Partner Development Manager - Telco
About The Position
The Partner Development Manager – Telco leads Microsoft's Americas Telco partner strategy and execution across the United States, Canada, and Latin America. The role drives partner performance and sales results by bringing Microsoft communication, productivity, security, and cloud solutions to market through Telco partners as they evolve from connectivity providers into cloud, AI, and managed services providers. It requires market insight, technology-industry knowledge, executive presence, and the ability to develop a strong ecosystem of Telco partners. The position defines the Americas Telco sales strategy, builds executive relationships with partner CxOs, maximizes partner investments, and establishes a predictable operating rhythm with partners and Microsoft stakeholders. It connects Telco Partner Development Managers with Americas Channel leadership and the broader Microsoft field, aligning partner and field go-to-market priorities and supporting joint customer outcomes. The role also shapes partner coverage and operating models, develops partner technical practices, and promotes Microsoft culture and values.
Requirements
- Bachelor's degree in Marketing, Business Operations, Computer Science, or a related field and 8+ years of experience in partner management, sales, business development, or partner channel development in the technology industry or related experience, or equivalent experience.
- Microsoft is unable to sponsor a work visa for this role due to the nature of the job duties.
Nice To Haves
- Master's degree in Business Administration, Business Science, or an advanced degree in a STEM or related field and 10+ years of relevant experience, or equivalent experience.
- Significant experience in partner management, sales, business development, or partner channel development in the technology industry or a related field.
- Ability to provide strategic leadership, influence senior stakeholders, drive partner growth initiatives, and lead complex go-to-market campaigns, with expertise in Microsoft solutions and evolving market trends.
- Experience in Telco, service provider, or communications industry partner management, sales, business development, or channel development, or equivalent experience.
- Experience owning partner performance and sales results for a sales unit or partner type, including accountability for FRA and forecast integrity and translating insights into strategic plans.
- Ability to engage senior partner leaders, influence business outcomes, align strategy and joint commitments, and ensure accountability for Partner Business Plan priorities, Metrics that Matter, KPIs, and growth execution.
- Experience working across the United States, Canada, and Latin America.
- Spanish or Portuguese language skills.
Responsibilities
- Own the strategy and execution of Telco partner performance and sales results across the Americas, aligned with Americas Channel objectives and growth priorities.
- Deliver the Telco partner type FRA and maintain forecast integrity throughout the fiscal year; assess metrics and convert results into priorities, plans, and corrective actions.
- Assess customer TAM and market intelligence to develop proposals addressing opportunities, challenges, and risks in the Telco segment.
- Co-develop and execute Telco solution plays supporting FY27 priorities: Microsoft 365 Copilot adoption and NPSA execution, Azure consumption growth through AI and database migration, and Teams Phone and Operator Connect calling motions.
- Drive CSP program utilization, incentive attainment, and compliance across Telco partners, ensuring partner investments contribute to growth.
- Engage partner CxO leaders and country managers to align strategy, joint commitments, and priorities in Partner Business Plans, and manage a business rhythm focused on Metrics that Matter, KPIs, and growth priorities.
- Align Telco partner go-to-market strategy with Microsoft sales leadership across SME&C, Enterprise, and industry teams.
- Connect Telco Partner Development Managers with the Microsoft field organization to foster co-selling and joint customer outcomes.
- Define and govern the Americas Telco operating model, including territory and partner coverage, role clarity, team KPIs, and quarterly business reviews.
- Establish a collaborative operating model with US, Canada, and Latin America Channel leaders and shared services, with transparent engagement across organizations.
- Work with Partner Technical leaders to advance Telco technical practices and recruit and enable partners to build scale, capacity, and consumption.
- Develop consistent strategy, execution, and co-sell plans for locally managed Telco partners, using Metrics that Matter and sharing best practices with partner type leads in other regions.
- Connect Telco partners with Microsoft go-to-market teams to develop customer case studies and evidence of transformation success.
- Contribute to organizational health and embody Microsoft culture and values, including trust, inclusion, diversity, empowerment, and accountability.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
