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Microsoft Corporation Director Partner Development Management in Boston, Massachusetts

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 to life and it’s the Global Partner Solutions organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

The Global Partner Solutions (GPS) ISVorganizationembodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work– itisa teamresponsible forleading partnerships and sales with Independent Software Vendors(ISVs)whobuildsolutions on the Microsoft Cloud and operates at global scale.

Microsoft issearching for a talentednewleadertohead the Precision Medicine ISVportfolio andwho willshape the direction and strategy of the partnership witha group ofour largestISVpartners.The leaderwillmanagea portfolio of Microsoft’s most strategic global partners in Pharma, Life Science and emerging verticals in precision medicine. The leader will be responsible for all dimensions of winning the ecosystem withstrategic ISV partners, including portfolio management, alliance management, solution development, sales and channel management, jointmarketingand go-to-market efforts.

This position willinterface with the most senior decision makers and executivesat partners,andto beeffective in this role, you willneed tobe exceptional cross-team collaboratorsandbring multi-disciplinary teams togethertobuild a compelling value propositionfortheseISVpartners. Success for this role will be measured bythe growth in our Partner’s business across the partners’solutionportfolio,byhow satisfiedthey arewith their relationship with Microsoft, and bytheachievement of our joint sales and consumption targets.

Responsibilities

Portfolio Development

  • Establishes long-term partner portfolio strategies to develop and recruit partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to innovate with Microsoft products and services.

  • Gathers, develops, and shares insights with team to identify, engage, onboard, and/or qualify new partners with key applications or solutions to expand Microsoft’s platform and fill gaps.

  • Uses a variety of 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 challenges team on communicating the value of partnering with Microsoft above competitors and effectively manages competitive threats.

Partner Transformation

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

  • 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 of the account planning process.

  • 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.

Solution and Services

  • Coaches and challenges v-team to build and follow strategies towards transforming partner plans and strategies around Data and AI. Oversees transformation process to remove any obstacles or barriers.

  • Proactively drives collaboration to drive business and enable other teams to be more impactful. Fosters a collaborative culture for his/her team. Coaches others on leveraging internal teams and resources to support partners and develop business plans. Provides feedback to ensure plans are aligned with partner needs and sales objectives.

  • Collaborates with the technical lead to get feedback and manage the orchestration between Partner Development and technical teams. Coaches team to leverage technical teams and build knowledge of technical aspects of building and testing solutions and services. Oversees the evaluation of partner products and services.

  • Develops and reviews go to market plans (e.g., campaigns, incentives, and promotions) with partner to ensure plans are aligned with sales goals and will achieve partner readiness. Evaluates and enhances partner understanding of marketing resources (e.g., go-to-market offers) to enable them to exceed co-sell goals.

Sales Leadership

  • Synthesizes team member accounts to identify high-level opportunities to pursue with partners that position Microsoft to be an industry leader. Shares competitive intelligence information with team members to develop appropriate plans. Ensures alignment with the executive industry team at Microsoft.

  • 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.

  • 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 v-team members develop plans and strategies to capitalize on patterns, opportunities, and gaps in partner accounts by leveraging existing products or building new solutions to drive business. Reviews plans across different sales teams to ensure opportunities have been realized and facilitate strategic alignment.

  • Ensures achievement of monthly sales forecasts or revenue goals. Reviews and provides feedback to v-team members on business metrics and performance data to optimize account performance and growth. Consolidates information across v-team members across global regions to conduct high-level analyses.

Role Expectations

  • Industry Leadership – Deep understanding of Pharma, LifeScience and emerging verticals in Precision Medicine industry. Continuously build industry and technical knowledge. Bring innovative industry solutions, benchmarks and references to C-level executives across Clinical Trials, Real World Evidence, ‘’omics’, and Supply Chain segments.

  • Business Leadership - Strong, proven track record of business strategy leadership including leading and driving solution selling across a virtual sales team, focused on business value of technical software solutions to solve customer problems. Track record of success through desired results is a requirement.

  • Ecosystem Development - Anticipate precision medicine market dynamics to drive industry-relevant solutions through partners, influencing BDMs and ITDMs, building trust with stakeholders and help ISVs develop and present customized offerings with Microsoft Cloud services to create business impact and outcomes that accelerate the customer’s digital transformation.

  • Sales Teamwork Experience - High degree of collaboration with multiple Microsoft sales leadership and personnel, as well as Microsoft Partners will be required for success. The ideal candidate will have demonstrated experience in collaborative sales organization and delivered great results.

Qualifications

Required/Minimum Qualifications

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years 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 10+ years partner management, sales, developer, business development, or partner channel development in the technology industry or related experience

  • OR equivalent experience.

  • 7+ years’ experience working in a product management or sales roles in Digital Health or life sciences and biopharma.

The role will require travel 20-25% of the time.

The salary for this role in the state of Colorado is between $136,200 and $198,000.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

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.

Benefits/perks listed here may vary depending on the nature of your employment with Microsoft and the country where you work.US-based employees gain access to healthcare benefits, a 401(k) plan and company match, short-term and long-term disability coverage, basic life insurance, and fitness benefits, among others.

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