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Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission and it is the Americas Global Partner Solutions, organization that drives the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

As a Americas Global Partner Solutions ISV (Independent Software Vendor) Partner Development Manager-Manager (PDMM), you will have the opportunity to drive Global ISV Apps and Infrastructure Partnerships. This senior leader represents Microsoft to the ISV ecosystems and manages a team of PDMs communicating our strategy, selling our vision and bringing partners along in helping our customer digital transformation. The seniority of the role is evidence of Microsoft’s deep commitment to our ISVs’ success in the cloud and to enable mutually beneficial relationships.

The PDMM is a key and influential role within the Microsoft Americas Segments, Americas GPS and across Microsoft. The charter of the PDMM and team is to develop and drive the partner engagement, solution development and business growth strategy. The role needs to provide leadership to build the right partner capacity and capabilities from within the existing ecosystem aligned with the strategic needs of the Microsoft Solution Area.

The PDMM is responsible for accelerating our partners’ transformation to the Microsoft Cloud and driving strong partner preference on Microsoft’s platform versus our competition sales, marketing, technical capacity and execution, co-sell, customer acquisition, consumption and usage contribution to Microsoft in the Americas market and overall ISV satisfaction and success.

Responsibilities

Microsoft Business Leader

• Creates the strategic vision for developing and executing partner business plans that leverage creative solutions, drive growth for the partner and Microsoft, and streamline cloud consumption and digital transformation. Establishes the goals, strategies, and expectations of plans. Establishes, ensures, and drives high quality and rigor of the planning and execution process (e.g., ensures follow through, tracking of key metrics, etc.) for both Microsoft and partners. Ensures additional cloud services and prioritized solutions are included in the plan. Shares senior expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Directs team to lead a strategic, effective, and actionable World-class Account Plan to land Global Partner Solutions (GPS) priorities.? Establishes and maintains partner Rhythm of Business (RoB) across all levels and ensures accountability as appropriate. Brings deep subject matter expertise to enrich designs and plans.

• Ensures implementation of strategies to convince C-suite leaders of Microsoft's value over competitors. Innovates Microsoft corporate strategies based on local partner market in collaboration with internal teams (e.g., Segments, Global Partner Solutions, Business in Marketing Organization (BMO)). Coaches and guides team on communicating Microsoft's value to partner leaders above competitors. Anticipates, communicates, and addresses competitive threats throughout the selling and account management lifecycle. Defines partner selection for multiple teams. Delivers strategic business impact and focuses the team on driving business outcomes. Reviews and creates proposed accounts, territories, or segment visions to ensure they are aligned with overall Microsoft value proposition and value propositions and overall partner business goals. Advises and challenges team to influence senior business decision makers to adopt proposed account visions. Directs strategic alignment internally as well as with account planning and business planning partners, integrating key information across teams to help guide shared purpose. Ensures accountability for teams to build, maintain, and apply in-depth knowledge of products, channels, end customers, and industry and market trends to share with partners.? Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences strategic long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Directs teams to review across accounts to identify high-level opportunities to secure Microsoft as an industry leader and ahead of emerging trends. Brings the voice of the partner, identifies market trends, identifying opportunities and challenges, and activates team to capitalize on opportunities.

• Develops strategies for creating/developing long-term trusted-advisor relationship with major global partners, even in difficult situations, to ensure strategic alignment and drive growth. Provides direction on developing mutually beneficial account plans that account for both partner and Microsoft priorities, strategies, and goals. Ensures accountability for teams to leverage trusted advisor relationships and expertise to clearly articulate short- and long-term business opportunities for partners and ways to pursue them.? Directs long-term strategies to influence C-suite/board level across complex stakeholder maps.

• Ensures accountability for team members to develop plans and strategies to capitalize on patterns, opportunities, and gaps in partner accounts by leveraging existing products or investing in building new solutions to drive business. Reviews plans across different sales teams to ensure opportunities have been realized and ensure strategic alignment. Consults with industry experts to recommend portfolio enhancements for partner. Ensures strategic alignment of current and future portfolios through respective long range planning (LRP), secures time to impact, and considers for the timing and location of the sources resulting on a net positive upside. Directs teams to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings

• Guides and holds teams accountable for providing thorough training or onboarding on a variety of topics (e.g., independent selling, market opportunities, technical information) based on partner needs to ensure partner readiness. Drives partner capacity into onboarding and training processes. Works with multiple executive partner stakeholders to drive capabilities. Influences stakeholders (e.g., Go-to-Market managers and teams) to secure right training/onboarding offering information and ensure it is in place. Directs teams to drive growth and transformation. Directs teams to create local strategies to align capacity and capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Identifies long-term strategies to monitor market landscape and partner's impact and leverages their end-to-end understanding to influence the local strategy in business planning decisions.

