Partner Development Manager

Microsoft

About The Position

Microsoft Americas’ Enterprise Partner Solutions Americas (EPS) team energizes and leads the talented ecosystem of partners essential to billions of users that power, enable, and innovate with millions of organizations. The organization’s charter is central to Microsoft’s entire cloud portfolio, and we have ambitions to do much more, especially with our trusted ecosystem partners. This team primarily works with System Integrators (SIs) and Software Development Companies (SDCs) to bring Microsoft’s mission to life. We are looking to hire a Partner Development Manager (PDM) aligned to Avanade and Accenture to help lead the strategic vision and execution for partner growth across all solution areas within the Small Medium Enterprise & Channel (SME&C) organization —including Applications & Infrastructure, Data & AI, Modern Workplace, Business Applications, and Security. You will drive alignment between both Avanade's and Accenture’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. As a PDM, you will manage complex escalations, resolve blockers, and champion digital transformation initiatives to accelerate impact in the market for Avanade and Accenture. Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Requirements

Bachelor’s Degree in Marketing, Business Operations, Computer Science, or a related field AND 5+ years of experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
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.

Nice To Haves

5+ years of enterprise partner management experience including but not limited to any combination of the following: evangelize partner solutions, increase partner commitment, integration, sell & delivering solutions, build and execute partner business plans, lead and drive partner resources and execute joint selling goals, drive capability and capacity
5+ years of enterprise sales experience, building, managing, and growing technology partner ecosystem sales programs and organizations
Proven experience with influencing senior executive leaders and being a trusted advisor on strategy development and stakeholder management.
Knowledge of market partner software offerings around enablement, PRM, incentives management, lead sharing.

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
Embody our culture and values