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Microsoft Corporation Director - Partner Development Management: Data & AI in Boston, Massachusetts

Global Partner Development Manager - ISV

The mission of the Global Partner Sales (GPS) organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of managed and unmanaged partners, while also guiding the definition of andestablishing excellence in execution across the global GPS teams. To do this, GPS focuses its efforts around four core motions: Build-with, Technical, Go-To-Market (GTM), and Partner Co-sell.

Microsoft is searching for a talented new leader to head the Data & AI solution area team in the GISV organization. This leaders’ primary objective is to manage a team and a portfolio of ISV partners aligned to the Data & AI solution area, while fostering the development of new cloud solutions as well as increasing the velocity of the sales pipeline execution. The new leader will be responsible also for all-up category management for this solution area, for defining the strategy and the steps needed for a broader adoption of Microsoft’s Data & AI advanced workloads across the ISV portfolio.

Responsibilities

This position will interface with the most senior decision makers and executives from these group of partners, and to be effective in this role, youand your team will need to be exceptional cross-team collaborators and bring multi-disciplinary teams together in order to build a compelling value proposition for the Data & AI ISV partners. Success for this role will be measured by domain of expertise and by formulating a winning category management strategy for the Data & AI ISV portfolio. It will include also the adoption of Microsoft technologies throughout the partners’ solutions, how satisfied they are with their partner relationship with Microsoft, and the achievement of our joint sales and consumption targets.

To be successful in this role,you mustalso have strong skills in written and oral communications, agrowth mindset,and the willingness to tackle hard problems in innovative ways.You will be joining a team ofpassionate, collaborative partner managers!

  1. Partner Centered
  • Define business, marketingand technical adoption vision for the Data & AI portfolio of GISV partners. Articulates the overall Microsoft cloud strategy and value proposition to senior decision makers and executives

  • Reviews plans to ensure alignment between overall Microsoft value proposition and product truth, channels, or solutions to the partner's overall business goals

  • Track, manage, and influence action to resolve issues and critical blockers

  • Quota targets, revenue management and correction of error plans to hit scorecard metrics

  1. Partner and ISV Ecosystem Transformation
  • Work acrossMicrosoftteams and disciplines to help create the category management point of view for Data and AI in the ISV ecosystem

  • Provide thought leadership and foster the development of plans that grow the overall ISV cloud business and promote consumption of Microsoft Data & AI services across the GISV portfolio

  1. Sales Leadership
  • Create clarity and generate energy across the GPS ISV organization

  • Attract,retainand grow top partner management talentand foster adiverse andhighly inclusiveteamenvironment

  • Coach, challenge, and lead team members to develop effective go-to-market and co-selling strategies across accounts. Leverage internal resources and outline key activities and expectations to drive Microsoft and partner sales goals.

  • 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 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 is required. Effective people and project 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.

  • BS/BA degree as a minimum. MBA is a plus

  • 10+ years partner management, sales, business development, or partner channel development in the technology industry AND proven success in business development of cloud solutions with ISVs

  • Excellent understanding of the Microsoft platform, with a priority on Microsoft Azure Data Services

  • Deep understanding of the data space (datawarehousesolutions, no-sql databases, data streaming services) and analytics

  • Current people management experience (or previous proven experience)

  • Demonstrated experience and success engaging with senior executives (CVP level and above)

  • Ability to work in an abstract, cross-organizational boundary and cross-discipline manner

  • Ability to lead across a multi-disciplinary virtual team

  • Excellent interpersonal, collaboration, verbal and written communication, analytical and presentation skills

The location for this position is in the United States and it will require travel 30% of the time.

#GPSFT

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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