Senior Partner Development Manager - GSIs

Share job

The Senior Partner Development Manager for GSIs is a strategic role responsible for managing high-impact partnerships with top-tier Global System Integrators. This role drives joint go-to-market (GTM) strategies, accelerates co-sell motions, and ensures partner-led growth across enterprise and public sector segments.

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.

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 10+ 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.
• 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.
• Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities.
• Leads the creation of a long-range strategic vision rooted to the Partners impact and potential across segments, and serves larger and more complex partners. Demonstrates a deeper and expert understanding of the industry and Partners business and how it can be integrated into the Microsoft landscape and conveys the value of partnering with Microsoft based on the business opportunity and possible competition.
• Develops and maintains deep end-to-end knowledge of products, channels, end customers, and industry and market trends to share with partner(s).​ Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing business plans, and aligns partner with current industry trends.

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.
• Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates incentives and go-to-market resources across accounts.
• Leads campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. Oversees planning, campaign tactics, offers, and incentives.
• Develops plans to work on deals to gain commercial and consumer share. Helps ensure execution by developing plans to promote Partner Solution Plays and go-to-market activities. Demonstrates a comprehensive understanding of GTM programs and runs complex campaigns, and actively coaches team. Identifies new sources of GTM funding. Identifies strategies to build and launch integrated industry specific offerings on Marketplace with partners.

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.
• 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. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories).