Global Partner Development Manager
Microsoft
Global Partner Development Manager
Multiple Locations, United States
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Overview
With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more," SME&C Channel Partner Sales (CPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale.
The Global Channel Partner Sales team delivers SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security within GPS by capturing total addressable market (TAM) and accelerating cloud growth at scale through our top Channel Sales partners. Our approach is grounded in Cloud Solution Provider acceleration, co-sell precision, and performance accountability—executed consistently across all solution areas and every stage of the MCEM Win Formula. We are committed to delivering on our segment and revenue accountabilities by aligning execution with measurable impact, fostering partner transformation, and enabling scalable, outcome-driven growth.
As a Global Partner Development Manager, you will deliver the Global sales strategy for your partner and will drive business performance and maximize partner investments to deliver ongoing partner transformation. You will institute a predictable rhythm with your partner, regional PDMs, and our sales teams to drive sales execution, performance, and accountability. Additionally, you will ensure consistent regional alignment and execution across the Americas, EMEA, and Asia, igniting partner technical and product passion to transform customers through the power of AI.
This role centers on strategic growth through Scale Solution Partners (SSP). The PDM’s role is to align partner strategy with Microsoft’s priorities and sales methodology. The manager works closely with Scale Solution partners to deliver on key solution areas: Cloud & AI Platform, AI Business Solutions & Security. The PDM is accountable for 360 degree partner performance and
Cloud Solution Provider (CSP) revenue in SME&C.
It also involves engagement at the executive level – both within Microsoft’s channel leadership and at the SSP’s organization – to maintain strategic alignment and partner mindshare. By successfully leading business conversations and landing sales strategies with these partners, the PDM ensures the team meets or exceeds budget targets, retains partner commitment to Microsoft, and drives profitable growth for both Microsoft and the partner.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Qualifications
Required/minimum qualifications:
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
- 6+ years of experience building and managing C-level relationships in the channel
Other Requirements:
- Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties
- Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay
Microsoft will accept applications for the role until October 14, 2025.
Responsibilities
In this role, the PDM will own a broad set of responsibilities to drive partner performance and business outcomes.
- Develop Strategic Partner Plans: Create and execute an impactful Partner Business Plan, aligning the partner’s business goals with Microsoft’s mission, culture, and sales targets. This includes defining clear revenue and solution milestones and regularly updating plans to reflect evolving priorities and opportunities.
- Drive Sales Execution & Pipeline: Lead the partner to execute across all priority solution areas (e.g. AI Copilot, Security, Modern Work). Ensure 100% focus on SME&C. Accountable for coaching the Partner and field PDMs to land a consistent sales and T-minus process across the MCEM model from demand generation to closing opportunities to drive upsell and cross-sell to drive intentional co-selling with SMEC and program utilization.
- Manage CSP Revenue: Oversee and grow the Cloud Solution Provider (CSP) business, tracking CSP sales performance, addressing gaps, and implementing initiatives to accelerate cloud consumption.
- Rhythm of Business & Performance Management: Establish a Rhythm of Business (RoB) with the partner, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets MSFT’s Metrics that Matter and set action plans. Continuously track and forecast performance using Microsoft tools (e.g. CRM dashboards, MSX Insights), maintaining a predictable cadence and early identification of risks or opportunities.
- Stakeholder Engagement & Alignment: Serve as the primary liaison between Microsoft and the partner’s leadership. Engage with the partner’s executives (and Microsoft’s global/area partner execs) to maintain strategic alignment. Facilitate connections between the partner’s and Microsoft’s teams, ensuring that partner-led deals and campaigns are integrated with local sales motions. Create trust and credibility through regular executive touchpoints and by addressing escalations or blockers promptly.
- Business Development & Strategy Landing: Lead business conversations with partners to land Microsoft’s sales strategies and new initiatives. Introduce and drive adoption of new Microsoft offerings by articulating value propositions and advantages. Co-develop go-to-market strategies with the partner to target new customer acquisition, cloud migrations, and upsell opportunities.
- Partner Coaching and Enablement: Act as a coach and advisor to the partner’s sales and technical teams. Increase their proficiency in selling Microsoft solutions – e.g., by highlighting cross-solution play opportunities and guiding them to position multi-cloud or multi-solution deals to increase Microsoft’s share of wallet. Encourage a “learn-it-all” culture within the partner team by promoting continuous learning, certification attainment, and use of Microsoft skilling resources (labs, bootcamps, etc.).
- Skilling and Designation Growth: Make partner skilling a habit – work with the partner to build the requisite technical and sales skills. Steer partners to Microsoft’s skilling programs (for example, referring them to the Partner Skilling portal and enterprise skilling offers) and track completion of training. Drive the partner’s achievement of Microsoft partner designations and specializations (per the Microsoft AI Cloud Partner Program) as a measure of their technical mastery and commitment
These responsibilities require a mix of strategic thinking and day-to-day execution, as well as collaboration within Microsoft and the partner. The PDM will balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the partner meet their objectives.
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