Channel Partner Development Manager

Overview

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.

The Channel Partner Development Manager (PDM) is responsible for driving Microsoft’s partner strategy and business plan execution, focusing on delivering key sales performance indicators and accelerating revenue growth across Microsoft Cloud solutios with SME&C customers (both Corporate and SMB). As a PDM you will lead the creation of a long-range strategic vision rooted in partner impact and growth potential across segments and drive the Microsoft vision with senior business decision-makers at strategic partners by gaining the mindshare.

Responsibilities

• Use a challenger mindset to build, maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive accelerated growth across Cloud Solution Areas.
• Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial Partner Business Plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, Cloud Solution Area Growth, Metrics That Metter Execution, Program Utilization and Impactful Offers, identify gaps and agree on any correction of errors.
• Builds, maintains, and owns trusted advisor relationships with partners 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, Program Utilization 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.
• 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.
• Propose existing products and solutions or recommend new solutions in which partners can jointly invest to fill gaps and aligns partner needs and interests with market opportunities.
• 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 for the development of relationships with Channel Sales POD (PSS, PSA, PMM, PSM etc.)
• Coaches and challenges partners to transform their sales acceleration and consumption plans mainly for SME&C to achieve Cloud Solution Area targets.
• Ensures core activities together with Partner POD, are agreed upon before executing and helps to coordinate resources.
• Leads the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth.
  
  

Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field and experience in sales, partner management, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
• 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 experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
• Extensive experience in sales, partner management, business development, and sales strategy.
• Proven track record of sales leadership, including building and scaling revenue engines, driving co-sell motions, and delivering against aggressive growth targets.
• Demonstrated success in partner ecosystem development, including onboarding, enablement, and performance acceleration.
• Experience leading cross-functional teams and managing executive-level stakeholder relationships.
  
  

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.