoft intelligence, market insights, and competitive information with internal teams.

• Coordinate resources across sales, marketing, alliances, and consulting practices.

⛳️ Requirements

• 5-10 years of experience in channel sales, alliance management, business development, partner sales, or a similar role within the Microsoft ecosystem.

• Direct experience within the Microsoft ecosystem is essential.

• Proven track record of working directly with Microsoft field organizations.

• Demonstrated success in generating pipeline and revenue through partner relationships.

• Experience in forging executive-level relationships across complex organizations.

• Strong comprehension of enterprise technology sales processes.

• Capability to identify opportunities, drive pipeline creation, and achieve measurable business outcomes.

• Executive presence and excellent communication skills for engaging Microsoft leadership, client executives, and internal stakeholders.

• Existing relationship network within Microsoft is preferred.

• Familiarity with Microsoft's co-sell strategies, Partner Center, marketplace initiatives, and incentive programs is preferred.

• Experience in a Microsoft-facing role such as Partner Development Manager, Account Executive, Partner Success Manager, Alliance Manager, Channel Sales Manager, or Business Development Manager is preferred.

• Working knowledge of Microsoft Azure, Microsoft Fabric, Data & AI, Copilot, Business Applications, Power Platform, Modern Work, Cloud Infrastructure, or Digital Transformation Services is preferred.

• Familiarity with Dynamics 365 and/or HubSpot is preferred.

• Microsoft certifications are preferred.

🏝️ Benefits

• Competitive Pay

• 401K

• Health Coverage

• Hybrid and/or remote work flexibility

• Unlimited PTO

• Tools and support to thrive

• Culture of collaboration, growth, and work-life balance