Sr. Modern Work & Security Programs Manager

Position Summary:

The Sr. Modern Work & Security Programs Manager, AMER grows Pax8 Microsoft revenue. They lead Microsoft-dedicated headcounts responsible for driving Microsoft partner revenue, reach, frequency, and yield, through the management of the Microsoft Sales Program for Pax8. The Senior Manager executes sales strategies to manage the pipeline by effectively aligning sales plays with strategic revenue and company targets to mobilize partners to utilize Microsoft products. They also grow participation in Microsoft Programs by managing all Microsoft Canada Program strategies as well as Pax8’s relationship with Microsoft Canada. The Senior Manager effectively develops and executes strategic program and sales plans that align with revenue and other company objectives to achieve programs targets in collaboration with other functions within the business. They drive key executive briefings, establish innovative processes, build strategy, and execute strategic training plans to achieve program targets. The Senior Manager enables the Canadian Pax8 Sales teams and partners to drive the overall success of Microsoft Canada Sales and Programs for Pax8. They serve as an external and an internal customer.

Essential Responsibilities:

• Build and continuously update a strategic, sustainable Canadian program business plan utilizing Microsoft templates and the Director of Microsoft Programs – Americas, and manage innovation, creation, and collaboration across departments to drive Pax8 Canadian revenue, reach, frequency, and yield by maintaining a tight alignment with cross-departmental stakeholders

• Oversee the project management of all Microsoft Canada Programs and create repeatable and scalable strategic solutions, partner readiness, and program innovations, to drive partner and Pax8 revenue

• Act as “business advisor” by promoting areas of next logical practice that are critical yet appropriate for the sales floor to drive partner revenue and program participation

• Oversee the KPIs for dedicated sales headcount by managing educational and certification initiatives for the region that align with the global initiatives

• Manage the vital relationship with the Microsoft Partner Development Manager (PDM), Recruit Development Managers (PDMR) for Azure, Modern Work, and Dynamics, and Microsoft Program Owners for Canada

• Lead key Microsoft + Pax8 Events and trainings

• Maintain tight strategic alignment with Microsoft Go-to-Market, Academy, Finance, Marketing, and peers to drive Canadian Pax8 and partner program participation and revenue

• Administer reporting on program activity progress, sales performance, and incremental investments for Canada to Microsoft on strategic programs allowing both Microsoft Canada and Pax8 Canada to maintain a direct vision for growth

• Deliver weekly, monthly, and quarterly updates for Canada Microsoft Sales and Programs to the Director of Microsoft Programs – Americas including sales performance, incremental investments, program activity, and OKRs

• Engage in Canada Microsoft Monthly and Quarterly Business Reviews as well as program specific calls

Ideal Skills, Experience, and Competencies:

• At least four (4) years of experience in Channel Sales, preferably IT Channel.

• At least four (4) years of experience in Sales/Business Development.

• At least four (4) years of experience in a technical sales or engineer role.

• Extensive knowledge of Microsoft products.

• Strong PowerPoint and Excel skills.

• Strong relationship building skills.

• Strong communication and presentation skills.

• Highly organized with project management skills.

• Demonstrated ability to facilitate effective business reviews.

• Demonstrated ability to design and deliver training, executive presentations and innovations in 1:1 and 1:many settings.

• Experience influencing peers and can maintain poise under pressure.

• Excellent listening, negotiation, and presentation skills.

• Proven success in selling through the indirect channel or Microsoft direct with a passion for empowering partners to serve their customers.

• Proven business acumen and the ability to be socially aware of others’ personal drivers.

• Proven success in creating scalable business plans to drive the business, analyzing results, and making appropriate modifications to continually improve execution.

• Knowledge and understanding of how the Sales Channel works.

• Knowledge and understanding of sales strategies (e.g., how to set up a sales floor).

• Knowledge of or demonstrated ability to learn and create sales strategies.

• Ability to facilitate meetings.

• Ability to apply knowledge of business and the marketplace to advance the organization's goals.

• Ability to build strong customer relationships and deliver customer-centric solutions.

• Ability to see ahead to future possibilities and translate them to breakthrough strategies.

• Ability to paint a compelling picture of the vision and strategy that motivates others to action.

• Ability to engage cross-functionally to request resources, collaborate and coordinate multiple projects.

• Ability to design and deliver presentations in live, virtual, or hybrid environments.

• Ability to apply knowledge of business and the marketplace to advance the organization's goals.

• Ability to plan and prioritize work to meet commitments aligned with organizational goals.

• Always conduct themselves in a professional manner.

Required Education & Certifications:

• B.A./B.S. in related field or equivalent work experience

Compensation:

• Qualified candidates can expect a compensation range of $115,000 to $140,000, or more depending on experience.

Expected Closing Date: 2/11/2025

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