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Partner Development Management Manager (PDMM, People Manager) in GPS, you will have the opportunity to drive one of the fastest growing businesses at Microsoft that is at the leading AI edge of the industry shift to cloud services and digital transformation, and shapes the world’s largest partner ecosystem in Technology. This senior Leader represents Microsoft to the Partner ecosystem, communicates our strategy, sells our AI vision and brings partners along in helping our customers digital transform. The seniority of the role evidences Microsoft’s deep commitment to our partners success in the cloud and to enable mutually beneficial business relationships.

Responsibilities

Partner Assessment and Qualification

• Establishes long-term partner recruitment strategies to identify and recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services. Coaches team members on portfolio balance and partner capacity, and to derive actionable insights from investing the investing community.

Partner Performance and Impact

• Acts as a role model for the team and organization for partner advocacy. Provides 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.

• Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PMA-MW) in support with Modern Workplace and M365, Teams, including the Azure opportunity through direct, and indirect partner GTM

• Advocates 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.

• Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.

• Supports team members and partners in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales.

• Coaches team members on how to provide the right mix of incentives and offers to the partners. Provides team direction 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 a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories)

Microsoft Business Leader

• Uses strategies to convey the value of partnering with Microsoft over competitors in roundtables in front of broad audience.

• Combats competition throughout the selling and account management lifecycle.

• Guides and supports others on communicating the value of partnering with Microsoft. Helps to define partner selection for the team. Delivers business impact and focuses the team on driving business outcomes.

• Responsible for establishing new market opportunities by working with market makers and establishing a long-term strategic vision and the art of the possible for partners, leading opportunities for deeper commitments.

• 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. Mentors and guides individuals and/or team(s) to build, maintain, and apply in-depth knowledge of products, channels, end customers, and industry and market trends to share with partner(s).

• Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences mid-term partnership horizons. Drives understanding of the multiple facets of a partnership.

• Guides and synthesizes teams with identifying market high-level market opportunities to pursue with partners that would fill industry gaps and provide and position Microsoft to be an industry leader.

• 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 managers and teams) to secure right training/onboarding offering information and ensure it is in place.

• Guides team to drive growth and transformation. Guides team 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.

• Builds and scales partner digital selling capabilities. Strategically monitors market landscape and partner's impact and leverages their end-to-end understanding to influence the local strategy in business planning decisions.

• Ensures team members 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 facilitate strategic alignment. Consults with industry experts to recommend portfolio enhancements for partner.

• Guides team to build and maintain Quarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings

• Models creating/developing and maintaining a trusted-advisor relationship with complex partners. Ensures 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.

• Guides team(s) to establish trusted advisor relationships and expertise in partners' strategies and business imperatives. Ensures that short- and long-term business opportunities for partners and ways to pursue them are clearly articulated.? Influences and plays an active role across a complex stakeholder map.

• 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 and rigor of the planning and execution process (e.g., ensures follow through, tracking of key metrics, etc.) for both Microsoft and partners.

• Shares 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.

• Drives 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 takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans.

Partner Sales and Consumption

• Leads campaigns with various functional areas and the partners marketing teams. Ensures the team has the available resources to help structure planning, campaign tactics, offers, and incentives for partners.

• Holds team members accountable for following up on the core sales activities and will guide resourcing efforts. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Guides team 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. Reviews and challenges marketing plans (e.g., campaigns, incentives, and promotions) developed by team members to ensure plans are aligned with sales goals and will achieve partner readiness.

• Evaluates and enhances team understanding of marketing resources (e.g., go-to-market offers) to enable them to provide partner support. Coaches team to work on deals to gain commercial and consumer share. Guides team 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. Guides others to build and launch integrated industry specific offerings on Marketplace with partners.

• Coaches, challenges, and leads team members to develop effective go-to-market and co-selling strategies across accounts. Leverages internal resources and outlines key activities and expectations to drive Microsoft and partner sales goals.

• Ensures team possesses the requisite skills and capabilities and creates capacity plans for the team. Influences partner to create a learning culture and leads partner towards meeting various programs, initiatives, sales, incentive, and tech requirements.

• Leads orchestration and acceleration of blocker removal, including internal escalation(s) as needed.

• Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Manages co-selling and customer transactions through Marketplace.

• Coaches and challenges team to build and follow strategies towards transforming partner plans and strategies around devices and solutions. Oversees transformation process to remove any obstacles or barriers.

• Coaches the team and builds processes to ensure team members are staying on top of the pipeline by getting closer to their partners and being proactive in asking partners what support they need.

• Guides team to partner with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth.

• Guides team to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals.

• Provides team direction to partner through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship.

• Coaches and challenges others on how to drive sales rhythm for partner business with Partner Development Managers (PDMs), connect to segment sales teams, and recommend methods, programs, and/or incentives to improve connection between partners and Microsoft sellers. Serves as sales sponsor for big enterprise opportunities with partners.

• Coaches the team on how to ensure partner pipeline is reflected in MSX.

Qualifications

Required/minimum qualifications 4+ years people management experience. 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 6+ years people management experience. 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) .