Partner Development Manager
Location: Remote - UK/EU only
Job Type: Full time
Introduction to Microsoft
Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they can't achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.
At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.
Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Then come to Microsoft -- Together we will make a difference.
Are you ready to build a partner ecosystem that is at the leading edge of Innovation at Microsoft? Then we are hiring for a highly motivated, self-starting, business development focused individual to lead and build out a new ecosystem of Market Making Industry Vertical Cloud ISVs and partners.
Introduction to the Role
Every dollar of Microsoft revenue generates $9.82 for the partner ecosystem (IDC), as a result we are see exponential growth in our Partner Channel. Microsoft is investing to grow this further, and in the UK, we are hiring a new Partner Development Manager Recruit (PDMR) to recruit ISV Partners.
Here is an overview of the role:
The Partner Development Manager – Recruit role is key to Microsoft’s Partner Strategy. The role represents Microsoft to the channel, it communicates our strategy, sells our vision and brings partners along the digital transformation journey to ultimately drive long-term revenue, cloud consumption and digital transformation with our customers.
Recruitment Strategy & Planning for Your Territory: As part of this role, the PDMR will define the recruitment strategy for the segment with the v-team, identify, qualify & prioritise partners, and lead the recruitment and partnership with the Partners. This includes ensuring investments are made in partners that are committed, capable, and are aligned to where we need partner capacity. Co-create robust business, go-to-market and close plans, endorsed by partner’s leadership, to accelerate their transformation and drive market leading industry verticalised ISV offerings.
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.
Ensure partner enablement: Develop business capabilities within the partner portfolio, based on local capacity requirements and solution/practice map with inputs from Channel Management teams. Secure and coordinate resources and programs to enable partner capacity growth for current and new capabilities. Connect partners to the Go-To-Market motions and landing on solution/workload maps.
Drive business growth: Accountable for the growth of the Cloud & AI business across the partner portfolio, aligned with the Industry Specialists & Co-sell team, inclusive of expected partner impact. Ensure that you are leveraging our Routes to Market (Marketplace, Partner ecosystem, and the Microsoft Sales teams) to drive new leads and opportunity. Drive business performance measured by revenue (Usage & consumption), customer acquisition, apps, as well as support global expansion.
Business Orchestration:Ensure that you are leveraging the wider Microsoft ecosystem, our Breadth recruit programmes, our Market Intelligence, and the engagements with our Sales teams to profile and identify the priority Partners for you to focus on. This will help you scale, impact a large community of Partners, and ensure we move partners in and out of the portfolio as they graduate out of recruit motions.
Experience we are looking for.
- Demonstratable experience in core sales experience, partner channel development & recruitment, sales, business development, alliance management in the technology industry
- Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate partner growth and innovation with a reasonable level of technical proficiency.
- Strategic advisor and executive relationship management experience driving sales with partners in commercial businesses.
- Strong influence and orchestrator skills helping align Microsoft and partner resources to drive solutions that support customer needs.
- Extensive experience of managing virtual teams, driving Teamwork across functions and geographies.
- Excellent communication and presentation skills with a high degree of comfort at Executive level, as well as presenting at scale events to drive wider community impact.
- Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
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.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.