Partner Development Management IC5

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The Enterprise Partner Solutions (EPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more.

As a Partner Development Manager for Softare Data Companies(SDCs)/ ISVs, you will lead Microsoft’s engagement with independent software vendors, shaping and executing strategic partner plans that accelerate cloud adoption, AI innovation, and ecosystem growth. You will build trusted C-suite relationships, influence partner business strategies, and drive co-sell execution to deliver measurable impact.

This opportunity will allow you to:
• Accelerate your career growth by leading strategic initiatives with high-potential ISVs across diverse industries.
• Strengthen executive presence and advisory skills through CxO-level engagements and joint business planning.
• Hone sales leadership by driving pipeline growth, marketplace execution, and cloud consumption outcomes.

As a PDM ISV, you will identify and scale top ISVs, architect strategic growth frameworks, and integrate capability-building into partner plans. You will guide partners on cloud sales transformation, GTM execution, and co-selling with Microsoft, while resolving escalations and driving performance through structured business reviews. Success in this role requires strategic vision, partner empathy, sales leadership, and execution rigor. A strong hire will demonstrate executive gravitas with C-suite stakeholders while ensuring operational excellence in pipeline, sales, and performance.

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.

• Bachelor’s degree in Marketing, Business Operations, Computer Science, or related field.
• 5+ years in partner management, sales, business development, or channel development in tech.
• Experience working in cross-functional, matrixed organizations and engaging with senior leadership.

Microsoft Business Leadership

• Build trusted relationships with ISV C-suite executives, positioning Microsoft as a strategic growth partner.

• Develop joint business and strategic account plans, lead quarterly business reviews, and ensure alignment with Microsoft’s cloud and AI priorities.

• Architect partnership frameworks and growth strategies that accelerate ISV cloud adoption, AI integration, and digital transformation.

• Promote a learning culture by driving enablement through training, technical readiness, and Centers of Excellence.

• Evaluate ISV portfolios to identify gaps and opportunities, shaping long-term vision and driving strategic change.

• Fluency in cloud trends (AI, cybersecurity, SaaS, PaaS, marketplace), able to talk industry language and connect it to partner business growth.

Partner Sales & Consumption

• Guide ISVs in transforming sales strategies, aligning with Microsoft’s solution area and industry priorities.

• Drive cloud growth through pipeline reviews, consumption acceleration, and digital sales motions.

• Develop and execute co-sell and go-to-market strategies with ISVs, ensuring marketplace presence and offer readiness.

• Coach ISVs on consumption economics, incentive models, and building sustainable revenue growth with Microsoft.

• Boost Co-Sell initiatives and optimize ROI from investments and Marketplace

• Align Managed Partner ecosystem with Solution Area and Industry priorities to deliver revenue, consumption, and Regional Sales targets.

• Engage with CXO Partner leaders and own their relationship with Microsoft, influence Tech Strategy and drive Co-Sell Performance.

Partner Performance & Impact

• Resolve escalations, lead business execution reviews, and ensure accountability against agreed KPIs.

• Ability to lead without direct authority, collaborate across matrix organizations, and remove blockers.

• Advocate for ISV partner priorities while driving improvements to Microsoft’s internal processes for stronger execution.

• Align ISV engagements with Intelligent Cloud/Edge strategies and advise on cloud sales transformation.

• Act as the senior point of escalation for ISV-related issues, safeguarding Microsoft’s business impact.

• Can describe structured account planning frameworks (e.g., joint business plans, OKRs, scorecards), plus success in tracking and adapting.
• Ability to “speak the partner’s language,” understands partner business models (ISV, SI, MSP, reseller), and has helped partners pivot or transform.

Regional & Global Coordination

• Coordinate with area, regional, and corporate teams to ensure cohesive execution of ISV partner strategy.

• Influence regional and global ISV leadership to prioritize resources and investments toward local ISV growth.

• Sponsor global executive connections and maximize Microsoft’s investments to accelerate ecosystem outcomes.

• Collaborate across sales, marketing, and technical teams to ensure aligned and impactful ISV execution.

Leadership

• Lead by influence and mentor cross-functional and partner-facing teams to achieve shared objectives.

• Foster a culture of innovation, collaboration, and continuous improvement within the ISV ecosystem.

• Inspire ISV leaders to embrace Microsoft’s cloud-first vision and accelerate their transformation journeys.

Operational Excellence

• Ensure disciplined and efficient execution of ISV programs, driving measurable outcomes across revenue, pipeline, and marketplace adoption.

• Standardize processes and implement best practices to maximize partner experience and operational efficiency.

• Continuously monitor and analyze ISV performance, providing insights and recommendations to unlock new opportunities.

Mindset & Values

• Embody a growth mindset, curiosity, and drive for innovation.

• Demonstrate collaboration, inclusion, respect, integrity, and accountability in every engagement.