AdresThe Global Partner Solutions (GPS) Global System Integrator (GSI) organization embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work – it is a team responsible for leading partnerships and sales with our most strategic GSIs who advise, build, and deploy solutions on the Microsoft Cloud at a global scale.
This Partner Development Manager position will interface with senior decision makers and executives at partners. To be effective in this role, you will need to be effective cross-team collaborators and bring multi-disciplinary teams together to build a compelling value proposition. Success for this role will be measured by the growth in our Partner’s business across the partners’ solution portfolio, by how satisfied they are with their relationship with Microsoft, and by the achievement of our joint sales and consumption targets.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
Partner Transformation
Models creating/developing and maintaining a trusted-advisor relationship with complex partners. Ensures virtual team (v-team) members maintain a deep understanding of partner and Microsoft priorities, strategies, and goals to build mutually beneficial plans that achieve strategic alignment and drive growth.
Oversees the development of partner business plans that grow business and promote cloud consumption and digital transformation. Provides feedback on end-to-end plans to ensure they align short- and long-term goals, solution strategies, and performance expectations with partner needs and capabilities. Ensures high quality of the account planning process.
Coaches team on administering training or onboarding to partners on relevant topics (e.g., independent selling, market opportunities, technical information). Analyzes and incorporates partner capacity into onboarding and training processes. Works with stakeholders (e.g., Go-to-Market (GTM) managers and teams) to secure right training/onboarding offering information and ensure it is in place.
Solution and Services
Coaches and challenges v-team to build and follow strategies towards transforming partner plans and strategies around Azure, Data and AI, Biz Apps, M365, etc. Oversees transformation process to remove any obstacles or barriers.
Proactively collaborates to drive business and enable other teams to be more impactful. Fosters a collaborative culture for his/her team and others and leverages internal teams and resources to support partners and develop business plans. Provides feedback to ensure plans are aligned with partner needs and sales objectives.
Collaborates with the technical lead to get feedback and manage the orchestration between Partner Development and technical teams. Coaches team to leverage technical teams and build knowledge of technical aspects of building and testing solutions and services. Oversees the evaluation of partner products and services.
Develops and reviews go to market plans (e.g., campaigns, incentives, and promotions) with partner to ensure plans are aligned with sales goals and will achieve partner readiness. Evaluates and enhances partner understanding of marketing resources (e.g., GTM offers) to enable them to exceed co-sell goals.
Sales Leadership
Synthesizes team member accounts to identify high-level opportunities to pursue with partners that position Microsoft to be an industry leader. Shares competitive intelligence information with team members to develop appropriate plans. Ensures alignment with the executive industry team at Microsoft.
Guides and challenges team on selling account visions to partner decision makers. Challenges Microsoft teams on their value propositions to partners. Reviews plans to ensure alignment between overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's overall business goals. Articulates value propositions to senior business decision makers.
Coaches, challenges, and leads team members to develop effective GTM and co-selling strategies across accounts. Leverages internal resources and outlines key activities and expectations to drive Microsoft and partner sales goals.
Ensures v-team members develop plans and strategies to capitalize on patterns, opportunities, and gaps in partner accounts by leveraging existing products or building new solutions to drive business. Reviews plans across different sales teams to ensure opportunities have been realized and facilitate strategic alignment.
Ensures achievement of monthly sales forecasts or revenue goals. Reviews and provides feedback to v-team members on business metrics and performance data to optimize account performance and growth. Consolidates information across v-team members across global regions to conduct high-level analyses.
Microsoft Business Leader
Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings.
Leads the creation of a strategic vision rooted to the Partners impact and potential across segments. Demonstrates an understanding of the industry and Partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections. Leverages available data to inform decisions and increase.
Partner Sales and Consumption
Possesses a challenger sales mindset and begins to apply this in interactions with partners. Orchestrates reviews of Partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Helps lead the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth.
Leverages internal resources to develop GTM and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing GTM strategies. Advises partner on meeting various programs, initiatives, sales, incentive, and tech requirements.
Partner Performance and Impact
Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Executes a rhythm of business (RoB) for regular partner monthly and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders.
Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts in support of Microsoft solutions through partner GTMs. Advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects. Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.
Qualifications
Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
OR equivalent experience.
Additional or Preferred Qualifications
Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
OR equivalent experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, all qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .
