Partner Development Management IC5 at Microsoft

Responsibilities

Microsoft Business Leader

• Strive to own the C-Suite and 360 business relationship and is the trusted business partner

Partner Transformation Leader

• Develops and executes strategic partner business plans for a set of 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.

• Accelerates solution development execution, capacity and capability transformation across Microsoft’s 3 Clouds to address market opportunities

Sales Leadership

• Leverages internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies.

• 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.

• Demonstrates sales challenger mindset to identify, assess, and influence partner’s opportunities that drive growth and performance through revenue, customer acquisition, consumption & usage

Team Mobilizer and Cultural Leader

• Lead a healthy cross-organizational team with growth mindset. Mobilizes people and resources, drives focus and mindshare to support business outcomes

Solution and Services

• Assembles and leads cross-functional virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.

Key Accountabilities

• Help partners transform and grow their business in the cloud by developing comprehensive Partner Account Plans for a portfolio of partners to identify short and long-term strategic goals and tactical execution.

• Builds strong relationships with Microsoft and partner resources to design a portfolio of differentiated Cloud solutions/ applications across Microsoft’s three clouds: Azure, Dynamics365 and Microsoft 365.

• Guides partners to build a solutions portfolio aligned with market opportunities and defines roadmap to evolve to multi-cloud (Azure, Dynamics365 and Microsoft 365).

• Identify an effective path to market with solutions and Go-To-Market (GTM) activities

• Track pipeline health on key deals to accelerate sales momentum and cloud consumption.

• Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions resolve issues with local leadership and escalate as required.

• Drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ transformation goals and business plan.

• Drive continuous portfolio optimization of partners’ performance as measured by revenue, pipeline, consumption, usage and partner impact.

• Develop strategic content that will allow better positioning of our partnership internally and externally.

Embody our culture and values

Qualifications

• Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate startup /unicorn / ISV partner growth and innovation.

• 8+ years of experience in core sales experience, partner channel development, sales, business development, alliance management in the technology industry

• Deep strategic advisor and executive relationship management experience driving sales with partners in commercial businesses.

• Strong experience of managing virtual teams across functions and geographies:

• Strong influence and orchestrator skills helping align Microsoft and partner resources to drive solutions that support customer needs.

• Inclusive and collaborative - driving teamwork and cross-team alignment

• Strong partner relationship management and solution development skills

• Excellent communication and presentation skills with a high degree of comfort

• Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through

• Experience with technology platforms and solutions with a reasonable level of technical proficiency

• Bachelor’s degree required (Sales, Marketing, Business Operations)

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.