Microsoft’s Distributor and Reseller ecosystem is one of the most powerful growth engines in ANZ. As a Senior Partner Development Manager (PDM), you will shape the strategic direction of Microsoft’s top distributors and the thousands of resellers they influence accelerating CSP transformation, cloud scale, and AI-first adoption across the market.

This is a high-impact role at the intersection of Frontier enablement, ecosystem orchestration, and strategic business leadership.

Why this role matters

Strategic Distributors sit at the centre of Microsoft’s partner supply chain, influencing reach, capability, and execution at scale.This role leads distributor strategy across ANZ, with direct impact on:

• Cloud Solution Provider (CSP) growth at scale
• AI-first transformation across the reseller ecosystem
• Frontier enablement and capability uplift
• Market execution through co-sell and partner-led lifecycle motions
• Expansion of Microsoft footprint across SMB, Corporate and industry segments

As the Senior Partner Development Manager for Strategic Distributors, you will:

• Shape multi‑year strategy with Microsoft’s highest‑impact distributors
• Drive CSP scale, AI‑first transformation, and Frontier capability uplift across distributor + reseller ecosystems
• Lead a virtual team of sales, technical, and marketing specialists aligned to your portfolio
• Influence senior executives across ANZ’s largest distributors
• Orchestrate co‑sell execution, market expansion, and joint GTM strategies
• Deliver systemic impact through the breadth reseller engine Microsoft’s ultimate scale advantage

Drive Strategic Growth Across the Distributor & Reseller Ecosystem

• Build multi‑year strategic business plans with distributors incorporating Microsoft Cloud, CSP, AI, Azure, Security, and Frontier programs.
• Orchestrate multi-party deal cycles that align partner ambition with Microsoft’s strategic priorities and measurable outcomes.
• Shape competitive strategies to expand Microsoft presence across reseller communities and new markets.

Lead Frontier Enablement at Scale (Distributors + Resellers)

• Embed Microsoft’s Frontier capabilities across distributors and their reseller networks.
• Drive readiness, skilling, and capability frameworks enabling partners to become AI-first sellers, accelerating CoPilot and Microsoft Cloud adoption.
• Activate scalable Frontier plays,data, AI, security, industry solutions via distributor engines, GTM motions, and marketplace activation.
• Guide ecosystem-wide transformation with structured adoption roadmaps, operational excellence, and measurable capability uplift.

Influence C-Suite & Executive Leadership

• Operate as a trusted advisor to Distributor and major reseller executives.
• Shape investment decisions, modernization agendas, and joint strategic priorities aligned to ANZ market opportunities.
• Strengthen Microsoft’s leadership position across the ecosystem through strong executive governance and consistent business impact.

Execute High-Impact CSP & Co-Sell Strategies

• Build scalable go‑to‑market plans that drive CSP renewals, modernisation, subscription revenue, and lifetime customer value.
• Mobilize distributor engines to drive pipeline acceleration, co-sell readiness, AI-first solution plays and aligned field execution.
• Deliver predictable forecasting, disciplined governance rhythms, and operational excellence.

Operate as a Cross-Company Leader

• Lead across Sales, Finance, Engineering, Legal, Marketing, and Executive offices to remove blockers and accelerate outcomes.
• Represent distributor and reseller needs internally and advocate for fast, high-

Lead a High‑Performing Virtual Team

• Lead and coordinate sales, technical, and marketing resources aligned to your Distributor portfolio
• Drive rhythm, clarity, prioritization, and execution excellence across all workstreams
• Partner cross‑functionally with Finance, Legal, Engineering & Segment leadership to remove blockers

Minimum required qualifications

• 10+ years in partner management, business development, channel sales or ecosystem leadership in the technology sector.
• Proven success scaling programs across distributor and reseller networks.
• Deep experience influencing executive stakeholders, shaping C-suite decisions, and driving complex, multi-partner execution.
• Strong understanding of CSP models, cloud economics, AI-led transformation, and partner sales engines.
• Strength in forecasting, pipeline management, and disciplined operational governance.

Microsoft is an equal opportunity employer. Qualified applicants will be considered regardless of age, ancestry, disability, gender identity or expression, marital status, national origin, veteran status, race, religion, sex, sexual orientation, or other protected characteristics.

Applicants needing assistance or accommodation due to disability may submit a request through the Microsoft Accommodation Request form.

Benefits vary based on country and employment type.

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.