Partner Development Manager

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Enterprise Partner Solutions, 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. Our portfolio includes global systems integrators (GSIs), advisories, high-value management consultancies, independent software vendors (ISVs), and software development companies—working together to empower people and organizations to achieve more.

As a Cross Solution Global SI Partner Development Manager, you will collaborate across a portfolio of strategic partners to launch and publish industry-aligned, transactable offers on the Microsoft commercial Marketplace. You’ll guide partners in evolving ISV capabilities, enabling scalable solutions, and accelerating co-sell momentum. This role requires strong collaboration across internal and external stakeholders to build a solution roadmap for transactable solutions and a pipeline of deals to drive transactions through Marketplace.

Core Responsibilities

• Build-With & Sell-With: Co-develop and co-sell solutions with GSIs and ISVs.
• ISV Enablement: Support solution architecture and publishing readiness.
• Marketplace Activation: Launch transactable offers, including multiparty and agentic AI apps.
• Industry Alignment: Ensure solutions meet industry priorities and Marketplace standards.
• Strategic Collaboration: Work across GPS, Engineering, and Marketplace teams to remove blockers and drive monetization.

This role is pivotal in scaling Microsoft’s partner ecosystem by enabling GSIs to also operate as ISVs with certified software designations, launching industry-aligned transactable offers—especially those aligned with Microsoft’s Agentic AI motion—and driving Marketplace volume and co-sell velocity. As a trusted advisor and business leader, you will lead your partners’ commercial performance, influence innovation, and develop joint business strategies. You’ll gain expertise in end-to-end solution selling, build strong C-suite relationships, and collaborate across stakeholders to accelerate impact. This opportunity supports career growth through complex engagements, strategic influence, and ongoing learning.

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

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience.
  • OR equivalent experience
• Experience in building relationships with C-suite leadership.

Other Requirements

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

• You will develop and execute a strategic and tactical partner business plan aligned with Microsoft goals and objectives for managed partners to grow their business. You will promote cloud consumption and digital transformation; plans will consider short and long-term goals and performance expectations aligned with partner needs and capabilities.
• You will develop a go to market plan and co-sell execution tactics, lead partner pipeline reviews and coach partners to transform their strategies around sales and consumption. You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet consumption and revenue targets. You will work with your partner on top opportunities following the Microsoft sales methodology and prioritize transactions through marketplace, where possible.
• You will be responsible for your partners’ performance with Microsoft and accountable for keeping a regular rhythm of connection with executive, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive adoption, usage and performance of programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations.
• You will build a trusted-advisor relationship with C-suite leaders of complex partners and align their priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans and achieve strategic alignment and growth.
• You will lead the integration of capability and capacity plans for your partners utilizing the right mix of sales and tech training to upskill the partner. You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation.
• You will represent the partner and lead the orchestration resolution to complex and urgent escalations. You will guide internal groups to prioritize partners' solutions and issues. You will engage across groups internally and with the partner organization to accelerate performance and execution.
• You will Embody our culture and values.