Enterprise & Partner Sales Manager

Role & responsibilities

• Market Share Strategy: Design and execute high-level Go-To-Market (GTM) strategies to capture market share from competitors . Analyze market trends to position our solutions effectively.
• Demand Generation: Take a hands-on approach to top-of-funnel creation. Plan, coordinate, and participate in industry events, partner roadshows, webinars, and other creative lead-generation activities to build brand awareness and capture net-new leads.
• Enterprise Deal Driving: Own the full sales cycle for large, complex enterprise deals. Navigate procurement, legal, and multi-stakeholder technical evaluations alongside the Pre-Sales engineering team.
• Full-Cycle Pipeline Management: Build and manage a robust pipeline through outbound prospecting, leveraging partner networks, and capitalizing on inbound/outbound marketing leads.
• Complex Deal Navigation: Drive multi-stakeholder enterprise deals. Navigate complex procurement processes, legal negotiations, and security reviews to bring deals to a successful close.
• Strategic Co-Selling: Collaborate heavily with Pre-Sales Solutions Architects. You will own the commercial, pricing, and business value strategy, while Pre-Sales owns the technical proof (PoC) and architecture.
• Executive Engagement: Build strong relationships with C-level executives (CIOs, CTOs, IT Directors), shifting the conversation from technical features to overarching business value and risk mitigation.
• Sales Hygiene & Forecasting: Maintain meticulous CRM records, providing accurate sales forecasting and detailed account planning for target enterprise accounts.
• Funnel Generation (Direct & Partner): Aggressively drive pipeline. You will be responsible for managing and accelerating a direct sales funnel while simultaneously driving a partner-sourced funnel through joint business planning and co-selling initiatives.
• Partner Alignment & Management: Build and scale a robust partner ecosystem from the ground up. Identify, recruit, and onboard strategic Managed Service Providers (MSPs), System Integrators (SIs), and Microsoft Cloud partners to drive channel revenue.
• Partner Relationship Building: Develop deep, sticky relationships with key stakeholders at partner organizations. Ensure our multi-product migration portfolio remains top-of-mind for their internal sales and architecture teams.

Preferred candidate profile

• Established network of existing Microsoft infrastructure partners, SIs, and MSPs.
• Prior experience selling a multi-product software portfolio specifically in the migration, backup, or cloud infrastructure domains.