Senior Partner Development Manager

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Lead the creation of a long-range strategic vision rooted in the partner's impact and potential across segments, serving larger and more complex partners. Sell account vision to senior business decision-makers at highly sought-after distributors and partners. Identify and recommend market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Build, maintain, and own a trusted-advisor relationship with C-suite leaders of our distributors and partners to achieve strategic alignment and drive growth. Lead business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Coach and challenge distributors & partners to transform their plans and strategies around consumption and key targets.

Leads campaigns with various functional areas and the partners' marketing teams. Ensure partners are investing in building world-class teams that are staffed with talent and enabled and incentivized to drive sales. Develop Go-to-Market (GTM) and co-selling strategies with our distributors that outline activities and expectations to drive Microsoft and partner sales goals. Ensure Distributors & partners’ readiness by developing marketing plans to promote customer sales.

Required/Minimum Qualifications:

• Bachelor’s degree in marketing, Business Operations, Computer Science, or a related field AND 10+ years of experience in Senior partner management, sales, business development, or partner channel development in the technology industry.

Additional or Preferred Qualifications:

• Master’s Degree (preferred) in Business Administration, Business Science, or an advanced degree in a STEM-related field AND 10+ years’ experience in partner management, sales, business development, or partner channel development in the technology industry, or equivalent experience.

Skills & Capabilities:

• Communicating with Impact: Oral Communication, Presentations, Written Communication, Influence Others, Strong Negotiation Skills, Storytelling

• Cultivating Strategic Partnerships: Building Business Partnerships, Business Relationship Management, Conflict Resolution, Executive Relationships, Organization Skills, Sell-With Partners

• Maximizing Business Opportunities: Business Acumen, Business Knowledge, Competitive Analysis, External Awareness, Market Knowledge, Budgeting

• Optimizing Account Operations: Account Management, Decision Making, Opportunity/Deal Orchestration, Sales Strategy, Creativity

• Selling Solutions: Consultative Selling, Influence Others, Negotiation, Problem Solving, Technical Sales, Microsoft Products, Microsoft Services

• Strategically Managing Sales Pipelines: Analytical Thinking, Business Analysis, Financial Analysis, Quality Assurance

Microsoft Business Leader

• Lead the integration of skills, capability, and capacity plans for the distributor & partner business. Influence distributors to create a learning culture. Build solutions for distributors and partners using the right mix of sales and tech training and boot camps to increase the partners' capabilities. Establish Centers of Excellence and other related bodies to drive organizational intensity.

• Lead distributor & partner efforts to convert capacity and capability into revenue by setting clear revenue targets and providing coaching and guidance to convert partners into revenue streams. Strategically build plans to drive growth and transformation, aligning capacity and capability with Microsoft solutions. Create processes to scale partner digital selling capabilities.

• Lead the creation of a long-range strategic vision rooted in distributors' & partners' impact and potential. Demonstrate expert understanding of the industry and how distributors’ business integrates into the Microsoft landscape. Sell account vision to senior business decision-makers at highly sought-after distributors by aligning with Microsoft’s value propositions.

• Lead Executive roundtables and updates on Microsoft’s cloud and Industry strategies. Maintain deep knowledge of products, channels, end customers, and industry trends. Deliver and influence long-term partnership horizons. Drive ownership of the multiple facets of partnerships.

• Build and maintain trusted-advisor relationships with C-suite leaders of complex partners to achieve strategic alignment and growth. Drive action through regular partner reviews and quarterly business reviews (MBRs, QBRs). Ensure alignment between partner priorities and Microsoft’s strategies.

• Lead Business Design briefings to architect frameworks for partnership success and develop strategic partner business plans aligned with field goals to grow partner business and promote cloud consumption.

• Develop plans that consider short- and long-term goals and performance expectations aligned with distributor & partner needs and capabilities.

Partner Assessment and Qualification

• Develop partner recruitment plans to expand partnerships, grow business, and fill market opportunities. Influence distributors & partners to upsell Microsoft products and services through distributor partnerships.

Partner Sales and Consumption

• Lead campaigns with functional areas and the partners' marketing teams. Design and create new offer and incentive structures for partners. Ensure core activities are agreed upon before execution. Lead the creation of marketing plans to promote customer sales.

• Coach and challenge partners to transform plans around consumption and key targets. Review partners' pipeline, top deals, and consumption targets. Collaborate across teams to manage pipeline and drive large opportunities.

• Lead distributor digital transformation by building capabilities with a Challenger mindset. Help drive sales, programs, and incentives with partners to accelerate pipeline and remove blockers.

Partner Performance and Impact

• Ensure distributors build world-class teams with skilled, incentivized talent to drive sales. Guide partners in cloud sales transformation. Execute regular distributor reviews and quarterly business reviews to track plan execution, identify gaps, and agree on corrections.