Microsoft Corporation Senior Partner Dev Manager in Cambridge, Massachusetts
There has never been a more exciting time to join Microsoft and to be part of the transition of becoming a leader in selling devices and services. Microsoft Surface brings together the best of Microsoft and offers us a tremendous opportunity to scale our reach through the commercial reseller channel. Today’s resellers are investing in Cloud services, online marketplaces, Partner Lifecycle Management as well as offering services at scale that enable the productivity solutions that commercial customers demand.
The Surface Partner Development Manager (PDM) role in Global Partner Sales (GPS) organization is at the forefront of bringing Surface and the Modern Workplace to the Channel. The PDM is a business development role responsible for managing a Surface partner and is accountable for the performance of this partner. The PDM is responsible for helping partners build comprehensive business plans to drive sales and deployment of the complete Surface portfolio. The PDM is accountable for revenue attainment and quota achievement for their partner as well as for achieving business goals. It is exciting time to join the team and work as one of the Surface PDMs to drive this fast pace, growing business.
Driving Revenue Growth:
Responsible for achieving/exceeding all revenue attainment to quota and commitment-based accountabilities for the US
Internal Selling: Evangelize partners’ solutions to the US sales teams, clearly articulating the partner’s value propositions to the Microsoft teams to foster proactive engagement with Field sellers
Increase partner commitment to Microsoft through execution of integrated selling initiatives combining MS and partner resources to market, sell & deliver solutions
Review pipeline and drive opportunity velocity as appropriate.
Rhythm of the Business:
Build and execute a partner business plan focused on short- and long-term goals to impact Microsoft revenue
Disciplined Business Management: Responsible for contributing to monthly and WW Business Reviews that provides a consistent and predictable Rhythm of the Business (ROB).
Drive Quarterly Business Review and other ROBs to track progress against goals and commitments; Collaborate for revenue and scorecard impact through evangelizing partner value to Microsoft stakeholders & customers
Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities
Business Development & Partner Satisfaction:
Lead and drive Microsoft partner resources across sales, technical & marketing development to execute joint selling goals to drive capability & capacity in the market
Land business plans, delivering unique MS solutions to all US customers
Integrate partners with Microsoft field resources across the segments to jointly account plan and close new business together.
Measure and manage Partner’s success against metrics to maximize win-win results and strategic partner investments
Partner Satisfaction: Ensure strong business relationship and understanding of partner’s needs identifying clear conditions, accountability, progress measurement and timelines
Establish high partner satisfaction by earning a "trusted advisor" status with senior executives down to the field rep level, driving positive outcome against influencing partner business strategy & planning
We are looking for a highly motivated individual with a minimum of 10+ years’ experience in hardware. The candidate should have strong solution partner passion and perspective. The candidate should possess exceptional verbal and written communication skills, strong execution skills, creativity and the ability to work effectively across several teams. The candidate should have a proven track record in building business relationships that result in revenue impact. The candidate must also be a highly motivated self-starter that will demonstrate initiative and who sees opportunities to improve and raises their hand to lead the charge to improve it. Lastly, this role will be interfacing with the senior levels within Microsoft and our top partners and will be expected to drive very effective executive communication and management skills.
The ideal candidate will have:
A very strong partner or channel management, or consulting/advisory background
Hardware (e.g., PC, data storage, networking, etc) commercial sales experience
Strong relationship building and negotiation skills
Strong communication skills
Demonstrated ability to drive and influence transformation
Proven ability to work across marketing, technical and sales teams to move initiatives forward.
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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