Partner Development Manager at Microsoft

, , United States -

Full Time

Start Date

Immediate

Expiry Date

09 Mar, 26

Salary

222700.0

Posted On

09 Dec, 25

Experience

10 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Partner Management, Sales, Business Development, Strategic Alignment, Go-to-Market Strategies, Co-selling, Cloud Solutions, Digital Transformation, Market Analysis, Stakeholder Management, Coaching, Campaign Management, Pipeline Management, Customer Engagement, Team Leadership, Ecosystem Understanding

Industry

Software Development

Description

Overview The Partner Development Manager is responsible for the global sales and execution of the global distributor partner relationship. This individual will lead the creation of a long-range strategic vision rooted to the partners impact and potential across segments, and serves a large and complex partner. This role does the following: Sells account vision to senior business decision makers at highly sought-after partners. Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Builds, maintains, and owns a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Leads business-design briefings advising partner leadership on building a high-impact Distribution Scale motions, encouraging partner to leverage Microsoft AI for platform innovation and a center of excellence motion for Cloud Solution Partners (CSP) Indirect Reseller growth. Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads campaigns with various functional areas and the partners marketing teams. Ensures partners are investing in the building of world-class teams that are staffed with talent and enabled and incentivized to drive sales. Develops Go-to-Market (GTM) and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Ensures partner readiness by developing marketing plans to promote customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations. 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. Responsibilities Microsoft Business Leader Uses Challenger mindset to build, maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (QBR) (e.g., Monthly Business Reviews (MBRs), QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives. Identifies and clearly articulates current and future business opportunities and ways to pursue them.? Influences and plays an active role across a complex stakeholder map. Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies. Leads partner to convert capacity and capability to revenue by setting clear revenue targets and works with partners and/or customers to provide coaching and guidance to convert partners to revenue streams. Strategically builds plans to drive growth and transformation. Create local strategies to align capacity and capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Creates process to build and scale partner digital selling capabilities. Actively monitors market landscape and partner's impact and uses in-depth knowledge to influence the local strategy in business planning decisions. Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings. Leads the creation of a long-range strategic vision rooted to the Partners impact and potential across segments, and serves larger and more complex partners. Demonstrates a deeper and expert understanding of the industry and Partners business and how it can be integrated into the Microsoft landscape and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections to think long-term, and establishes long-term strategic vision and the art of the possible for the partnership, leading opportunities for deeper commitments. Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Leads Executive roundtables and updates on Microsoft’s cloud and Industry strategies with prep sessions and prepares solid backgrounders for Executives. Develops and maintains deep end-to-end knowledge of products, channels, end customers, and industry and market trends to share with partner(s). Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing business plans, and aligns partner with current industry trends. Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact Microsoft partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land Global Partner Solutions (GPS) priorities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans. Partner Assessment and Qualification Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins. Leverages their understanding of the investing community and pulls information and insights from them. Partner Performance and Impact Ensures partners are investing in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Leads with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers.? Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories) Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of Microsoft solutions through partner GTM.? ?Advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects.? Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft. Partner Sales and Consumption Leads campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Provides oversight to ensure Launch Excellence with sales readiness, and GTM activities. Critically analyzes current investment structures and incentives in order to identify and recommend improvements. Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans. Develops plans to work on deals to gain commercial and consumer share. Helps ensure Launch Excellence by developing plans to promote Partner sales readiness and go-to-market activities. Demonstrates a comprehensive understanding of GTM programs and runs complex campaigns, and actively coaches team. Identifies new sources of GTM funding. Identifies strategies to build and launch integrated industry specific offerings on Marketplace with partners. Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates incentives and go-to-market resources across accounts. Helps partners understand what a consumption-led business is and how it operates, coaches partners around consumption economics (e.g., leverages reports, analyses, etc.). Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Prioritizes co-selling and customer transactions through Marketplace. Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads reviews of Partner’s pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Leads the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Leads the guiding of partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Leads effort to drive partner integration of the common sales and delivery methodology for Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner. Leads efforts to identify new opportunities with partner, document in MSX, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates precise pipeline ownership, translating into advanced deal control and forecasting. Embody our Culture and Values Qualifications Required/minimum qualifications Bachelor's Degree in Marketing, Business Operations, Computer Science 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. Other Requirements This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship. Additional or preferred qualifications Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Experience working in Channel Partner Ecosystem Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 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 This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. Microsoft is an equal opportunity employer. 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 with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

Responsibilities

The Partner Development Manager is responsible for managing global distributor partner relationships and driving growth through strategic alignment with partners. This role involves selling account vision to senior decision-makers, developing go-to-market strategies, and ensuring partner readiness for sales initiatives.