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Microsoft Corporation Partner Development Manager - Recruit - Breadth ISV in Cambridge, 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 Global Partner Solutions (GPS) organization that drives the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

The ISV Breadth Partner Development Manager - Recruit (PDM-R) is an important contributor to Microsoft's partner engagement strategy as part of the GPS Organization. Microsoft aspires to offer the most comprehensive, inclusive, and profitable partner network in the industry. GPS leads this effort in recruiting new partners, building solutions together, creating vibrant routes to market, and selling with impact to our joint customers.

The goal of the US ISV Breadth PDM-R is to drive this journey in the ISV ecosystem as the high -scale recruit leader for ISVs in the US. The US ISV Breadth PDM-R Identifies, Qualifies, Onboards, and Enables net-new partners to develop their solution(s) on Microsoft platforms. With these new partners in the Microsoft family, we can better provide the right partner, at the right time, to solve customer business challenges.

#GPSUSCareers

Responsibilities

Partner Centered

  • Develops ISV Breadth partner recruitment strategy to scale and evangelize Breadth ISV Recruit motion across the US. Identifies and engages new partners for Recruitment 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.

  • Acts as Subject Matter Expert (SME) on ISV’s and Microsoft programs to identify, engage, onboard, and qualify ISV Breadth partners with new and complex applications or solutions to expand Microsoft’s platform and fill gaps. Challenges partners on their business models.

  • Effectively identifies, crafts, and communicates the value of partnering with Microsoft based on the ISV Breadth partners business. Engages in competitive positioning throughout the selling and account management lifecycle.

  • Sells account vision to senior business decision makers by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.

  • Effectively land ISV’s into Go to Market and Sell Execution categories directly supporting breadth growth at scale (quarterly webinars digital comms, social, etc.) and executing through P2P motions. Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Collaborates with internal teams to take advantage of opportunities that are aligned with competitive intelligence and Microsoft's goals.

  • Builds and maintains a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.

  • Works with technical teams to build solutions or services and to demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services.

Partner Transformation

  • Develops, manages, and executes strategic and impactful engagements for ISV Breadth partners that grow partner business and facilitate cloud consumption and digital transformation. Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.

  • Identifies partner needs and capacities and finds optimal one-to-many training to fulfill those needs: creates strategic and customized roadmaps to maximize benefits for partners.

  • Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of industry and competitors.

Sales Leadership

  • Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates go-to-market resources across accounts.

  • Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.

  • Evaluates ISV Breadth partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.

  • Leverages internal tools to update account information and maintain account hygiene and account activities.

  • Evaluates and presents business metrics and performance data (e.g., return on investment [ROI]) to make strategic portfolio decisions. Shares information and best practices with colleagues.

  • Lead regional ROB, MBR, insights and COEs, and helps orchestrate and drive connected execution across the business

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.

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.

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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