Senior Partner Development Manager - ISV, Americas

Microsoft•,

6d•$107,600 - $205,600

About The Position

The Senior Partner Development Manager (PDM) for Microsoft’s Americas Independent Software Vendor (ISV) team is part of the Americas Enterprise Partner Solutions (EPS) sales organization, which is accountable for Microsoft’s commercial partner business. The role manages a targeted portfolio of strategic ISVs and develops mutually beneficial plans based on partner and Microsoft priorities. It is responsible for partner sales strategy, executive engagement, business performance, partner investments, and coordinating sales execution with area and core teams. The manager builds partnerships that help ISVs use the Microsoft Cloud platform and AI capabilities to bring differentiated intellectual property to market. The position works with leading software companies and senior executives, collaborating with stakeholders and colleagues across Canada, the United States, and Latin America. It combines strategic partner management with sales execution, business planning, partner capability development, co-selling, go-to-market campaigns, pipeline management, and performance reviews. The role is expected to embody Microsoft’s growth mindset, innovation, collaboration, respect, integrity, accountability, and commitment to inclusion.

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.
Authorization to work in the United States without requiring employer visa sponsorship now or in the future.
Proven experience influencing senior executive leaders and serving as a trusted advisor on strategy development and stakeholder management.

Nice To Haves

Master’s degree in Business Administration, Business Science, or an advanced degree in STEM or a related field and 8+ years of relevant experience; or equivalent experience.
8+ years of enterprise partner management experience, including experience evangelizing partner solutions, increasing partner commitment, integrating and selling or delivering solutions, building and executing partner business plans, driving partner resources and joint selling goals, and developing partner capability and capacity.
8+ years of enterprise sales experience building, managing, and growing technology partner ecosystem sales programs and organizations.

Responsibilities

Build trusted-advisor relationships with senior partner leaders, align partner priorities and goals with Microsoft’s, identify business opportunities, and develop broad stakeholder maps.
Lead business-design briefings and advise partner leadership on developing a high-impact Microsoft partner practice.
Develop and execute strategic partner business plans aligned with field goals, partner needs, cloud consumption, and digital transformation objectives.
Create and maintain actionable account plans, partner rhythms of business, and short- and long-term performance plans.
Develop partner skills, capabilities, and capacity through training, bootcamps, learning-culture initiatives, campaigns, and digital-selling enablement.
Monitor market conditions and partner impact, assess portfolio patterns and gaps, and identify products, solutions, or joint investments to address opportunities.
Build strategic partnership visions, establish new market partnerships, develop executive connections, and identify opportunities based on industry gaps and emerging trends.
Orchestrate reviews of partner pipelines, top deals, and consumption targets; coach partner sales leaders; connect partner and Microsoft sellers; and help progress opportunities through sales stages.
Develop go-to-market and co-selling strategies, prioritize accounts, advise partners on program and technical requirements, and coach partners on consumption-led business models and economics.
Lead or coordinate campaigns with Microsoft and partner marketing teams, including planning, offers, incentives, readiness, and go-to-market activities.
Support partners in developing and executing marketing plans and securing marketing resources to generate customer sales and gain commercial and consumer share.
Build and launch integrated, industry-specific Marketplace offerings with partners.
Resolve complex and urgent partner escalations by coordinating timely responses from internal teams.
Run regular partner reviews and quarterly business reviews to track plan execution, identify gaps, and agree on corrective actions with stakeholders.
Advocate internally for partners, their solutions, and their issues; connect partners with Microsoft executives; and share insights about the partner experience.
Assess partner progress in building world-class teams and support alignment on selling and technical skills, incentives, and cloud sales transformation.