Partner Development Manager - Global System Integrator

at  Microsoft

The Americas Global System Integrator (GSI) Partner team exists as part of GPS to expand the strategic influence and growth driven by our largest Global System Integrator (GSI) partners across solution areas and priority Enterprise industries, following the themes of Alignment, Simplicity and Focus. You would be joining the Americas Global Partner Solutions (AGPS) team, a sales organization accountable for the commercial partner business at Microsoft with the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more.
As a Partner Development Manager - Global System Integrator, we are looking for you to bring your work ethic, enthusiasm, optimism, and passion for the customer to foster growth and change within our partner ecosystem. You will leverage your challenger mindset, sales management skills, technology, and industry knowledge, and best in class interpersonal abilities to enable our partners to bring market-defining solutions to our customers. In your role, you will be responsible for leading your partners’ commercial performance and driving sustainable sales impact. You will gain expertise in end-to-end solution selling and influence partner innovation. Your role will involve developing and driving business strategy between Microsoft and your partner, acting as a trusted advisor and business leader. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build relationships in the C-Suite and collaborate across multiple stakeholders to accelerate performance and resolve complex issues. Additionally, you will actively seek to further your career through recommended and additional training. This role will also have loose alignment to the Financial Services and Insurance industry vertical, providing opportunity to deeper industry knowledge.
There is flexible work opportunity to work from home, and geographic proximity to New York/New Jersey is preferred.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

REQUIRED/MINIMUM QUALIFICATIONS

• Bachelor’s Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
• OR equivalent experience.
• Demonstrated experience delivering business and technical topics with clarity and accuracy to internal and external stakeholders across all seniorities.
• Proven history as an effective negotiator with an ability to influence and achieve mutually satisfying agreements through negotiations.
• Ability to interact confidently with Executive Leadership Teams to present and address concerns regarding an existing project, program or solution.

ADDITIONAL OR PREFERRED QUALIFICATIONS

• Master’s Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
• OR equivalent experience.
• Experience with Consultative Selling and developing tactics to manage pipeline, sales opportunities and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities.
  Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $144,000 - $203,500 per year.
  Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay.
  Microsoft will accept applications for the role until August 16, 2024.
  Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations

Partner skills and capacity building

• You will lead the integration of capability and capacity plans for your partners utilizing the right mix of sales and tech training to upskill the partner. You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation

Partner development and growth

• You will develop and execute a strategic and tactical partner business plan aligned with Microsoft goals and objectives for managed partners to grow their business. You will promote cloud consumption and digital transformation; plans will consider short and long-term goals and performance expectations aligned with partner needs and capabilities.

Partner Sales and Acceleration

• You will develop a go to market plan and co-sell execution tactics, lead partner pipeline reviews and coach partners to transform their strategies around sales and consumption. You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet consumption and revenue targets. You will work with your partner on top opportunities following the Microsoft sales methodology and prioritize transactions through marketplace, where possible.

Partner performance and Impact

• You will be responsible for your partners’ performance with Microsoft and accountable for keeping a regular rhythm of connection with executive, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive adoption, usage and performance of programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations.

Executive Relationship Building

• You will build a trusted-advisor relationship with C-suite leaders of complex partners and align their priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans and achieve strategic alignment and growth.

Partner skills and capacity building

• You will lead the integration of capability and capacity plans for your partners utilizing the right mix of sales and tech training to upskill the partner. You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation.

Advocate for Partner and Team Mobilizer

• You will represent the partner and lead the orchestration resolution to complex and urgent escalations. You will guide internal groups to prioritize partners’ solutions and issues. You will engage across groups internally and with the partner organization to accelerate performance and execution.

Embody our Culture & Values