Partner Development Manager - National System Integrators

Looking after Saudi top National System Integrators to increase our collaboration, pipeline, and business across the solutions area within the Enteprise segment.

Microsoft Business Leader (Partner Development & Growth):

• Sustainable growth and profitability of the partner(s)
• Continued reinvestment into expansion of MSFT practices & solutions (build to consume)
• Proactive business development into new market opportunities
• Alignment of Partner Business Plan to account/territory plan
• Partner Satisfaction
  
  

Sales Leader (Partner Sales & Acceleration):

• Optimal performance of key sales metrics tied to sales campaigns
• Balanced Inbound/Outbound referral process and performance
• Consistent growth in sales capacity
• New MACCs signed and consumed , if applicable
• Consistent consumption & usage growth for partner solutions and MACC, if applicable
  
  

Excellence Leader (Partner Performance & Impact):

• Investment in net-new revenue generating opportunities (M&A, certifications, skilling, MSFT investment programs)
• Persistently evolving business models aligned to customer needs
• Clarity on strategic use of MSFT investments and incentives and investments
• Certifications and MCPP designations
  
  

Responsibilities

Microsoft Business Leader (Partner Development & Growth):

• Develop an impactful partner business plan that aligns partner business goals with MSFT’s mission, culture, and targets, orientated by solutions areas, customer segment and regions.
• Drive partner account 360 view, performance and relationship
• Brings partner ecosystem insights to help partner
• Fosters partner connection to segment sellers based on account/territory planning
• Shares MS vision for new solutions and support partners’ practice development including potential Microsoft Business Unit (GPDM/SPDM)
• Align CORE investment against key solutions, regions, and customer pipeline to maximize ROI (GPDM)
• For partners with MACC agreement: develop consumption plans.
• Drive marketplace partner activation and P2P
• Analyze partner’s people (sales, marketing and delivery teams) knowledge gaps on MS cloud and develop tailored made training/skilling plans.
  
  

Sales Leader (Partner Sales & Acceleration):

• Develop co-sell & GTM plan with partner for solution area, segments and/or industry
• Orchestrate co-sell campaign execution leveraging incentives & Investments by SA or Industry
• Build pipeline: Work closely with partner and identify key customers with digital transformation potential aligned to joint solutions and capabilities thru a propensity model
• Monitor pipeline: Weekly pipeline sharing, forecasting reviews & maintenance
• Progress/acceleration pipeline:
• Top deal support and acceleration (opp >$Threshold determined by Area)
• Ensure partner pipeline is in Partner Center and MS CRM (MSX)
• Drives inbound sharing and partner outbound acceptance
• In collaboration with AE/SSPC/CSU teams, helps remove commercial blockers to progress/accelerate conversion of qualified
• Review consumption plans w/partner
  
  

Excellence Leader (Partner Performance & Impact):

• Rhythm of Business (ROB)
• Execute QBR ROB focused on Partner Business Plan (PBP) and Partner Impact (PIN) performance
• Ensure right Execs are connected on a regular basis to help drive / unblock joint business
• Drive operational excellence within the partner: PAL tagging, Incentive program utilization, PAL monitoring
• Institute joint – MS and partner – CORE and Field regional monthly business reviews (GPDM)
• Ask questions and regularly look for ways to optimize partner business performance
• Drives adoption & execution of relevant and impactful investments and incentives (such as AMMP partner led, MCPP, AGI, BGI, Sure Step, QRP, P2P)
• Provide feedback to MS teams on ways to improve our systems/tools/ investments and incentives/ incentives for partners
  
  

Orchestrates across internal and partner teams to drive desired outcome

Qualifications

• 15+ years of experience in sales and channel management
• Extensive experience influencing large organizations (Partner/Customer)
• Ability to navigate through complex situation
• Growth mindset
• Experience in the Saudi market
• MBA is a plus
  
  

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.