Senior Partner Development Manager
Microsoft
Sales & Business Development
New York, NY, USA · United States
Posted on Oct 8, 2024
Are you inspired by the prospect of helping our customers achieve their digital transformation by leveraging the power of Microsoft’s Cloud and solutions? Are you excited by the opportunity to drive Go-To-Market (GTM) strategy and sales across a select group of Microsoft’s most strategic and high growth partners?
Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission and it is the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft. The Global System Integrator (GSI) team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.
Microsoft’s Global System Integrator team is looking for a Senior Partner Development Manager to develop and grow our Modern Work business with Capgemini at global scale. This role has a specific focus on developing Microsoft’s combined business and technology-based GTM including offerings across key focus industries. Responsibilities include executing strategic Go-To-Market initiatives that will help our partners and customers achieve their digital future.
Your responsibilities will be to develop and execute a Partner Solution Sales and Territory plan with Capgemini at global scale. You will be expected to drive sales through both partner-led and co-sell initiatives to achieve quarterly Financial Revenue Achievement (FRA). As a Leader of Modern Work Solution Sales, your role involves driving your partner's sales execution at a large scale. Your deep solution area expertise and business acumen will be leveraged to drive revenue impact month-on-month and quarter-on-quarter. Success in your role will be achieved through skilling in Solution Area depth and executing across the Microsoft’s MCEM sales model in stages 1-3. You will be responsible for creating and executing a well-designed Solution Area focused plan. Additionally, you will actively seek to enhance your career path through recommended and additional training
This worldwide role reports to the General Manager Capgemini and will require a high degree of executive engagement. This position is unique in that it combines strategic thinking, business development leadership, virtual team management and global customer and partner engagement.
Responsibilities
Partner Centered
Required Qualifications
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers
Microsoft will accept applications for the role until October 15, 2024.
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.
Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission and it is the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft. The Global System Integrator (GSI) team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.
Microsoft’s Global System Integrator team is looking for a Senior Partner Development Manager to develop and grow our Modern Work business with Capgemini at global scale. This role has a specific focus on developing Microsoft’s combined business and technology-based GTM including offerings across key focus industries. Responsibilities include executing strategic Go-To-Market initiatives that will help our partners and customers achieve their digital future.
Your responsibilities will be to develop and execute a Partner Solution Sales and Territory plan with Capgemini at global scale. You will be expected to drive sales through both partner-led and co-sell initiatives to achieve quarterly Financial Revenue Achievement (FRA). As a Leader of Modern Work Solution Sales, your role involves driving your partner's sales execution at a large scale. Your deep solution area expertise and business acumen will be leveraged to drive revenue impact month-on-month and quarter-on-quarter. Success in your role will be achieved through skilling in Solution Area depth and executing across the Microsoft’s MCEM sales model in stages 1-3. You will be responsible for creating and executing a well-designed Solution Area focused plan. Additionally, you will actively seek to enhance your career path through recommended and additional training
This worldwide role reports to the General Manager Capgemini and will require a high degree of executive engagement. This position is unique in that it combines strategic thinking, business development leadership, virtual team management and global customer and partner engagement.
Responsibilities
Partner Centered
- Develops the Modern Work partnership to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services.
- Takes an AI leadership role across our partners, to translate the business value into how Microsoft technologies – namely Microsoft 365 Copilot – can transform our partner and customer business.
- Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
- Sells account vision to senior business decision makers by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.
- Builds and maintains a trusted-advisor relationship with relevant senior execs and leaders across a complex partner organization to achieve strategic alignment and drive growth.
- Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
- Develops, manages, and executes highly strategic and impactful partner business plans for all managed partners that grow partner business and facilitate cloud consumption and digital transformation.
- Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.
- Coaches and challenges partner to transform their plans and strategies around Solutions and services. Advises partner throughout application or product launch processes to ensure smooth development. Identifies opportunities to make the market.
- Works with technical teams to build solutions or services and to demonstrate proof-of-concept (POC).
- Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns, technical resources to articulate and bring business value to the partner.
- Transforms partner’s offerings to be digital at the core. Two key focus areas are AI-enabled transformation across Microsoft’s products and services and embedding Microsoft’s AI platform into partner GTM offerings.
- You will be responsible for owning the Cloud Solution Area (CSA) pipeline and leveraging investments to drive pipeline velocity across all relevant customer segments.
- You will be accountable your partners Solution area FRA (Field Revenue Accountability) month-over-month and quarter-over-quarter.
- You will be accountable for the CSA revenue forecast for your portfolio and assigned partner.
- Your role will involve coaching the value of the solution area plays with your assigned partner and securing their commitment for further solution sales practice acceleration to increase their share of wallet.
- You will be expected to maintain a partner response rate for outbound opportunities coming to them from the segment sellers.
- You will be tasked with driving inbound referral sharing to contribute to the Qualified Pipe and Top of Funnel.
- You will leverage investments and incentives to drive pipeline forward through the sales stages and to encourage deployment and consumption.
- You will be expected to support the partner in driving top key deals to deliver revenue impact to the business, assisting in removing commercial blockers and coaching on compete challenges.
- 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.
- Partner/customer cloud services strategy development experience.
- Ability to analyze partner business model & financials to develop business models and new revenue streams.
- Must have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams.
- Demonstrated ability to motivate & drive sales results through a global v-team.
- Experience with technology platforms and solutions with a reasonable level of technical proficiency.
Required Qualifications
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
- 5 years partner management, sales, business development, or partner channel development in the technology industry
- Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) 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.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers
Microsoft will accept applications for the role until October 15, 2024.
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.