Partner Development Manager

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Enterprise Partner Sales, part of Microsoft’s Worldwide Sales & Solutions (WSS) organization, is accountable for building and co-selling innovative Microsoft Cloud & AI solutions and services, with our global Enterprise partners. We come together with a growth mindset, innovate to empower others, and collaborate to realize shared goals. Each day, we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive.

As a Global Partner Development Manager (PDM), you will be part of the world’s largest Global Software Development Companies / ISV partner ecosystem. In this role you will define our joint strategy and joint value proposition, to help our common customers digitally transform their business, accelerating growth for our customers, for our partner, and Microsoft. The Global PDM is responsible for developing and driving partner engagement, solution development and business growth strategy. The role needs to provide leadership to build the right partner capabilities aligned with the strategic needs of the industry. Across ‘Co-Build’, ‘Co-Marketing’, and ‘Co-Sell’, the Global PDM is accountable for Partner Revenue, Customer Acquisition, and Consumption, driving strong partner preference for Microsoft’s platform versus our competition.

The Global PDM will leverage teams across Microsoft (Marketing, Sales, Engineering, Industry), both at Global level and at country level, collaborating with a high performing team that will transform and grow the partner’s businesses in the Microsoft cloud. Collaboration will be extended beyond Microsoft, working with partners (System Integrators, other Software Development Companies, etc) to explore opportunities that will accelerate growth.

Required/minimum qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years’ experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
• OR equivalent experience.
• Experience delivering joint solutions on the Microsoft platform with SDC/ ISVs or Customers

Other Requirements

• Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties.

Additional or preferred qualifications

• Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) 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.
• Working knowledge of software and solution development practices
• Ability to work in an abstract, cross-organizational boundary and cross-discipline manner
• Understanding of the Microsoft cloud platform, including Microsoft Azure, AI landscape, and Microsoft 365
• Understanding of cloud computing technologies (Microsoft and competitors) and business drivers, as well as the impact of these on Software and Services partners and their customers.
• Interpersonal, collaboration, verbal and written communication, analytical and presentation skills
• Decision-making, conflict resolution, problem solving and negotiation skills

Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information

here: https://careers.microsoft.com/us/en/us-corporate-pay

Microsoft will accept applications for the role until October 25th, 2025.

Drive Business Growth:

• Build high impact relationships with the partner’s senior executives. Be the voice of the partner to Microsoft and be the voice of Microsoft to the Partner and to the Industry.
• Develop plans that fully consider short-and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
• Establish and maintain partner Rhythm of Business (RoB) across all levels and take share as appropriate.
• Bring deep subject matter expertise to enrich designs and plans. Influence partner to create a learning culture.
• Understand and align partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
• Establish long-term strategic vision for the partnership, creating opportunities for deeper commitments

Partner Performance and Impact:

• Explore and execute strategies that will secure and expand Microsoft’s leading position as the cloud partner for the partner account(s).
• Explore how our platform and capabilities (e.g.: AI) can differentiate the partners’ solutions and explore different sales strategies like Co-Selling with our field sellers, through Azure Marketplace, Partner-to-Partner collaboration are critical to success.
• Responsible for establishing new market partnerships by working with market makers and making connections.
• Leverage internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals.
• Orchestrate pipeline reviews, top deals, and consumption targets and ensure close alignment between the partners sales team and other relevant teams.
• Track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders.
• Demonstrate strong pipeline ownership, translating into advanced deal control and forecasting.
• Embody and promote Microsoft’s cultureand values.