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Microsoft Corporation Partner Development Manager - Cross Industry ISV in Seattle, Washington

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 achieve our mission.

The mission of the Global Partner Solutions (GPS) organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of managed and unmanaged partners, while also guiding the definition of and establishing excellence in execution. To do this, GPS focuses its efforts around three core motions: Build-with, Go-To-Market (GTM) and Co-Sell.

The Partner Development Manager (PDM) is responsible for the 360-degree business relationship with key independent software vendors (ISVs) that develop and sell solutions build on the Microsoft Cloud. They are responsible for engaging in depth with partners, building trust by sharing insights about how companies can capitalize on market opportunities by partnering with Microsoft. PDMs lead joint business planning, defining solutions portfolio, Go-To-Market, sales and marketing strategies, and driving implementation of all aspects of the strategy by orchestrating relationships between the partners technical, sales and marketing teams and those of Microsoft’s. In this way, PDMs ensure excellence in strategy execution and achievement of partnership growth goals and sales targets.

Responsibilities

Key Accountabilities:

Microsoft Business Leader

  • Leads the creation of a strategic vision rooted to the partners impact and potential across segments, and will generally serve partners that are smaller or startups. Demonstrates an expert understanding of the partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition.

  • Sells account vision to stakeholders and partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Begins to influence the partners strategy via prep sessions and roundtables. Shares market opportunities and gaps in partners strategy for others to address. Understands the partners organization and builds stakeholder maps to expand network.

  • Maintains a deep understanding of the industry and gains insights as partners' businesses change over time. Learns from partners and applies those learnings to other partners. Leverages data to assess opportunities and to optimize the partners business model and identify expansion opportunities.

  • Engages and builds trusting relationships with partners to grow business. Understands partner priorities, strategies, and goals and how they align with Microsoft’s. Builds account plans. Helps with regular partner reviews and quarterly business reviews to track plan execution, identifies gaps, and agrees on any correction of errors.

Partner Transformation

  • Contributes to Business Design briefings advising partner leadership on building a high-impact Microsoft Services practice. Develops and executes forward-thinking partner business plans that develop partner business and support cloud consumption and digital transformation. Considers short- and long-term goals and performance expectations based on partner capabilities.

  • Supports the integration of skills, capability, and capacity plans for the partner business. Helps to influence partner to create a learning culture. Learns the various sales and tech trainings and bootcamps on offer.

Partner Sales and Consumption

  • 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.

  • Supports campaigns with various functional areas and the partners marketing teams. Helps to oversee planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Helps ensures sales targets are clear and that actions and accountabilities are being routinely followed up.

  • Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers (PDMs) and the partners.

Team Mobilizer

  • Leverages internal resources to develop Go-to-Market (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 program, sales, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates and coaches partners around consumption economics (e.g., leverages reports, analyses, etc.).

  • Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) to assist partners with developing marketing plans.

  • Assesses managed partner portfolio to identify clear patterns, opportunities, and gaps in partner accounts that can be addressed with current products and services.

  • Escalates challenges and roadblocks to internal teams (e.g., product groups). Ensures results on partner's behalf through resolution. Supports the orchestration of response to the partner to ensure timely action and resolution from internal teams. Helps to steer other groups in prioritizing partners' solutions and issues.

Specialty Responsibilities

  • Leverages and recruits new partners to grow business. Identifies opportunities to sell Microsoft products and services.*

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 1+ year(s) partner management, sales, business development, or partner channel development in the technology industry or related experience

  • OR equivalent experience.

  • At least 1 year of experience in any of the following : sales, channel sales, account management, account planning, business forecasting, executive relationship management, executive presentations, cross-functional collaboration.

Additional Preferred Qualifications

At least 3 years of experience with at least three of the following preferred

  • Help partners transform and grow their business in the cloud by developing and executing comprehensive partnership plans for a portfolio of partners.

  • Build strong relationships with enterprise customers and partners to design a portfolio of differentiated Cloud solutions, preferably leveraging the Microsoft Cloud and focused on Azure, Dynamics365 and Microsoft 365.

  • Guide partners to build a solutions portfolio aligned with market opportunities

  • Defines roadmap to evolve adoption of the Microsoft Cloud (Azure, Dynamics365 and Microsoft 365) or related cloud solutions

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

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

  • Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close,

  • Experienced in resolving issues with leadership and escalate as required.

  • Drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ transformation goals and business plan.

  • Drive continuous portfolio optimization of partners’ 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.

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 (https://careers.microsoft.com/us/en/accommodationrequest) .

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

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