Overview

Overview

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. As a Partner Development Manager (PDM) for Geo-Expansion within the Growth Portfolio, you will be a strategic leader driving partner sales success in new geographies. You will architect and execute business plans that accelerate partner penetration and growth, working closely with Microsoft executives and stakeholders across regions to align on priorities and drive consensus.

Company Culture & Values

At Microsoft, our culture is centered on embracing a growth mindset, inspiring excellence, and encouraging teams and leaders to bring their best each day. We build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive. We are customer-obsessed, diverse and inclusive, and operate as One Microsoft—collaborating across boundaries to achieve shared goals. Our leadership principles—Create Clarity, Generate Energy, Deliver Success—guide how we work together and drive impact for our partners and customers.

Responsibilities

Key Responsibilities

• Strategic Leadership & Geo-Expansion: Develop and execute comprehensive strategies to expand partner sales success in new markets. Analyze market opportunities, identify high-potential geographies, and build scalable business plans that accelerate partner growth.
• Executive Alignment & Consensus Building: Engage with Microsoft executives and stakeholders in multiple geographies to understand local needs, capabilities, and constraints. Drive alignment and consensus on geo-expansion priorities, ensuring strategies are tailored and actionable.
• Business Planning & Execution Modeling: Design and implement robust execution models for geo-expansion, including partner enablement, sales acceleration, and operational readiness. Lead cross-functional teams to deliver measurable outcomes.
• ROI Business Case Development: Build compelling ROI business cases to secure funding and executive sponsorship for geo-expansion initiatives. Articulate the financial and strategic impact of proposed models to senior leaders.
• Impact Articulation & Adoption: Clearly communicate how geo-expansion strategies will drive business impact and gain adoption among Microsoft executives and partner leadership. Use data-driven insights to demonstrate value and influence decision-making.
• Partner Portfolio Management: Monitor and report on partner performance, market impact, and progress against geo-expansion goals. Provide actionable insights to Microsoft leadership and continuously refine strategies based on results.

Microsoft Business Leader

· Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with senior level leaders and partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Builds and maintains trusted advisor relationships with partner through a deep understanding of their local strategy and business imperatives. Identifies and clearly articulates business opportunities for partners and suggests ways to pursue them. Fosters a broad 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. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land Global Partner Solutions (GPS) priorities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans.

· Helps lead the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Applies and offers

various sales and tech trainings and bootcamps to increase the partners' capabilities. Helps lead campaigns to drive growth and transformation. Helps lead the creation of local strategies to align capacity and capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Helps lead efforts to build and scale partner digital selling capabilities. Monitors market landscape and partner's impact and uses this knowledge to influence the local strategy in business planning decisions.

· Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings.

· Leads the creation of a strategic vision rooted to the Partners impact and potential across segments. Demonstrates an expert understanding of the industry and Partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections. Begins to think longer term regarding the possibility of making larger deals. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments. Sells account vision to and shares market opportunities decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Leads prep sessions and roundtables to influence partners strategy and builds stakeholder maps to expand network and identify market opportunities based on industry gaps and emerging trends in solution/product areas. Develops and maintains in-depth 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 mid-term partnership horizons. Drives understanding of the multiple facets of a partnership.

Partner Sales and Consumption

· Possesses a challenger sales mindset and begins to apply this in interactions with partners. Orchestrates reviews of Partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Helps lead the development of partnerships with Enterprise Partner

Solutions (EPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Influences the development of partnerships across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Influences how partners are guided through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Drives partner integration of the common sales and delivery methodology for Microsoft for customer opportunities, helps accelerate pipeline by removing blockers, and helps drive key sales motions, programs, and incentives with their partner. Helps identify new opportunities with partner, document in MSX, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates strong pipeline ownership, translating into advanced deal control and forecasting.

· Leverages internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies. Advises partner on meeting various programs, initiatives, sales, incentive, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates, coaches partners around consumption economics (e.g., leverages reports, analyses, etc.). Demonstrates effective pipeline management and limited seller mobilization with leadership sponsorship. Identifies co-selling and customer transactions through Marketplace.

· Helps lead campaigns with various functional areas and the partners marketing teams. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Ensures Launch Excellence with sales readiness, and GTM activities. Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) to assist partners with developing marketing plans. Provides support to partners on deals to gain commercial and consumer share. Helps ensure Launch Excellence by supporting Partner sales readiness and go-to-market activities. Demonstrates a basic understanding of GTM programs and runs generic campaigns. Builds and launches 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. 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. Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of Microsoft solutions through partner GTM. Advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects. Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.

· Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers and the partners. Helps others lead and implement 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. Influences and plays an active role in Cloud sales transformation (e.g., readiness, compensation, territories).

Specialty Responsibilities

· Recruits new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell Microsoft products and services.*

Other · Embody our culture and values

*Note. It was determined that requirements differed among employees in the Recruiting specialization/role. These differences are noted where relevant.

Qualifications

Required Qualifications

· Bachelor's Degree in Marketing, Business, Computer Science, Engineering or a related field AND experience in partner management, sales, business development, finance, sales operations or partner channel development in the technology industry or related experience

o OR equivalent experience.

Preferred Qualifications

· Master's Degree in Business Administration, Project Management, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) 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

o OR equivalent experience.

If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

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Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.