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Microsoft Corporation Partner Development Manager - Women in Cloud in Cambridge, Massachusetts

“A vast business ecosystem surrounds Microsoft from our supply chain to our partner community. We recognize that a stronger and more productive ecosystem requires better representation of the diversity in our communities. We will evolve our engagement with our supply chain, banking partners, and the broad Microsoft partner ecosystem in this effort.” —Satya Nadella, CEO Microsoft Addressing racial injustice - The Official Microsoft Blog

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.

We believe our ecosystem can drive change and growth impact through focus on inclusive practices. Through focused engagement with communities, we can collectively achieve shared growth potential. The Scale Managed Partner Sales team is looking for a senior partner development manager to help develop industry leading growth strategies and integrated execution.

As Partner Development Manager for the Women in Cloud community , you will lead growth strategy and prioritization with senior members of GPS leadership, business groups, partner leadership and industry experts and community leadership with intense focus on women-led technology business owners. In addition, the right candidate will be comfortable engaging in targeted market and sales analysis. You should have an excellent track record of business development, portfolio management, and scale-partner growth success. Background in leveraging partnering connections within the partner, local, and sales communities desired.

Responsibilities

Microsoft Business Leader

  • Leads the creation of a long-range strategic vision rooted to the partners impact and potential across segments, and serves larger and more complex partners. Demonstrates a deeper and expert understanding of the partners business and how it can be integrated into the Microsoft landscape and conveys the value of partnering with Microsoft based on the business opportunity and possible competition.

  • Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Deepens and accelerates partnership commitments to ensure an increasing of Microsoft’s share of wallet versus the competition. Leads executive roundtables and updates on Microsoft’s cloud and Industry strategies with prep sessions and prepares solid backgrounders for executives. Understands the partners organization and builds stakeholder maps to expand network of key tech stakeholders.

  • Builds, maintains, and owns a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.

Partner Transformation

  • 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.

  • Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies. Leads partner to convert capacity and capability to revenue by setting clear revenue targets and works with partners and/or customers to provide coaching and guidance to convert partners to revenue streams.

Partner Sales and Consumption

  • Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads reviews of Partner’s pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc.

  • Leads campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market (GTM) packages. 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.

Other

  • Embody our culture and values

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.

  • Strong experience of managing virtual teams across functions and geographies

Preferred Qualifications

  • Business & Strategic Leadership, Problem Solving, Planning, organizing and coordination

  • Cross-Group Collaboration, Executive Maturity, Strong People Management capabilities

  • Have strong industry, channel, and competitive knowledge including market trends and best practices, understanding of Microsoft's business, product, and technical strategies, and proven cross-group project leadership and management skills.

  • External, competitive, market-oriented Sales and Marketing expertise/proven experience

  • Deep experience in Sales, having sold to Customers and developed long-term, sustainable relationships in the market working with and through Partners.

  • Proven experience growing a business while exceeding business requirements (scorecards).

  • 10+ years of experience in enterprise sales and/or sales/partner management and/or consulting services (including recent Microsoft experience)

  • Strong experience of managing virtual teams across functions and geographies

  • Strong influence and orchestrator skills helping align Microsoft and partner resources to drive solutions that support customer needs.

  • Inclusive and collaborative – driving teamwork and cross-team alignment

  • Strong partner relationship management and solution development skills

  • Excellent communication and presentation skills with a high degree of comfort

  • Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through

  • Experience with technology platforms and solutions with a reasonable level of technical proficiency

  • Bachelor’s degree (Sales, Marketing, Business Operations)

#GPS

The salary for this role in the state of Colorado is between $136,200 and $198,000.

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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