Partner Development Management
Job Description
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 Global Partner Solutions team mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft. Building on the GPS mission, the ISV mission is: to bring ISVs to the Microsoft cloud platform, drive Industry & Solution Area innovation, scale, and market momentum.
The Partner Development Manager – Recruit (PDM-R) is an important contributor to Microsoft's partner engagement strategy as part of the Global Partner Solution business. The PDM-R Identifies, qualifies, engage, and enables strategic partners to develop new solutions on the Microsoft platform. With these new partners and solutions on the Microsoft Cloud Platform, we can better provide the right partner, at the right time, to solve customer business challenges.
The PDM-R is responsible for recruiting new Microsoft Partners into Microsoft Partner Ecosystem. The PDM-R researches Industry and customer needs to identify where Microsoft has gaps in its portfolio of partners to meet customer needs or, there are opportunities to disrupt the marketplace with new and differentiated solutions and services that can transform business for Microsoft customers. The PDM-R leads the 360 degree business relationship with companies through the process of bringing new service offerings and solutions to market. The PDM-R engages at the very highest level of executives building trust and by developing joint business plans defining Go-To-Market strategies, driving implementation of all aspects of the strategy and by orchestrating relationships between the partners technical, sales and marketing teams and Microsoft's to achieve sales targets.
The PDM-R represents Microsoft to new partners, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive application development, long-term revenue, cloud consumption and digital transformation through a set of cloud applications leading to workload/industry based co-sell.
The Partner Dev Manager – Recruit will work with ISV partners to join Microsoft Cloud Platform and build solutions that will provide a unique expertise and solve customers business challenges.
Key responsibilities include:
Recruitment Strategy and Planning-Develop Partner Recruit Strategy and Compete Plan: research, qualify and analyze potential new partners, articulating market insights about competitors. Create Recruit strategic partners target list based on Recruit Council, Capacity Plan, Industry Solution Categories and Segment priorities. Target list of highest value solution for the territory.
Build a trusted advisory relationship with partners-Builds expansive network with Business and Technical managers: sharing ideas, perspectives, building trusted advisory reputation within partner team. Create Executive Sponsorship and Relationships to build trust and drive for commitments.
Build New Solutions– Secure partner commitment to build net-new solutions on Microsoft cloud platform. Evangelize profitability of MS relationship, MS value proposition, quantify market opportunity and align expectations on engagement, deliverables, SLA, programs and services. Coordinate engagement of teams required to enable/skill up partner and manage solution development.
Leverage and request Microsoft Programs Services to:
- Support partner on launching new solution on Marketplace and ensure solution is discoverable
- Create/execute GTM plan for new solution
- Supervise partner engagement with Microsoft Programs, ensure SLA and Partner satisfaction and deliverables.
Drive business growth-Accountable for the growth of the business across the solution area partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue (usage & consumption), customer acquisition, apps, as well as the support global expansion. Demonstrate account management excellence through high quality interactions with the partner, and through well-orchestrated interactions between partner executives and Microsoft executives.
bachelor's degree in business operations, computer science or a related field and some partner management, sales, business development, or partner channel development in the technology industry or related experience or equivalent experience.
key capabilities
- executive presence and ability to influence business leaders through business value propositions
- experience with technology platforms and developing new solutions
- working knowledge of cloud business models & how apps/services are brought to market
- experience of managing virtual teams across functions and geographies
- inclusive and collaborative – driving teamwork and cross-team alignment
- strong partner relationship management and solution development skills
- strong communication and presentation skills with a high degree of comfort (finnish language skills not essential but preferable)
- challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through
Job Details
Employment Types:
Full time
Industry:
IT / Computers – Software
Function:
Human Resources , Sales – Engineering / Technical / IT , Sales / Business Development
Roles:
HR Business Partner
