Microsoft Partner Development Manager

Vena Solutions

4d•Remote

About The Position

This is a flexible position and has the option of working in our Toronto office full time, hybrid throughout the week or working entirely remotely within Canada or USA. Reporting to the Vice President, Microsoft Ecosystem, the Microsoft Partner Development Manager owns the onboarding, activation, and performance of Microsoft ecosystem partners recruited by Vena, including strategic partners. This role is accountable for converting both Vena-recruited and other platform-aligned partners into productive, revenue-generating contributors through disciplined onboarding, qualification enforcement, structured Partner Health management, and measurable ARR impact within the fiscal year. Success in this role is measured by activation velocity, qualified partner-sourced pipeline, closed/won revenue outcomes, and Partner Health progression — not activity, engagement volume, or partner count. This individual ensures partners meet clear standards for Finance-owned referrals, delivery readiness, co-sell discipline, and Marketplace hygiene while creating upstream leverage inside ERP modernization, Fabric, and Microsoft-led transformation motions. This is not a recruitment or a relationship manager role. It is a performance-driven lifecycle ownership role responsible for turning ecosystem alignment into repeatable ARR growth this fiscal year and beyond.

Requirements

5-7 years of experience in Microsoft ecosystem partner management, channel activation, or enterprise SaaS ecosystem roles
Demonstrated ownership of partner performance standards, pipeline conversion metrics, and revenue outcomes
Proven success accelerating time-to-first-deal and improving partner-sourced close rates
Strong understanding of Microsoft co-sell programs, Marketplace dynamics, ERP modernization, Fabric, and enterprise SaaS motions
Experience enforcing qualification discipline and managing performance-based partner conversations
Analytical mindset with comfort using CRM data, conversion metrics, and ARR tracking to manage performance
Executive presence and ability to influence partner principals and senior stakeholders
Comfort operating in a performance-driven environment with explicit activation and ARR expectations
Interest in AI and willingness to explore AI-driven solutions to enhance performance and drive efficiencies

Responsibilities

Partner Activation & Onboarding:
Own structured onboarding for newly recruited Microsoft ecosystem partners
Drive time-to-first-qualified deal registration within 90 days of onboarding
Establish activation milestones and clear accountability early in the lifecycle
Pipeline & Revenue Outcomes
Drive a minimum of two qualified deal registrations per partner within the first 90 days of onboarding
Deliver measurable partner-sourced ARR contribution within the fiscal year
Partner closely with Sales to support clean co-sell motion and reduce late-stage friction
Partner Health Ownership
Own quarterly Partner Health assessments for assigned partners
Design and enforce improvement plans for Conditional partners Ecosystem Leverage
Insert Vena earlier into ERP, Fabric, and modernization conversations
Travel as required to partner events and sites