Microsoft Co-Sell Revenue Lead

SoftwareOne

5d•$220 - $250•Remote

About The Position

SoftwareOne is moving beyond traditional alliance management. We are seeking a Microsoft Co-Sell Revenue Lead to act as the operational engine between SoftwareOne’s sales force and the Microsoft field team. Your goal is not to "manage the relationship"; it is to operationalize the partnership. You will be measured solely on your ability to generate net-new pipeline, accelerate deal velocity through partner incentives, and directly connect our sellers with their Microsoft counterparts to close joint business. You are a revenue architect, not a relationship manager.

Requirements

5+ years in Cloud Sales, Channel Sales, or rigorous Co-Sell roles. You must have "carried a bag" or been directly accountable for a revenue number.
Deep operational knowledge of Microsoft Partner Center. You know how the algorithms work and how to make our deals visible to their sellers.
You understand how Microsoft sellers are compensated (consumption vs. booked revenue) and can teach our team how to align our offers to their
You live in CRM and Excel/PowerBI. You don't guess about pipeline health; you bring the data.
Strong organizational skills with attention to detail and follow through along with excellent verbal, written, and presentation skills
Comfortable working cross functionally with Sales, Alliances, and Operations teams
Researches and maintains knowledge of advancements in industry trends and technologies. Shares knowledge, best practices, and insights across teams and projects.

Responsibilities

Field-to-Field Sales Orchestration
Break Down Silos:Systematically map SoftwareOne account executives (AEs) to their specific counterparts at Microsoft. Ensure every key SoftwareOne AE knows exactly who to call at Microsoft for their top 20 accounts.
Drive "Give-to-Get" Motions:Coach SoftwareOne sellers on how to package deal intelligence to trade with Microsoft reps, ensuring our teams provide value to get value in return.
Joint Account Planning:Lead tactical account mapping sessions focused on immediate revenue opportunities, not general territory overviews. Identify "white space" in existing accounts where a joint SoftwareOne + Microsoft value proposition can unlock budget.
Pipeline Execution and Deal Hygiene
Aggressive Deal Registration: Own the "Co-Sell" mechanics. Ensure every eligible opportunity is registered in Partner Center (Microsoft within 24 hours to secure visibility and protection.
Pipeline Review Rigor: Conduct bi-weekly pipeline reviews with Microsoft Partner Sales Managers (PSMs) to unblock stalled deals, not just report on them.
Monetize Incentives: Proactively identify deals whereMicrosoft funding (migration acceleration programs, credits, POC funding) can be injected to overcome customer budget objections and close SoftwareOne opportunities faster.
Enablement for Revenue Outcomes
Sell the "Better Together" Story:Equip SoftwareOne sellers with 3-4 specific "plays" that explain why a Microsoft rep should care about SoftwareOne. (e.g., "How SoftwareOne helps the AWS rep retire their EDP quota").
Escalation Management:Serve as the "fixer" for friction points in the field. When a Microsoft rep is blocking a deal or engaging a competitor, you intervene to realign incentives and protect the SoftwareOne commercial interest

Benefits

Generous pay with bonus structure
Independent environment without a lot of red tape where you are empowered to make decisions
Winning culture, inclusive environment, and friendly people all over the world
A remote-friendly organization, with colleagues working remotely either part or full-time
Full suite of medical coverage with A+ carriers, Dental, and Vision with strong employer contributions plus additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
401k program with employer matching 50% up to the first 10% of employee’s contributions
Wellness plan that includes credits to premiums and employer contributions towards the savings plan of your choice
Access to EAP and concierge services plus pre-paid legal at no cost
Abundant time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
Employee stock purchase plan
Learning and development opportunities galore, tuition reimbursement, and much more!
Specific to Nashville and Milwaukee-based office employees: company-paid parking