Partner Development Manager at Microsoft

Dubai, Dubai, South Africa -

Full Time

Start Date

Immediate

Expiry Date

11 Apr, 26

Salary

0.0

Posted On

11 Jan, 26

Experience

5 year(s) or above

Remote Job

Yes

Telecommute

Yes

Sponsor Visa

Skills

Communicating With Impact, Cultivating Strategic Partnerships, Maximizing Business Opportunities, Optimizing Account Operations, Selling Solutions, Strategically Managing Sales Pipelines

Industry

Software Development

Description

Overview 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. 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. Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Leads the integration of skills, capability, and capacity plans for the partner business. Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Creates and leads complex and high impact 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 and implements processes for orchestrating Go-to-Market (GTM) and co-selling strategies for large, global partners that outline activities and expectations for both Microsoft and the partner to achieve sales goals. Develops creative, advanced marketing plans to drive customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations. Capabilities and skills: Communicating with Impact The ability to effectively articulate solutions' value with internal and external business stakeholders in a clear and concise manner, ensuring mutual objectives and priorities are presented and understood to drive successful outcomes in sales engagements. Cultivating Strategic Partnerships The ability to build and maintain strong business relationships and partnerships, nurture executive relationships, and establish credibility as a trusted advisor. It involves effective relationship management, stakeholder engagement, and the ability to project executive presence. This capability empowers professionals to cultivate collaborative partnerships, drive business growth, and establish themselves as valued advisors in their field. Maximizing Business Opportunities The ability to apply business acumen and an understanding of businesses needs and opportunities across market, industry, and competition to effectively manage and prioritize business development opportunities. This includes the ability to effectively analyze market dynamics, recognize customer needs, qualify opportunities, and identify how Microsoft solutions can enable business capabilities that drive growth and innovation, while staying abreast of emerging trends and digital solutions. Optimizing Account Operations The ability to manage accounts and make strategic decisions to enhance operational excellence. This includes orchestrating opportunities and deals, developing sales strategies, managing compliance, and conducting thorough risk analysis to drive successful business outcomes. Selling Solutions The ability to effectively sell Microsoft solutions by demonstrating value, influencing others, persuasively negotiating mutually beneficial agreements, disrupting conventional thinking, and consulting with stakeholders. This includes effectively navigating the sales process and demonstrating creativity, problem-solving, and storytelling skills to effectively articulate how solutions will drive business impact and value. Strategically Managing Sales Pipelines The ability to co-sell with partners and engage them to build and manage a collection of sales and consumption opportunities, mitigate risks, and balance resources to execute against our commitments. The ability to predict future sales against commitments, identify the weakness and/or improvement areas, boost sales by improving the sales levers, leverage information to drive business insight and selling decisions, and engage with other pipeline contributors. Responsibilities Microsoft Business Leader 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. Challenges 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. Leads efforts to drive growth and transformation. Leads efforts to 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. Builds and scales partner digital selling capabilities. Actively monitors market landscape and partner's impact and leverages their end-to-end understanding to influence the local strategy in business planning decisions. Provides thought leadership for identifying patterns, opportunities, and gaps in managed partner portfolio. Influences partners to implement existing products and solutions to fill account gaps or to jointly invest in new solutions that are fully aligned with their needs. Consults with industry experts to recommend portfolio enhancements for partner. Leads complex projects to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings 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. 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. 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. Maintains end-to-end expertise in partners' businesses and identifies and clearly articulate business current and future business opportunities and actionable plans to pursue them.? Drives long-term strategies to influence C-suite/board level across complex stakeholder maps. 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 and drives a rhythm of business (RoB) for action through 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. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. 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. Challenges the status quo of internal programs by understanding why related policies exist and the advantages and disadvantages. Establishes strategies to develop high-quality relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of Microsoft solutions through partner GTM.? Develops strategies to advocate 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 Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads, reviews, and guides the partners regarding pipeline, top deals, and consumption targets by providing insights and key metrics around where partners' win rations. 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, reviews, and guides Establishes guidelines on how to partner with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads and reviews efforts to guide partners across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Develops and implements processes 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. Establishes guidelines on how 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. Develops and implements processes for orchestrating go-to-market and co-selling strategies for large, global and local partners that outline activities and expectations for both Microsoft and the partner to achieve sales goals. Ensures skills, capability, and capacity plans are integrated with the partner business and solution plan (led by Tech team). Plans include both Sales and tech trainings, bootcamps. Influences partner to create a learning culture and leads partner towards meeting various programs, initiatives, sales, incentive, and tech requirements. Leads orchestration and acceleration of blocker removal, including internal escalation(s) as needed. Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Prioritizes co-selling and customer transactions through Marketplace. Qualifications Bachelor’s degree in Marketing, Business Operations, Computer Science, or a related field, and a strong background in partner management, sales, business development, or partner channel development within the technology industry (or equivalent relevant experience). OR Equivalent professional experience demonstrating the same level of capability. Additional / Preferred Qualifications Master’s degree in Business Administration, Business Science, or an advanced degree in a STEM field (or a related discipline), and an extensive track record in partner management, sales, business development, or partner channel development within the technology industry (or equivalent relevant experience). OR Equivalent professional experience demonstrating advanced capability. 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 leads the creation of strategic visions for partners, focusing on their impact and potential. They also develop and implement processes for go-to-market strategies and ensure partners are equipped to drive sales.