Senior Partner Development Management - Telco

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The Partner Development Manager (PDM) Telco is responsible for driving Microsoft's partner strategy and business plan execution with Telco partners, focusing on delivering key performance indicators and accelerating revenue growth across Microsoft Cloud, especially in SMB, Enterprise, and SMC segments. This role leads partner innovation in areas such as Teams Mobile Collaboration, Security, Edge Computing, and AI Solutions, while ensuring program and investment utilization and executing sales strategies aligned with our sales model. The PDM Telo leads the revenue growth, partner capacity, technical mastery, compliance, and the ability to foster cross-group collaboration and continuous skilling.

• Extensive experience in sales, partner management, business development, sales strategy, with a strong emphasis on the telecommunications sector.
• Proven track record of sales leadership, including building and scaling revenue engines, driving co-sell motions, and delivering against aggressive growth targets.
• Deep understanding of Telco operating models, partner frameworks, and transformation strategies across infrastructure, cloud, and AI.
• Proven experience engaging and influencing executive management internally and externally.
• Demonstrated success in partner ecosystem development, including onboarding, enablement, and performance acceleration.
• Expertise in Microsoft solution areas
• Strong consultative selling skills with the ability to translate complex technical solutions into business value.
• Experience leading cross-functional teams and managing executive-level stakeholder relationships.
• Ability to apply AI business value in real-world scenarios and drive personal productivity using AI.
• Excellent communication, strategic thinking, and organizational agility.

Partner Planning & Strategy

• Develop and execute a comprehensive Partner Business Plan (PBP) that aligns partner goals with Microsoft’s mission, culture, and targets.
• Drive impactful Territory Planning and ensure partner engagement delivers measurable KPIs.
• Maintain a high-impact Rhythm of Business (ROB) focused on performance and growth.

Business Leadership

• Lead executive connections internally and externally: Build and nurture strategic relationships with senior leaders across Microsoft and telco organizations. Facilitate executive alignment, sponsor engagement, and cross-functional collaboration to drive business outcomes and accelerate joint initiatives.
• Align partner strategy with Microsoft’s solution plays and fiscal priorities.
• Lead partner transformation through solution area expertise, AI-driven business value, and industry innovation (e.g., 5G, IoT, Intelligent Edge).
• Activate and scale partner practices via Microsoft programs.
• Ensure compliance, governance, and adherence to Microsoft’s ethical standards.

Sales Leadership

• Lead and accelerate partner pipeline through consultative selling, co-sell execution, and robust deal governance.
• Support top deals and drive opportunity acceleration to meet revenue targets.
• Connect partners with segment sellers and lead revenue deep dives by solution area.
• Execute the MCEM Win Formula across priority solution plays, leveraging digital platforms, marketplaces, and AI for targeted solutions.

Excellence Leadership

• Lead skilling and enablement through programs like MAPS (Microsoft AI Powered Selling), TechBoost, and Second Nature.
• Promote partner certifications, specializations, and Marketplace readiness.
• Lead with strategic communication and stakeholder management to foster trust and clarity.

Maintain high standards of reporting and accountability using KPIs such as CSP Cloud FRA, E5 Security Billed, and NPSA.