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Microsoft Corporation Partner Development Manager - Breadth in Cambridge, Massachusetts

There has never been a more exciting time to join Microsoft and to be part of the transition of becoming a leader in selling devices and services. Microsoft Surface brings together the best of Microsoft and offers us a tremendous opportunity to scale our reach through the commercial reseller channel. Today’s resellers are investing in Cloud services, online marketplaces, Partner Lifecycle Management as well as offering services at scale that enable the productivity solutions that commercial customers demand.

The Surface Partner Development Manager (PDM) is focused on sales of Surface devices across all commercial customers within regulated industries and SMB. This role is specifically focused on developing and growing our breadth business). The role will manage the community of DMPs (Distibution Managed Partners), focusing on growing our top tier of Gold and Silver DMPs as well as other strategic Modern Work DMPs. In addition, our very top tier of Authorized Device Resellers (ADRs) drive substantial SMB business so this role will align with their PDMs to ensure SMB continues to thrive in their accounts. The role is accountable for ensuring the commercial channel represents the excellent brand of Surface, enablement of channel to offer solution selling of Surface devices with Microsoft cloud and other critical services such as subscription offerings, auto-pilot deployments, imaging and device management. The role will support the sell-In of devices, accessories and services into distribution as well as manage the Sell-through from distribution to reseller to end customer.

Performance is measured against the targets and goals established in our commercial channel business plan for Surface and reviewed on a regular basis as part of the business rhythm. This Surface PDM is expected to work cross segment with partners, and internally with field sales, marketing and the broader channel team. S/he is expected to drive development of solutions with partners and plans to accelerate sales and meet the objectives associated to Surface.


  • Develop strategies and execute partner readiness and sales enablement programs across a broad range of partner types

  • Lead end to end channel process:

  • Drive approved reseller recruitment, selection, and expansion

  • Ensure distributor alignment for all sell in and sell through activities (sales readiness, sales planning, support, forecasting, services offerings, campaigns and promotions).

  • Secure accurate forecasting to guide supply chain investment

  • Manage specific authorized partners: driving demand connecting it from Microsoft marketing motions with channel for fulfillment and required value added services

  • Build an overarching Surface business plan with DMP partners, and manage that plan to success including targets, KPIs, investments and activities

  • Own the total Surface Commercial unit and revenue performance for DMP

  • Develop Surface selling motions (customer adds, partner seller activation, cloud/accessory attach) across regulated industry and SMB, including connections to the field teams for managed customers

  • Drive pipeline management and facilitate local Microsoft engagement on top opportunities

  • Ensure that investment in marketing and sales programs is aligned to Microsoft priorities

  • Manage partner guidelines enforcement and business accountability

  • Manage exceptional opportunities through the Business Desk

  • Support issue escalation to ensure customer and Partner satisfaction, partnering with BG, Ops & CSS

Success for the Partner Development Manager role include :

  • Meeting finance and KPI target goals for Surface

  • Recruiting and activating the approved partners in emerging channels that are the best device and solution sellers for Microsoft, includes activating their sellers or sales process to drive Commercial Surface sales

  • Creating an ecosystem that drives partner profitability, commitment to Surface, and deep partner engagement; work cross segment, with the BG/WCB, and across Modern Workplace to grow the ecosystem as One Microsoft

  • Use learnings to gain insights and strengthen the Surface business; Be a sales leader and champion on how to grow the Surface business


The ideal candidate will have:

  • A very strong partner or channel management, or consulting/advisory background

  • Hardware (e.g., PC, data storage, networking, etc) commercial sales experience

  • Strong relationship building and negotiation skills

  • Strong communication skills

  • Demonstrated ability to drive and influence transformation

  • Proven ability to work across marketing, technical and sales teams to move initiatives forward.

Requirements and Skills/Qualifications:

  • 5+ years proven successful sales, or equivalent business experience

  • Device sales experience preferred

  • Knowledge of sales management, negotiations, marketing, planning and strategy development.

  • Understanding of key business issues in the market and the role that Microsoft technology plays in addressing those challenges

  • Strong knowledge of Channel partners and partnering strategies including partner economic models

  • Proven track record of achieving results, through leading by influence

  • Excellent relationship building, networking and cross team collaboration skills

To be successful in this role, candidates need to be able to balance outstanding execution and attention to detail with a keen sense for strategic resource and budget optimization, as well as develop and maintain strong relationships with Microsoft partners.

BA/BS required, MBA or equivalent preferred

Travel 25% The salary for this role in the state of Colorado is between $106,900 and $139,100.

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 ( .

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