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Are you inspired by the prospect of helping our customers achieve their digital transformation by leveraging the power of Microsoft’s Cloud and solutions? Are you excited by the opportunity to drive Go-To-Market (GTM) strategy and sales across a select group of Microsoft’s most strategic and high growth partners?

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 Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft. The Global Systems Integrators (GSI) team team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.  

Microsoft’s Global Commercial GSI team is looking for a Senior Partner Development Manager to develop and grow our Modern Work business with the 3 of our largest GSIs. This role has a specific focus on developing Microsoft’s combined business and technology-based GTM including offerings, Cosell and consumption. Responsibilities include executing strategic Go-To-Market initiatives that will help our partners and customers achieve their digital future.

This worldwide role reports to the General Manager GSI and will require a high degree of executive engagement. This position is unique in that it combines strategic thinking, business development leadership, virtual team management and global customer and partner engagement.

Responsibilities

Your responsibilities will be to develop and execute a Partner Solution Sales and Territory plan across 3 GSI partners. You will be expected to drive sales through both partner-led and co-sell initiatives to achieve quarterly KPIs. As a Leader of Modern Work Solution Sales, your role involves driving your partner's sales execution at a large scale. Your deep solution area expertise and business acumen will be leveraged to drive pipeline, wins, revenue and usage impact month-on-month and quarter-on-quarter. Success in your role will be achieved through skilling in Solution Area depth and executing across the Microsoft’s MCEM sales model. You will be responsible for creating and executing a well-designed Solution Area focused plan. Additionally, you will actively seek to enhance your career path through recommended and additional training.

Partner Centered

• Develops the Modern Work partnershipto create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services.

• Takes an AI leadership role across our partners, to translate the business value into how Microsoft technologies – namely Microsoft 365 Copilot – can transform our partner and customer business

• Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.

• Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.

• Builds and maintains a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.

Partner Transformation

• Develops, manages, and executes highly strategic and impactful partner business plans for all managed partners that grow partner business and facilitate cloud consumption and digital transformation. Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.

• Coaches and challenges partners to transform their plans and strategies around Solutions and services. Advises partner throughout application or product launch processes to ensure smooth development. Identifies opportunities to make the market.

• Works with technical teams to build solutions or services and to demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns, technical resources to articulate and bring business value to the partner.

• Transforming our partner offerings to be digital at the core. Two key focus areas are AI-enabled transformation across Microsoft’s products and services and embedding Microsoft’s AI platform into partner GTM offerings

Sales Leadership

• You will be responsible for owning the Cloud Solution Area (CSA) pipeline and leveraging investments to drive pipeline velocity across all customer segments.

• You will be accountable for the CSA revenue forecast for your portfolio of assigned partners.

• Your role will involve coaching the value of the solution area plays with your assigned partners and securing their commitment for further solution sales practice acceleration to increase their share of wallet.

• You will be tasked with driving inbound referral sharing to contribute to the Qualified Pipe and Top of Funnel.

• You will leverage investments and incentives to drive pipeline forward through the sales stages and to encourage deployment and consumption.

• You will be expected to support the partner in driving top key deals to deliver revenue impact to the business, assisting in removing commercial blockers and coaching on compete challenges.

• Ensure partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secure marketing resources (e.g., Go-To-Market offers) to support partners with developing marketing plans.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ 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 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience

• OR equivalent experience.

• Enterprise sales leadership experience

• Partner/customer cloud services strategy development experience

• Ability to analyze partner business model & financials to develop business models and new revenue streams

• Have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams.

• Demonstrated ability to motivate & drive sales results through a global v-team

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

Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 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 $144,000 - $203,500 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 September 17, 2024.

#IPS

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) .