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Microsoft Corporation Partner Development Manager - Manager, GISV 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 and it is the US Global Partner Solutions (GPS) organization that drives the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

As the ISV Partner Development Manager-Manager (PDMM), you will have the opportunity to drive Global ISV and co-sell . 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 customers digital transform. 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 US GISV’s, US 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 for the industry. The role needs to provide leadership to build the right partner capacity and capabilities from within the existing ecosystem and through the recruitment of new targeted partners aligned with the strategic needs of the Global Independent Software Vendors.

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, IP co-sell, customer acquisition, consumption and usage contribution to Microsoft in the US market and overall ISV satisfaction and success.

Responsibilities

People Management

  • Managers deliver success through empowerment and accountability by modeling, coaching, and caring.

  • Model - Live our culture. Embody our values. Practice our leadership principles.

  • Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.

  • Care - Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Partner Centered

  • 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.

  • 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.

  • 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.

  • 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.

  • 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.

Partner Transformation

  • 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.

  • Coaches and creates opportunities for team members to participate in internal and external events as a Microsoft representative to build a strong network and remain up-to-date on industry, competitor, and market trends.

Solution and Services

  • 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.

  • 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 (e.g., category, surface, specialist sales, marketing) 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.

Sales Leadership

  • 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.

  • 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.

  • Ensures 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.

  • Provides clarity about tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) and processes, as well as escalation support to update account information and maintain account hygiene and account activities.

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

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • 10+ years partner management, sales, business development, or partner channel development in the technology industry.

  • OR Bachelor's Degree in Sales, Marketing, Business Operations or related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry.

  • 2+ years people management experience.

Additional or Preferred Qualifications

  • Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry.

  • 5+ years people management experience.

  • Experience in alliance management, enterprise sales, channels, and marketing.

  • Effective people management, business management, and communication skills are critical.

  • The ability to write and present complex ideas and concepts to a wide range and size of audiences, from CVP to CEO level, is a must.

The salary for this role in the state of Colorado is between $146,100 and $216,500.

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.

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.

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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