Microsoft Corporation EPIC & Nuance Partner Development Strategy Manager in Cambridge, Massachusetts
Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.
The mission of the Global Partner Solutions (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 and establishing excellence in execution across the GPS teams. To do this, GPS focuses its efforts around four core motions: Build-with, Technical, Go To Market (GTM), and Partner Co-sell.
The Partner Development Manager (PDM) is responsible for the 360-degree business relationship for top independent software vendors (ISVs) that develop and sell solutions built on Microsoft’s three clouds for customers. The PDM is the pivotal role in the relationships Microsoft builds with partner companies. They are responsible for engaging at the very highest level of executives building trust by sharing insights about how companies can capitalize on market opportunities by partnering with Microsoft. PDMs lead the building of joint business plans defining solutions portfolio, Go-To-Market, sales and marketing strategies, driving implementation of all aspects of the strategy by orchestrating relationships between the partners technical, sales and marketing teams and Microsoft’s to ensure excellence in execution of the strategy and achieving partnership growth goals and sales targets.
EPIC is the preferred electronic medical record system in the US, used by more than 250 health care organizations nationwide. According to the EPIC Systems Corporation website, hospitals that use its software held medical records of 54% of patients in the United States. More than 250 million patients have a current electronic health record in EPIC worldwide.
Nuance is a software company that provides speech recognition and artificial intelligence to their customers. Nuance solutions help unburden clinicians, radiologists and care teams with efficient new ways to capture clinical information, applying real-time intelligence for better decision making across the continuum of care. Nuance and Microsoft partner to transform the doctor-patient experience.
The PDM is responsible for creating and executing sales and compete healthcare strategies for both Epic and Nuance partnerships. The PDM works with Microsoft partners that sell intellectual property (IP) solutions to integrate with EPIC and Nuance systems on Microsoft’s three clouds; as well as creates the compete strategy for Systems Integrator (SI) partners that sell services to implement EPIC and Nuance solutions on Microsoft’s Azure cloud. The PDM leads weekly virtual center of excellence (CoE) team of PDMs, sales, marketing and technology resources across Microsoft to execute on a comprehensive strategy to increase market share of EPIC’s implementations on Azure as opposed to competitor clouds. The PDM reports to the US ISV Director of Healthcare, Life Sciences, Education, State & Local Government and has no direct reports.
Recruits new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell Microsoft products and services.
Identifies, engages, onboards, and qualifies complex partners with new solutions to expand Microsoft’s platform.
Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
Sells account vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.
Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to industry leads for assistance as appropriate.
Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
Develops and executes strategic partner business plans for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
Leverages the understanding of benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness.
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.
Solution and Services
Work with partners to identify and transform their plans and strategies around solutions and services. Provides guidance to partners on launching applications or other products including monitoring and troubleshooting applications.
Proactively leverages collaboration to drive business. Assembles and leads cross-functional virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.
Works with technical teams to build solutions or services and demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to bring business value to the partner.
Leverages internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies.
Supports partner readiness by developing marketing plans to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to assist partners with developing marketing plans.
Evaluates managed 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 tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.
Analyzes business metrics and performance data (e.g., return on investment [ROI]) to ensure targets are being met and to identify areas for growth.
Embody our culture and values
Manage a cross-organizational center of excellence team of PDMs, marketing, technical and sales team members
Help partners transform and grow their business with EPIC solutions and services using Microsoft’s cloud offerings
Developing a comprehensive EPIC on Azure strategy account plan for a portfolio of partners to identify short and long-term strategic goals and tactical execution.
Builds strong relationships with Microsoft and partner resources to design a portfolio of differentiated Cloud solutions/ applications across Microsoft’s three clouds: Azure, Dynamics365 and Microsoft 365.
Guides partners to build a solutions portfolio aligned with market opportunities and defines roadmap to evolve to multi-cloud (Azure, Dynamics365 and Microsoft 365).
Identify and drive an effective path to market with solutions and Go-To-Market (GTM) activities
Track pipeline health on key deals to accelerate sales momentum and cloud consumption.
Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions resolve issues with local leadership and escalate as required. This will involve tight coordination with our Regulated Industry Sales Team.
Drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ transformation goals and business plan.
Drive continuous portfolio optimization of partners’ performance as measured by revenue, pipeline, consumption, usage and partner impact.
Develop strategic content that will allow better positioning of our partnership internally and externally.
5+ 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 5+ 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 8+ years partner management, sales, business development, or partner channel development in the technology industry.
2+ years of functional/technical EPIC EMR systems implementation experience OR functional experience working with EMR/EHR systems (required).
5+ years of demonstrated leadership or management experience (required).
7+ years of experience in core sales/technical sales experience, partner channel development, sales, business development, alliance management in the technology industry (required).
7+ years of industry knowledge and experience in Healthcare & Life Sciences (required).
Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate partner growth and innovation (required).
Deep strategic advisor and executive relationship management experience driving sales with partners in commercial businesses.
Deep understanding of the Independent Software Vendor (ISV) and Systems Integrator (SI) business model, operations, etc.
Strong experience of managing virtual teams across functions and geographies.
Strong influence and orchestrator skills helping align Microsoft and partner resources to drive solutions that support customer needs.
Inclusive and collaborative - driving teamwork and cross-team alignment.
Strong partner relationship management and solution development skills.
Excellent communication and presentation skills with a high degree of comfort to large and small audiences
Strong executive presence – both within Microsoft and with Partner
Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through.
Experience with technology platforms and solutions with a high level of technical proficiency.
Bachelor’s degree preferred (Sales, Marketing, Business Operations, Computer Science).
The salary for this role in the state of Colorado is between $120,500 and $169,100.
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 (https://careers.microsoft.com/us/en/accommodationrequest) .
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.
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