Microsoft Corporation Director of Partner Development - Industry - ISVs in Cambridge, Massachusetts
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 forthepartnershipmanagementwithIndependent Software Vendors(ISVs)whobuildsolutions on the Microsoft Cloud.
Microsoft issearching for a talentednewleadertoshape the direction of the software partnership with one of our largest strategic Healthcare ISVs. This leaders’ primary objective is to lead the go-to-market strategy andaccelerate growth of this strategic account.The leaderwillmanagea teamof Partner Development Managers (PDMs) and Partner Marketing Advisors (PMAs) whichhas responsibility for all dimensions of the relationship withacross the partner, including alliance management, solution development, sales and channel management, jointmarketingand go-to-market efforts.
This position willinterface with the most senior decision makers and executivesat assigned partners,andto beeffective in this role, youand your team willneed tobe exceptional cross-team collaboratorsandbring multi-disciplinary teams togetherin order tobuild a compelling value propositionfortheseISVpartners. Success for this role will be measured byhow satisfiedthey arewith their relationship with Microsoft and bytheachievement of our joint sales and consumption targets.
To be successful in this role,you should have strong skills in written and oral communications, agrowth mindset,and the willingness to tackle hard problems in innovative ways.Additionaly, you should have a deep understanding of partner business models, industry and competition, digital transformation drivers, cloud platforms, emerging computing trends and their impact on the partner ecosystem. You should also have skills building deep business relationships with CEO’s, CIO’s, CTO’s, CXOs and strong execuvite prescence including presentation skills with large and small audiences. Finally, you should have extensive capabilities managing people and virtual teams across functions and geographies.
Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
Model - Live our culture . Embody our values .Foster adiverse andhighly inclusiveteamenvironment.Practice our leadership principles to create clarity, generate energy and drive successful outcomes.
Coach - Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn.
Care - Attract and retain great people. Knoweach individual’scapabilities and aspirations. Invest in the growth of others.
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.
Identifieshigh-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.
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. Analyzes and incorporates partner capacity into onboarding and training processes. Works withstakeholders tosecure 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 remainup-to-dateon industry, competitor, and market trends.
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 toolsand processes, as well as escalation support to update account information and maintain account hygiene and account activities.
Ensures team members achieve monthly 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.
8+ years partner management, sales, business development, or channel development in the technology industryOR BS/BA degree AND 8+ years partner management, sales, business development, channel development in the technology industry.
2+ years people management experience
Additional or Preferred Qualifications
MBA or Master's Degree in Science, Technology, Engineering, and Mathematics (STEM) related field
5+ years of people management experience
The location for this position is in the United States and it will require travel 30% of the time.
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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