Partner Assessment and Qualification

• Sets and manages innovative recruitment strategies to identify and onboard new partners and upsell products and services with current partners to create a strong portfolio, maximize business, and capitalize on market opportunities. Provides opportunities for others to influence partner executives to pursue opportunities with Microsoft. Develops and shares best practices across teams on portfolio balance and partner capacity, and leveraging actionable insights from investing the investing community.

Partner Performance and Impact

• Guides team members and partners in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Coaches and leads team members on how to provide the right mix of incentives and offers to the partners. Directs team members to lead with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers.? Acts as an expert resource and trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories). Drives continuous improvement and learning, leading from the outside in, advocating to be preferred option for partner. Stays ahead of customer requirements, needs, and expectations.

• Ensures partner advocacy is a guiding force within the culture of the team, and holds multiple teams accountable for advocated internally and escalating urgent partner issues. Acts as a thought leader for the team and organization for partner advocacy. Provides expert level coaching and guidance to team members on escalation processes and resolution tactics. Drives shared accountabilities across GPS and with Segment Leaders. Orchestrates regular business reviews, Build, and Co-Sell rhythms of business (RoBs), mobilizing the ideas, resources and support required to exceed targets in alignment with appropriate stakeholders. Drives long-term relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support of the Device + Services with Modern Workplace and M365, Teams, including the Azure opportunity through direct, and indirect partner GTM.? Ensures teams' accountability to advocate for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for device roadmaps and opportunity pipelines and transformational projects.? Directs teams to actively seek opportunities to demonstrate the value of the partner to other organizations within Microsoft.

Partner Sales and Consumption

• Develops innovative strategies for initiating and leading seamless and successful digital transformation processes of partner plans and strategies around solutions and services. Guides, challenges, and sets up structures for key team members to stay on top of the pipeline by deeply integrating themselves with partners and being proactive in challenging partners' needs and goals. Directs team to partner with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Directs team to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals. Directs team to guide partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship.? Guides sales rhythm for partner business with Partner Development Managers (PDMs), connects to segment sales teams and recommends methods, programs, and/or incentives to improve connection between partners and Microsoft sellers. Serves as sales sponsor for big enterprise opportunities with partners. Ensures partner pipeline is reflected in MSX. Creates enterprise value from pipeline insights. Drives pipeline insights from respective actions to create enterprise value.

• Directs teams to develop and implement strategies for orchestrating go-to-market, co-selling, and incentive strategies for strategic, global and local partners. Outlines activities and expectations for both Microsoft and the partner to sales goals while taking into account Microsoft and partner business situations. Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Directs co-selling and customer transactions through Marketplace.

• Leads highly complex and high impact campaigns with various functional areas and the partners marketing teams. Creates structures and processes to ensure campaign tactics, offers, and incentives for partners are relevant and updated as needed. Holds multiple team members accountable for following up on the core sales activities and will guide resourcing efforts, and adhering to business process and compliance standards. Directs team to ensure sales targets are clear and that actions and accountabilities are being routinely followed up. Directs team members to ensure Launch Excellence with sales readiness, device assortment and GTM activities. Critically analyzes current investment structures and incentives in order to identify and recommend improvements. Guides and directs teams on developing marketing strategies (e.g., campaigns, incentives, and promotions) that are aligned across teams to drive customer sales and secure partner readiness. Provides teams direction for reviewing the implementation of marketing plans to evaluate return on investment (return on investment [ROI]). Provides guidance, coaches, and challenges team on advising partners on marketing initiatives. Drives strategic initiatives to work on deals to gain commercial and consumer share. Holds teams accountable to ensure Launch Excellence including Partner sales readiness and go- to- market activities. Demonstrates an advanced understanding of GTM programs and runs highly complex campaigns, and actively coaches team. Identifies new sources of GTM funding. Directs teams to build and launch integrated industry specific offerings on Marketplace with partners.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science 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.

• 5+ years people management 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 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience

• OR equivalent experience.

• 8+ years people management experience.

Partner Development Management M6 - The typical base pay range for this role across the U.S. is USD $155,000 - $243,000 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $198,800 - $267,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: US corporate pay information | Microsoft Careers (https://careers.microsoft.com/v2/global/en/us-corporate-pay.html)

Microsoft will accept applications for the role until January 19, 2025.

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) .