Microsoft Corporation Partner Development Manager-Business Applications in Cambridge, Massachusetts
* This role can be located anywhere in the United States*
Are you inspired by the prospect of helping our customers achieve their digital transformation by leveraging the power of Microsoft’s Cloud and solutions? Are you excited by the opportunity to co-develop a solution innovation roadmap and end to end Business Applications strategy for one of Microsoft’s most strategic and high growth partners?
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 to life, and it is the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.
The Global System Integrator (GSI) team is part of Microsoft’s Global Partner Solutions Organization. The Partner Development Manager role for Business Applications adds value to Microsoft and to the GSI Partner by executing on the GPS charter: to activate partners as the growth engine for Microsoft and to turn Microsoft into the growth engine for our partners. This is role is responsible for Microsoft’s overall strategy for the GSI partner and is accountable for driving the partners’ performance for Business Applications and Power Platform.
In this global role, you will help our GSI Partner develop unique cloud offerings leveraging Dynamics 365 and Power Platform, surpass business goals for driving Dynamics 365 services consumption pursue go-to-market opportunities and land key customer wins worldwide.
We are looking for an energetic, cross-team leader who can collaborate with a broad network of stakeholders across Microsoft and our partner organizations, both at a global and regional level to accelerate our joint MS Cloud business. Overall success is measured against attainment of our scorecard targets for Dynamics 365 and Power Platform services usage metrics, growth of the partner solution portfolio and coordination of strategic GTM priorities.
This is a highly visible position both internally and externally with an opportunity to influence and work with many senior leaders. This position reports to the General Manager of the Commercial Partner Team and coordinates very closely with our Global Partner Development Managers, senior Microsoft engineering, Cloud Solution Architects, product marketing and Solution Team Units resources.
Microsoft Business Leader
Leads the creation of a strategic vision rooted to the partners impact and potential across segments. Demonstrates an expert understanding of the partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Responsible for establishing new market partnerships by working with market makers and making connections. Begins to think longer term regarding the possibility of making larger deals.
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. Leads prep sessions and roundtables to influence partners strategy. Shares market opportunities and gaps in partners strategy for others to address. Understands the partners organization and builds stakeholder maps to expand network.
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. Executes regular partner reviews and quarterly business reviews to track plan execution, identified gaps, and agrees on any correction of errors.
Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. 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.
Helps lead the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Applies and offers various sales and tech trainings and bootcamps to increase the partners' capabilities.
Partner Sales and Consumption
Possesses a challenger sales mindset and begins to apply this in interactions with partners. Orchestrates reviews of partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners' sales leaders on how to overcome obstacles, compete, create deal proposals, etc.
Helps lead campaigns with various functional areas and the partners marketing teams. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up.
Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers (PDMs) and the partners.
Leverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing GTM strategies. Advises partner on meeting various program, sales, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates and coaches partners around consumption economics (e.g., leverages reports, analyses, etc.).
Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance 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.
Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like.
- 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.*
- Embody our culture and values
5+ years partner management, sales, business development, or partner channel development in the technology industry or related experience AND Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field OR equivalent experience.
Knowledge of Microsoft Business Applications services
Additional or Preferred Qualifications
8+ years partner management, sales, business development, or partner channel development in the technology industry
Quota-bearing enterprise sales leadership experience
Partner/customer cloud services strategy development experience
Ability to analyze partner business model & financials to develop business models and new revenue streams
Must have the ability to frame ambiguous business opportunities, create structured business recommendations, adapt quickly based on senior stakeholder input and effectively communicate to internal & external leadership teams.
Demonstrated ability to motivate & drive sales results through a global v-team
High executive maturity and senior level communication skills
Strong Team Player: Work effectively across virtual teams to solve partner and channel issues, account issues, leverage best practices, & deliver results
Solid knowledge of Microsoft Business Applications services (Level 100-200) and hands-on experience in winning/delivering Azure business
Passion to make an impact with a strong bias for action and keenness to solve customer problems
The salary for this role in the state of Colorado is between $130600 and $169100.
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.
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.
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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