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.

About the Role

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.

Key Responsibilities

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, Order Management, and Billing to keep partner onboarding, deal registration, and invoicing clean.
• Feed market and competitive intelligence back to program leadership weekly.

Qualifications

Required

• Early career. New college graduate or an SDR/BDR ready to move into a full cycle, quota carrying role. We are not asking for channel or telecom experience. We will train you.
• Hungry, relentless, and coachable. You want to close the experience gap with effort, and you treat a flat week as a personal problem.
• Comfortable selling a new offer into a market that has not heard of it yet, once trained. You can open doors and build a story.
• Disciplined operator in training: you will learn to keep a clean CRM, an honest forecast, and tight follow up.
• Excellent written and verbal communication. You can hold your own in a room with a partner CEO within your first few months.
• Based in or willing to relocate to Silicon Valley. In office at least 4 days a week when not traveling.
• Willing to travel 50% or more in territory once ramped.

Preferred, not required

• Prior SDR or BDR experience in SaaS, telecom, or technology.
• Coursework, internship, or personal interest in the Microsoft ecosystem (Teams, Microsoft 365, CSP or MSP programs).
• Any exposure to UCaaS, CCaaS, CPaaS, or carrier services.

Compensation and Training

• Base Salary: 60$k to 75$k + commissions
• Training: a two week onboarding sprint led by David Richards, covering MS Teams Voice, UC, and AI Studio. Contact Center is out of scope for this program.

What Success Looks Like in Year One

• Fully ramped on MS Teams Voice, UC, and AI Studio inside your first 30 days.
• A territory of Microsoft ecosystem partners recruited, signed, and producing.
• Quota met on partners activated, seats enabled, and recurring revenue.
• Partners in your book carry Teams voice as a standard line item, not a special project.
• At least one marquee displacement win against an incumbent Teams voice provider.
• A forecast your manager can rely on.

About the Program and 8x8

8x8's Microsoft Teams voice program is a wholesale carriage business built on acquired carrier and SBC assets and 8x8's own Microsoft certifications. 8x8 is the only cloud CX platform certified by Microsoft for both Direct Routing and Operator Connect. The network delivers PSTN in 60 countries from a single admin console on a single bill, and ships with 8x8 Orto, a free estate viewer that maps any Microsoft tenant's users, numbers, carriers, licenses, and policies.

8x8, Inc. (NASDAQ: EGHT) connects people and organizations through seamless communication on the industry's most integrated platform for Customer Experience, combining Contact Center, Unified Communications, and CPaaS APIs.

The compensation range reflects the Company’s good faith belief at the time of posting. 8x8 has different base pay ranges for different work locations within the United States, which allows us to pay employees competitively and consistently in different geographic markets. The range above reflects the potential base pay across the U.S. for this role; the applicable base pay range will depend on what ultimately is determined to be the candidate’s primary work location. Further, individual base pay depends on various factors, in addition to primary work location, such as complexity and responsibility of role, job duties/requirements, and relevant experience, knowledge, success, education and skills. Base pay ranges are reviewed and typically updated each year. Offers are made within the base pay range applicable at the time. Certain roles are eligible for additional rewards, including discretionary merit increases, bonus and/or stock. Certain roles have the opportunity to earn sales variable compensation incentives based on the terms of the plan and the employee’s role.

Salary Ranges:

$162,800.00 - $244,200.00

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