Regional Partner Development Management, SDC

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Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs; global, regional, and local Systems Integration partners; Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions, and services to the table, powered by the Microsoft Cloud, helping customers to achieve their digital transformation goals.

Microsoft’s partner ecosystem is constantly evolving, with a focus on driving growth and profitability for Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem to ensure that we have a world class ecosystem partnering with us to drive mutual customer success. Now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.

Microsoft Enterprise Partner Sales (EPS) is the commercial organization accountable for driving Microsoft’s growth and success for Enterprise customers through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.

As a Regional Partner Development Manager (PDM) for Software Development Companies in Asia, we are looking for you to bring your work ethic, enthusiasm, optimism, and passion to foster profound growth and change within our partner ecosystem. You will leverage your challenger mindset, technology industry knowledge, market insights, understanding of the competitive landscape, and best in class interpersonal skills to empower your teams to grow our robust ecosystem of world class partners enabling them to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build strong relationships and collaborate across multiple stakeholders to resolve complex issues.

Required/Minimum 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.

Additional or Preferred Qualifications

• 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.

Microsoft Business Leader

• Uses Challenger mindset to build, maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth.
• Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
• Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors.
• Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives.
• Identifies and clearly articulates current and future business opportunities and ways to pursue them.​ Influences and plays an active role across a complex stakeholder map.
• Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact Microsoft partner practice.
• Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation.
• Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
• Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete.

Partner Sales and Consumption

• Coaches and challenges partners to transform their plans and strategies around consumption and key targets.
• Leads reviews of Partner’s pipeline, top deals, and consumption targets.
• Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams.
• Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc.
• Leads the development of partnerships with Enterprise Partner Solutions (EPS) to gain support for strategic transformational initiatives to drive incremental cloud growth.
• Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals.
• Leads the guiding of partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship.
• Leads effort to drive partner integration of the common sales and delivery methodology for Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner.
• Leads campaigns with various functional areas and the partners marketing teams.

Partner Performance and Impact

• Ensures results on partner's behalf through resolution of complex and urgent escalations.
• Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams.
• Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders.
• Advocates to and guides other groups in prioritizing partners' solutions and issues.
• Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like.
• Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.
• Ensures partners are investing in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales.
• Leads with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers.​
• Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners.

Specialty Responsibilities

• Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities.
• Influences partners and business leaders to upsell Microsoft products and services. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins.

Other

• Embody our culture and values