Channel Sales Representative, Microsoft Teams Voice

8x8 connects our customers and teams globally, empowering CX leaders with performance and insights to make smarter decisions, delight customers, and drive lasting business impact.

This is 8x8’s wholesale voice business for the Microsoft Teams channel. We are the carriage, never the competitor:
Microsoft-certified Teams voice (Direct Routing and Operator Connect), PSTN in 60 countries on one bill and one contract, sold entirely through partners who keep the customer and the margin. 8x8 does not resell Microsoft licenses, so we never compete for a partner’s account. About 350 million people use Microsoft Teams every month, and only about 7% of them are phone enabled.

The rest of that estate is the opportunity, and the channel is already inside those accounts. Nobody has been paid to switch those seats on. That is about to change. This is an entry level, full cycle sales role built for someone who wants a real career in channel sales and is willing to earn it. We are not looking for someone who already knows this market.

We are looking for someone hungry enough to learn it fast. You will go through a structured two week training sprint, then get coached hard as you build a territory of Microsoft ecosystem partners (CSP resellers, MSPs, VARs, agencies, and distributors) and turn them into producing partners. You will be measured on partners activated, seats lit, and recurring revenue, and the comp plan matches: uncapped commission, paid on seats lit and recurring revenue, not bookings, with accelerators above plan.

This is a field role. Once ramped, expect 50% or more travel in your territory.

• Partner Recruitment & Activation Build and work a territory plan of Microsoft ecosystem partners: CSP resellers, MSPs, IT and telephony VARs, technology advisors, and marketplace and distribution routes. Prospect relentlessly. Cold outreach, referrals, Microsoft field introductions, events, and marketplaces are all fair game. You fill the top of your own funnel. Run the full partner sales cycle from first conversation to signed agreement, first order, and first lit seat, with close coaching from your manager as you learn the motion.
  
  Lead with 8x8 Orto, our free Teams estate viewer, to get inside a partner’s Microsoft tenants and show them exactly where the voice opportunity sits.
• Revenue Growth & Pipeline Carry and work toward a quota for activated partners, seats enabled, and monthly recurring revenue. Coach partners through their first deals, then build repeatable attach motions so Teams voice becomes a default line item on every Teams quote they write. Learn to run displacement plays against incumbent carriage (Zoom Phone under Teams, legacy Operator Connect and Direct Routing aggregators, margin stacked gateways).
  
  Maintain an accurate, current pipeline in Salesforce. Forecast weekly.
• Microsoft Ecosystem Engagement Work alongside Microsoft field and partner teams to source partners and co-sell into joint accounts. Build working knowledge of Microsoft licensing (E3/E5, Teams Phone Standard) so you can help partners package voice correctly. Represent 8x8 at Microsoft and channel events (Ignite, partner RKOs, distributor roadshows).
• Partner Enablement & Experience Deliver partner training on pricing, ordering, porting, and positioning so sellers can quote in minutes. Work with Partner Marketing on co‑marketing kits, launch campaigns, and partner‑led events. Be the voice of the partner internally: surface comp, product, ordering, and billing friction to Product, Finance, and Channel Ops and push it to resolution.
• Cross‑Functional Coordination Partner with the 8x8 Channel (CAM) organization to activate Teams voice inside existing 8x8 partners. Work with Channel Ops,…