About the job
MicroStrategy is in search of a Channel Account Executive dedicated to accelerating revenue growth through our indirect sales channels in a designated territory. This pivotal role will be responsible for devising and implementing sales strategies via established channel routes to market, collaborating with distributors, channel-led accounts, and commercial alliances to drive new revenue and enhance existing business.
This is a quota-carrying, individual contributor position with a primary focus on acquiring new logos through channels, while also fostering account growth within the indirect sales model. The Channel Account Executive will own the commercial outcomes of the channel, serving as the deal owner and primary sales lead, leveraging the channel as the main avenue for closure.
Your Responsibilities
Develop and implement the channel sales strategy for the assigned territory, aligned with MicroStrategy's go-to-market approach.
Generate new business and pipeline growth via indirect channels, ensuring consistent funnel coverage and revenue forecasting.
Navigate complex enterprise sales cycles where the channel serves as the principal route to market, maintaining control over deal strategy and execution.
Articulate MicroStrategy’s value proposition to C-level executives in channel-driven opportunities.
Identify, qualify, and close new logo opportunities sourced and executed via channels.
Create account strategies, win plans, and business cases (ROI, TCO) for channel-focused deals.
Oversee the entire sales lifecycle: opportunity qualification, solution positioning, negotiation, and closure.
Collaborate cross-functionally with Inside Sales, Sales Engineering, Marketing, and Professional Services to facilitate channel execution.
Establish and maintain a robust channel-driven pipeline, ensuring accuracy in forecasting and CRM reporting.
Ensure disciplined application of MicroStrategy’s sales methodology (MEDDPICC) across all channel opportunities.
Balance immediate revenue outcomes with long-term channel performance and scalability.
Identify and mitigate commercial, operational, and execution risks within the channel pipeline.
Represent MicroStrategy at channel-led events, commercial initiatives, and go-to-market activities.

