Regional Partner Development Manager (PDM)
Microsoft
With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more", Small Medium Enterprises and Channel (SME&C) Global Channel Partner Sales (GCPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale
The Global Partner Development Manager (PDM) leads the strategic vision and execution for partner growth across all solution areas within Small Medium Enterprises and Channel (SME&C) —including Applications & Infrastructure, Data & AI, Modern Workplace, Business Applications, and Security. This role is responsible for driving alignment between Avanade’s SME&C strategy and Microsoft’s SME&C priorities, building trusted-advisor relationships with C-suite leaders, orchestrating go-to-market (GTM) strategies, and ensuring Avanade invests in world-class, skilled teams across all solution domains. The PDM manages complex escalations, resolves blockers, and champions digital transformation initiatives to accelerate Avanade’s impact in the market.
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.
Responsibilities
Strategic Leadership & Partner Alignment
- Build and maintain trusted-advisor relationships with Avanade’s executive leadership to drive strategic alignment and growth across all solution areas.
- Align Avanade’s strategy and motions with Microsoft’s priorities, ensuring mutual objectives and priorities are presented and understood.
- Lead the development and execution of account plans for all solution areas, including Applications & Infrastructure, Data & AI, Modern Workplace, Business Applications, and Security.
- Develop and maintain a long-range strategic vision rooted in partner impact, with a deep understanding of industry and competitive landscape.
Governance & Stakeholder Management
- Manage governance and key stakeholder relationships, fostering a broad stakeholder map and executive presence.
- Drive quarterly business reviews (MBRs/QBRs), tracking execution, identifying gaps, and resolving blockers.
- Champion Microsoft’s value proposition across all solution areas through executive roundtables, storytelling, and alignment with Avanade’s business goals.
Go-to-Market (GTM) & Sales Activation
- Architect and execute GTM and co-sell strategies for Avanade’s full portfolio, ensuring readiness and launch excellence across campaigns and incentives.
- Lead campaigns with functional and partner marketing teams, promoting internal Avanade awareness and landing proposals in the field.
- Drive partner transformation through activation and progress across different areas (connections, rhythm of business, country reviews).
Capability Building & Talent Development
- Influence Avanade’s investment in world-class sales and solutions teams, ensuring talent is enabled and incentivized to drive sales and consumption.
- Support team members and partners in building world-class teams, coaching on training, onboarding, and incentives.
Pipeline Management & Deal Execution
- Monitor and guide Avanade’s SME&C pipeline, top deals, and consumption targets across all solution areas.
- Drive pipeline generation activities, deal coaching, and escalation management.
- Strategically manage sales pipelines, co-selling with Avanade, and engaging teams to build and manage opportunities.
Escalation & Compliance
- Resolve complex and urgent escalations related to solution delivery and compliance, acting as the escalation point for Avanade.
- Uphold Microsoft policies, procedures, and legal compliance standards.
Business Design & Transformation
- Lead strategic business design briefings to optimize mutual success and advise on building high-impact practices across Avanade’s solution portfolio.
- Drive partner digital transformation by integrating Microsoft’s sales and delivery methodology and removing blockers to accelerate pipeline.
- Guide and challenge teams on selling account visions to Avanade decision makers and identifying market opportunities.
Internal Orchestration & Advocacy
- Lead internal orchestration across Microsoft teams to support Avanade’s success and advocate for partner priorities and experience.
- Act as a role model for partner advocacy, driving employee growth and development, executing projects, and managing performance.
Other:
Qualifications
Required/minimum qualifications
- 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.
Other Requirements
- This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
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 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 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
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.