Our partner ecosystem is at the forefront of bringing this powerful mission to life and it’s the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

This role is a unique opportunity to help shape the direction of one of Microsoft’s most important and strategic partners. We are looking for a Global Partner Development Manager (PDM) that would be dedicated to an influential Microsoft Global Strategic ISV partner. The GPDM – Americas Partner Sales Leader is accountable for total addressable market acquisition, defining revenue and sales strategies and executing alongside internal and external teams, focusing on the Americas market.

In this role, you will engage at leadership levels to define, build, and execute an integrated sales and channel strategy across the Americas region to take advantage of a significant new market opportunity for Microsoft. Specifically, you will engage with Microsoft’s area leadership, sales teams and PDMs, as well as the partner’s country leadership, Americas leadership and sellers to drive customer acquisition and achieve cloud consumption plans. You will maintain close oversight of the joint sales pipeline, support sales teams in closing strategic deals, and ensure sales alignment between both companies. You will be the subject matter expert for Microsoft’s and the partner’s joint sales engagement in Americas and will provide guidance and support to local sales leadership and PDMs within the regional GPS organizations.

Success will be measured based on your impact on the sales pipeline and Azure revenue generated from our mutual customers in Americas. This is a high impact role that will drive strategic development, provide executive visibility, and allow you to demonstrate execution excellence.

A strong knowledge of enterprise sales, business development, distribution channels, Enterprise IT solutions, and cloud services is required. Effective communication skills are critical and the ability to present complex ideas and concepts to a wide range and size of audiences, from sales and marketing managers to executive levels, is a must.

Responsibilities

Partner Centered

• Guides and challenges team on selling account visions to partner decision makers. Challenges Microsoft teams on their value propositions to partners. Reviews plans to ensure alignment between overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's overall business goals. Articulates value propositions to senior business decision makers, gaining support and reciprocal investments

• Identifies high-level opportunities to pursue with partners that position Microsoft to be an industry leader. Shares competitive intelligence information with team members to develop appropriate plans. Ensures alignment with the executive industry team at Microsoft.
• Convey the value of partnering with Microsoft over competitors, tailored to multiple audiences. Overcomes competition throughout the selling and account management lifecycle. Guides and challenges team on communicating the value of partnering with Microsoft above competitors and effectively manages competitive threats at the partner and our mutual customers
• Models creating/developing and maintaining a trusted-advisor relationship with complex partners. Ensures team members maintain a deep understanding of partner and Microsoft priorities, strategies, and goals to build mutually beneficial plans that achieve strategic alignment and drive growth.

Partner Transformation

• Oversees the development of partner business plans that grow business and promote cloud consumption and digital transformation in Americas. Provides feedback on end-to-end plans to ensure they align short- and long-term goals, solution strategies, and performance expectations with partner needs and capabilities. Ensures high quality of the account planning process.

• Coaches team on administering training or onboarding to partners on relevant topics. Analyzes and incorporates partner capacity into onboarding and training processes. Works with stakeholders to secure right training/onboarding offering information and ensures a high rate of adoption.
• Coaches and creates opportunities for Americas stakeholders to participate in internal and external events as a Microsoft representative to build a strong network and remain up to date on industry, competitor, and market trends.

Sales Leadership

• Leads virtual team members to develop effective go-to-market and co-selling strategies across customer accounts in Americas. 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.

• Provides clarity about Microsoft tools, sales operations and processes, as well as escalation support to update account and opportunity information and maintain account hygiene and account activities in the Americas regions.
• Ensures virtual team members in GPS achieve monthly sales forecasts and quarterly revenue goals. Consolidates information across virtual team members to conduct high-level analyses and manages effective distribution to relevant stakeholders.

Qualifications

Required/Minimum Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience.

Additional/Preferred Qualifications

• MBA or Master's Degree in Science, Technology, Engineering, and Mathematics (STEM) related field preferred
• Understanding of cloud storage, security and cloud-compute technologies

• Deep understanding of Americas (particularly US) market trends, opportunities, and customer requirements, including privacy and data sovereignty requirements
• Working knowledge of enterprise software management practices, including selection, deployment and management processes
• Exceptional ability to articulate both business and technical value of Microsoft Cloud Services to senior business and technical decision makers
• A good understanding of competitive technologies to both Microsoft and SaaS solutions, including AWS and Google Cloud Platform

• Strong discipline in business management, achieving sales targets and operational excellence
• Track record of creating repeatable and scalable sales motions
• Demonstrated experience and success engaging with senior executives
• Ability to work in an abstract, cross-organizational boundary and cross-disciplines
• Ability to lead across a multi-disciplinary virtual team

The location for this position is in the US and most of the work can be done from home or through a local Microsoft office. This position will require travel ~25% of the time. 

#GPSFT

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