Sr. Partner Development Manager (PDM) for the Telco Channel / Cloud

The Sr. PDM owns the partner executive C-suite relationship and defines the strategy and the execution engines for the sell-through partner relationship.

The ideal candidate will embrace and excel in the following:

Microsoft Business Leader: own the C-Suite and 360 business relationship, aligned to partner performance/growth and success and is the trusted business partner

Sales Leader: Demonstrates sales challenger mindset to define joint sales & GTM strategy with the partner, identify, assess, manage and accelerate success engagements  that drive growth and performance through revenue, customer acquisition, consumption, usage at scale

Partnership Transformation Leader: Accelerates Partner & Solution transformation across Microsoft solution area and industry clouds to capture market opportunities and accelerates and transition to new commerce

Team Mobilizer and Cultural Leader: Lead a healthy cross-organizational team with growth mindset. Mobilizes people and resources, drives focus and mindshare to support business outcomes in both Microsoft and partner organizations.

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.

The mission of the Global Partner Solutions – US (GPSUS) organization is to accelerate Microsoft’s growth through its extensive ecosystem of partners while guiding the definition of and establishing excellence in execution across US Partner teams.

The Global Scale Services (GSS) Partner Development Manager (PDM) is responsible for the 360 degree business relationship for one of our largest Scale Partners that sells, delivers services and supports Microsoft’s three cloud solutions. The PDM is the pivotal role in the relationship Microsoft builds with our partner. This role is responsible for engaging at the executive level within our scale partner, building trust by sharing insights on how they can best capitalize on market opportunities with Microsoft. The GSS PDM will lead the building of joint business plans (defining solutions portfolio, Go-To-Market, sales and marketing strategies), driving implementation of all aspects of the strategy by orchestrating relationships between the partners teams (technical, sales and marketing) and Microsoft’s, ensuring excellence in execution of the strategy, and achieving partnership growth goals and sales targets.

Responsibilities

Key Accountabilities:

Help our GSS scale partner transform and grow their business in the cloud by developing comprehensive partner business plans identifying short and long-term strategic goals and tactical execution.

Build strong relationships with Microsoft and partner resources to design and build a solutions portfolio of differentiated Cloud solutions aligned with market opportunities and across Microsoft’s three clouds: Azure, Dynamics 365, and Microsoft 365.

Identify an effective path to market with solutions and Go-To-Market (GTM) activities

Track pipeline health on deals to accelerate sales momentum and cloud consumption.

Drive performance management through monthly/quarterly partner business reviews to assess overall performance, measure against partners’ transformation goals, and make adjustments, as necessary.

Drive continuous optimization of partner’s performance as measured by revenue, pipeline, consumption, usage and partner impact.

Develop strategic content that will allow better positioning of our partnership internally and externally.

Qualifications

Required Qualifications

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

OR equivalent experience.

Additional or Preferred Qualifications

Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate partner growth and innovation.

7-10+ years of experience in core sales experience, partner channel development, sales, business development, alliance management in the technology industry

Deep strategic advisor and executive relationship management experience driving sales with partners in commercial businesses.

Strong experience of managing virtual teams across functions and geographies.

Strong influence and orchestration skills helping align Microsoft and partner resources to drive solutions that support customer needs.

Inclusive and collaborative - driving teamwork and cross-team alignment.

Strong partner relationship management and solution development skills

Excellent communication and presentation skills with a high degree of comfort

Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through.

Experience with technology platforms and solutions with a reasonable level of technical proficiency

Bachelor’s degree required (Sales, Marketing, Business Operations)

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.