Microsoft Corporation Senior Partner Development Manager - Global Systems Integrator in Boston, Massachusetts
As a part of the One Commercial Partner Organization, the Global Systems Integrator (GSI) & Advisory Team is responsible for managing our largest global partners. Our aspiration is to grow revenue and build a long-term profitable business with three of our most strategic partners. This role will report directly into the US OCP “Build With” services organization on the GSI & Advisory partner development team. This team manages the largest system integrators in the world and top advisory partners.
The PDM role requires close engagement with the US enterprise commercial and regulated industries field sales teams, WW One Commercial Partner, Go-To-Market team, Sell-With team, and the technical enablement team in the US. The candidate will need deep experience influencing strategic relationships within a partnership to achieve results at a national level. The ideal candidate is a strong people leader capable of setting culture, establishing strategy and driving organizational alignment. This individual deeply understands our technology and can assess new opportunities and establish innovative and breakthrough approaches to translate that opportunity into revenue.
Drive Revenue Growth
100% attainment on key performance indicators and driving the 3 clouds for Microsoft: Azure Consumed Revenue, Dynamics Billed Revenue and M365 Active Usage
Overall single point of contact and relationship owner
Build trust and executive relationships with Microsoft US and WW senior leadership and corresponding partner leadership teams
Evangelize partner solutions with the US Microsoft field sales teams and clearly articulating the partner’s value propositions to the Microsoft teams to foster proactive engagement with Channel Management and Field sellers
Review pipeline and drive opportunity velocity with our field
Partner Satisfaction: Ensure strong business relationship and understanding of partner’s needs identifying clear conditions, accountability, progress measurement and time lines
Integrate Partner with Field Sales Teams
Partner with Channel Management & relevant field roles to deliver field execution ready Partner sales plays to deliver Microsoft wins and ACR impact
Integrate partner with Microsoft field resources across the field to jointly account plan and close new business together.
Measure and manage Partner’s success against metrics to maximize win-win results and strategic partner investments
Rhythm of the Business:
Disciplined Business Management: Responsible for contributing to monthly Business Reviews that provides a consistent and predictable Rhythm of the Business (ROB).
Drive Quarterly Business Review and other ROBs to track progress against goals and commitments; Collaborate for revenue and scorecard impact through evangelizing partner value to Microsoft stakeholders & customers
We are looking for a highly motivated individual with a minimum of 10+ years’ experience with managing large SI/Advisory Partners. The candidate should possess exceptional verbal and written communication skills, strong execution skills, creativity and the ability to work effectively under deadlines and in complex business environments. In addition, strategic thinking ability to define and drive an end-to-end business plan will be key. The candidate should have a proven track record in building business relationships that result in revenue impact. The candidate must also be a highly motivated self-starter that will demonstrate initiative and ability to work as part of a global, virtual team environment that demands excellence. Lastly, this role will be interfacing with the senior most levels within Microsoft and our top partners and will be expected to drive effective executive communication and management skills.
The ideal candidate has:
7 years of experience in partner channel development, sales, business development, alliance management in the technology industry
Proven background in managing cross-functional teams (marketing, technical and sales)
The ability to influence and impact executives in partner organizations
Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
Strong teamwork skills are also required to successfully work in what is a highly matrixed environment.
Inclusive and collaborative - driving teamwork and cross-team alignment
Bachelor degree preferred
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) .
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