Partner Development Management Strategic Sales Lead


Location: United States

Job Type: Full time


Sr. Partner Development Manager – ServiceNow Sales Lead

Microsoft envisions a world where passionate innovators come to collaborate, envisioning what can be and taking their careers places they simply couldn’t anywhere else.  This is a world of more possibility, more innovation, more openness, and sky’s-the-limit thinking – a cloud- enabled world.


Our mission is to empower every person and every organization on the planet to achieve more. This mission is ambitious and at the core of what our customers and employees care deeply about. We have unique capability in harmonizing the needs of both individuals and organizations. We deeply care about taking our ideals and vision global and making a difference in lives and organizations in all corners of the planet.

We are always learning. Insatiably curious. We lean into uncertainty, take risks, and learn quickly from our mistakes. We build on each other’s ideas because we are better together. We stand in awe of what humans dare to achieve and are motivated every day to empower others to do more and achieve more through our technology and innovation. Together we make a difference. 

The purpose of the role is to support the GM of the ServiceNow Business Unit with all the aspects of business strategy and project management across all the areas of ServiceNow Partnership and Business. This role will also help drive strategic initiatives and assist in the development of new agreements with ServiceNow.  Supporting the ServiceNow BU VP to drive the ServiceNow partnership and overall business growth, including Partnership, Operations, Business reviews, Customer & partner experience.


  • Understand and align to overall Microsoft mission, the mission of the ISV organization and business unit.
  • Curate and lead supporting strategy for strategic missions within the business unit and execute across all critical functional areas to achieve targets.
  • Create scalable sales plays with the power of three and drive rigorous activation within the field.
  • Coach field sales partners to transform their plans and strategies around consumption and key targets.
  • Leads reviews of field sales partner’s pipeline, top deals, and consumption targets.
  • Strategically coach and shape the thinking of partners on top deals and ensures close alignment across all relevant teams.
    Work with partners and sales leaders on how to overcome obstacles, compete, create deal proposals, etc.
  • Design and create new offers and incentive structures for the field and partners.
  • Provide perspective and input when others are drafting Go-to-Market (GTM) packages.
  • Oversee planning, campaign tactics, offers, and incentives.
  • Ensure sales targets are clear and that actions and accountabilities are being routinely followed up.
  • Ensure partners are investing in the building of world-class teams that are staffed with talent and enabled and incentivized to drive sales.
  • Rigorous execution against overall strategy and ensure effectiveness of driving high ROI on all partnership investments.


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 or Preferred Qualifications

  • Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years partner management, sales, developer, business development, or partner channel development in the technology industry or related experience
    • OR equivalent experience

  • Inclusive and collaborative - driving teamwork and cross-team alignment.
    Strong discipline in business management, achieving sales targets and operational excellence
    Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate partner growth and innovation.
  • 5-10+ years of experience in core sales experience, partner channel development, sales, business development, alliance management in the technology industry.
  • Exceptional ability to articulate both business and technical value of Microsoft Cloud Services to senior business and technical decision makers
  • 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-discipline manner

The salary for this role in the state of Colorado is between $148,000 - 222,000 USD

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.

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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