Partner Development Manager - Global System Integrators

Microsoft•,

3d•$133,000 - $239,800

About The Position

Microsoft Customer and Partner Solutions Core (MCAPS-Core) accelerates customer outcomes and business growth by bringing together product, engineering, marketing, sales, customer success, and partners. The Enterprise Partner Sales team is accountable for Microsoft’s commercial partner business and works to build and sell Microsoft Cloud applications, services, and devices with partners. Microsoft is hiring two Partner Development Managers for Global System Integrators (GSIs). These are active sales roles, with sell-through to GSI customers as the primary motion. One role focuses on the Financial Services and Energy/Resources industries, bringing industry knowledge to strategy, sales, and customer conversations. The other focuses on services partnerships and Finance/HR transformation, shaping a joint services portfolio and selling services into large customer deals. The role leads partner commercial performance and sales impact, develops business strategy between Microsoft and the partner, supports end-to-end solution selling, and influences partner innovation. It involves working with complex partner organizations, building C-suite relationships, and collaborating across stakeholders to accelerate performance and resolve issues. The roles offer exposure to Microsoft’s AI strategy and collaboration with leaders across the company and around the world.

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 equivalent experience.
Executive-level communication and presentation experience, including with C-suite audiences.
Experience working in a global matrix organization and coordinating across sales, partner, technical, and delivery teams.
Microsoft is unable to sponsor a work visa for this role due to the nature of the job duties.

Nice To Haves

Bachelor’s degree in Engineering (for example, Informatics), Business/Economics (Sales), or a related field and 8+ years of experience in IT-related industry sales, partner channel sales, and professional coaching or mentoring, or equivalent experience.
10+ years of complex consultative or solutions selling experience.
For the Financial Services and Energy industry role: experience working in, selling to, or advising financial services or energy organizations, including leading customer conversations on industry business transformation.
For the Financial Services and Energy industry role: experience building and executing industry- or account-level go-to-market and co-sell plans with a global systems integrator or consulting firm.
For the Financial Services and Energy industry role: track record of originating and closing large, complex deals with enterprise customers in a target industry.
For the Services Partnership and Finance/HR Transformation role: experience selling, shaping, or packaging professional services, including combining technology and services into large, multi-workstream customer deals.
For the Services Partnership and Finance/HR Transformation role: experience working within or closely with a global systems integrator, consulting firm, or large services organization, with knowledge of services economics and global delivery.
For the Services Partnership and Finance/HR Transformation role: experience shaping outcome-based commercial models or joint delivery constructs; functional transformation experience, such as Finance or HR, is a plus.

Responsibilities

Develop and execute strategic and tactical partner business plans aligned with Microsoft goals, promoting cloud consumption and digital transformation while considering short- and long-term goals, performance expectations, partner needs, and capabilities.
Develop go-to-market plans and co-sell tactics to identify whitespace, originate transformational opportunities, and activate priority industry and functional accounts.
Lead partner pipeline reviews and coach the partner to transform its sales and consumption strategies.
Facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals that meet consumption and revenue targets.
Work with the partner on top opportunities using the Microsoft sales methodology and prioritize transactions through Marketplace where possible.
Lead the partner’s performance with Microsoft and maintain a regular cadence with executives, sales teams, and delivery teams to identify and resolve execution blockers and accelerate performance.
Drive adoption, usage, and performance of programs and investments that contribute to sales and consumption.
Develop correction plans when execution is below expectations.
Build trusted-advisor relationships with C-suite leaders and align their priorities, strategies, and goals with Microsoft’s.
Turn executive alignment into named-account activation, executive sponsorship, customer engagement, mutually beneficial account plans, and measurable follow-through that delivers strategic growth.
Connect partner, sales, technical, industry, and executive stakeholders to translate strategic alignment into coordinated field execution.
Remove blockers, resolve complex and urgent escalations, guide internal groups to prioritize partner solutions and issues, and engage across Microsoft and partner organizations to accelerate performance and execution.