Global Partner Development Director - Telco

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With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more," SME&C Channel Partner Sales (CPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale. The Global Channel Partner Sales team delivers SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security within GPS by capturing total addressable market (TAM) and accelerating cloud growth at scale through our top Channel Sales partner. Our approach is grounded in Cloud Solution Provider acceleration, co-sell precision, and performance accountability—executed consistently across all solution areas and every stage of the MCEM Win Formula. We are committed to delivering on our segment and revenue accountabilities by aligning execution with measurable impact, fostering partner transformation, and enabling scalable, outcome-driven growth.

The Global Partner Development Director working with Telcos is a key role within Microsoft’s Channel Partner Sales organization. They are responsible for Microsoft’s business priorities through a set of high performing Telco partners, focusing on scaling sales and cloud adoption in the Small Medium Enterprise and Channel (SME&C) business via Telco Channels.

This role centers on strategic growth through Telcos through alignment of partner’s GTM strategy with Microsoft’s priorities and sales methodology. The GPDM is accountable for 360 degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C.

As a Global Partner Development Director, you are accountable for the 360 degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C. You will leverage your challenger mindset, deep technology and industry knowledge on Cybersecurity, Cloud & AI and Converged Communications along with the best in class interpersonal abilities to empower our partners to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships in the C-Suite and collaborating across multiple internal stakeholders to exceed budget targets, retain/secure partner commitment to Microsoft and drive profitable growth for both Microsoft and the partner.

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.

Required Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience
• Language fluency both in Japanese and English

Preferred Qualifications (PQs)

• Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience
• 2+ years of working experience in/with Telecommuniations industry

#JapanSMEC

In this role Global Partner Development Director - Telco, the will own a broad set of responsibilities to drive partner performance and business outcomes.

• Advanced understanding of the Telco Industry to align partners’ GTM with Microsoft’s business priorities.
• Have an Intermediate/Advanced knowledge on Microsoft solutions with an ability to develop, use, and/or discuss Microsoft products and strategy (Microsoft Cloud & AI platform, Security and AI Business Solutions) with both the internal teams and customers/partners. Guide business and technical decision makers on increasing compliance, reducing risk, and creating managed services practices, Security Operation Centers and GTM Offerings on top of the Microsoft Security platform. Serve as the as the GTM Solution expert in the Cyber security space for the regional and Global partner team. Work with other security organizations (Engineering, Marketing, Solution Specialists) in Microsoft to generate and reuse content to accelerate partner GTM offers and influence prioritization of solution development.
• Develop Strategic Partner Plans: Create and execute an impactful Partner Business Plan for each assigned Telco, aligning the partner’s business goals with Microsoft’s mission, culture, and sales targets. This includes defining clear revenue and solution milestones and regularly updating plans to reflect evolving priorities and opportunities.
• Drive Sales Execution & Pipeline: Lead the partner to execute across all priority solution areas (e.g. AI Copilot, Security, Modern Work). Own the sales pipeline with the partner – from demand generation to deal closure – and drive conversion of at least 40% of inbound leads to qualified pipeline through rigorous follow-up and co-selling support.
• Manage CSP Revenue: Oversee and grow the Cloud Solution Provider (CSP) business through the Telco. Track CSP sales performance, address gaps, and implement initiatives to accelerate cloud consumption.
• Leverage Programs (SureStep, Incentives): Orchestrate the effective use of partner investments programs like SureStep to build partner capacity and capability. Ensure programs are well understood and executed by the partner organization to maximize ROI and partner profitability.
• Rhythm of Business & Performance Management: Establish a strong Rhythm of Business (RoB) with the Telco across both executive and working levels, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets (revenue, new customer adds, and other performance metrics ) and set action plans. Continuously track and forecast performance using Microsoft tools (e.g. CRM dashboards, MSX Insights), maintaining a predictable cadence and early identification of risks or opportunities.
• Stakeholder Engagement & Alignment: Serve as the primary liaison between Microsoft and the Telcos’ leadership. Engage with the partner’s executives (and Microsoft’s global/area execs) to maintain strategic alignment. Facilitate connections between the Telco’s and Microsoft’s teams, ensuring that partner-led deals and campaigns are integrated with local sales motions. Create trust and credibility through regular executive touchpoints and by addressing escalations or blockers promptly.
• Business Development & Strategy Landing: Lead business conversations with partners to land Microsoft’s sales strategies and new initiatives. Introduce and drive adoption of new Microsoft offerings by articulating value propositions and competitive advantages. Co-develop go-to-market strategies with the Telcos to target new customer acquisition, cloud migrations, and upsell opportunities across their sales channels and affiliates.
• Partner Coaching and Enablement: Act as a coach and advisor to the Telco’s sales and technical teams. Increase their proficiency in selling Microsoft solutions – e.g., by highlighting cross-solution play opportunities and guiding them to position multi-cloud or multi-solution deals to increase Microsoft’s share of wallet. Encourage a “learn-it-all” culture within the partner team by promoting continuous learning, certification attainment, and use of Microsoft skilling resources (labs, bootcamps, etc.).
• Skilling and Designation Growth: Make partner skilling a habit – work with the Telco partner to build the technical and sales skills of their ecosystem. Steer partners to Microsoft’s skilling programs (for example, referring them to the Partner Skilling portal and enterprise skilling offers) and track completion of training. Drive the partner’s achievement of Microsoft partner designations and specializations (per the Microsoft AI Cloud Partner Program) as a measure of their technical mastery and commitment

These responsibilities require a mix of strategic thinking and day-to-day execution, as well as strong collaboration within Microsoft and the partner. The role must balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the Telco meet their objectives.