Global Partner Development Manager

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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 (CSP), 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.

As a Global Partner Development Manager (GPDM), you are a Partner Sales Leander and be accountable to deliver the Global sales strategy for your partner and will drive business performance and maximize partner investments to deliver ongoing partner transformation. You will institute a predictable rhythm with your partner, Sales Unit (SU) PDMs, and our sales teams to drive sales execution, performance, and accountability. Additionally, you will ensure consistent regional alignment and execution across the Americas, EMEA, and Asia, igniting partner technical and product passion to transform customers through the power of AI.

This role centers on strategic growth through Scale Solution Partners (SSP). The PDM’s role is to align partner strategy with Microsoft’s priorities and sales methodology. The GPDM works closely with Scale Solution partners to deliver on key metrics that matter aligned to three cloud solution areas: Cloud & AI Platform, AI Business Solutions & Security. The PDM is accountable for 360 degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C.

It also involves engagement at the executive level – both within Microsoft’s channel leadership and at the SSP’s organization – to influence and ensure strategic alignment and partner mindshare to drive preference for the platform and accelerate adoption and usage. By successfully leading business conversations and landing sales strategies with these partners, the GPDM ensures the team meets or exceeds budget targets, retains partner commitment to Microsoft, and drives 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/Minimum Qualifications (RQs)

• 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
• 10+ years of experience in building and managing Executive and C-suite level relationships in a channel model.

Additional or 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

Partner Development Management IC6 - The typical base pay range for this role across Canada is CAD $179,700 - CAD $303,000 per year.

Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Microsoft will accept applications for the role until October 24th, 2025.

In this role, the GPDM will own a broad set of responsibilities to drive partner performance and business outcomes.

• Develop Strategic Partner Plans: Create and execute an impactful Partner Business Plan, 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) with keen focus on SME&C. Coach the Partner and field PDMs to drive deliberate coselling with SMEC sellers to drive upsell and cross sell to hit 125% recapture rate.
• Manage CSP Revenue: Oversee and grow the Cloud Solution Provider (CSP) business, tracking CSP sales performance, ensuring CSP upsell and cross-sell are part of the reneal rhythm, addressing gaps, and implementing initiatives to accelerate cloud consumption.
• Rhythm of Business & Performance Management: Establish a strong Rhythm of Business (RoB) with the partner, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets MSFT’s Metrics that Matter 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 partner’s leadership. Engage with the partner’s executives (and Microsoft’s global/area partner execs) to maintain strategic alignment. Facilitate connections between the partner’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.
• Lead the field PDM community aligned to the SSP to ensure consistency in execution, activation of Pods, field alignment to the account strategy and landing of key programs and intiatives that drive impactful growth to support key CSP metrics that matter
• 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 partner to target new customer acquisition, cloud migrations, and upsell opportunities.
• Partner Coaching and Enablement: Act as a coach and advisor to the partner’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 partner to build the requisite technical and sales skills. 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 PDM must balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the partner meet their objectives.