Partner Development Manager, Independent Software Vendors


Location: Bridgewater Township, New Jersey, Cherry Hill, New Jersey, Danbury, Connecticut, Edison, New Jersey, Farmington, Connecticut, Fort Lee, New Jersey, Freehold Township, New Jersey, Hartford, Connecticut, Middlesex County, New Jersey, Millburn, New Jersey, Paramus, New Jersey, Wayne, New Jersey, Woodbridge Township, New Jersey

Job Type: Full time


The most difficult thing is the decision to act, the rest is merely tenacity.
- Amelia Earhart

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.

Our partner ecosystem is at the forefront of bringing this powerful mission to life and it’s the Global Partner Solutions (GPS) organization that drives the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

Microsoft is searching for a high impact Senior Partner Development Manager (PDM) and sales leader to lead a portfolio of strategic ISV partnerships that are targeting the US market. A successful PDM is a Microsoft business leader, a partner transformation leader, a team mobilizer and a powerful sales leader who embodies Microsoft’s culture and values.


Microsoft Business Leader

  • Lead the creation of a strategic vision rooted to the partner’s impact and potential across segments. Demonstrates an expert understanding of the partner’s business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Thinks and leads longer term to find an opportunity to negotiate larger deals and grow the business.
  • Aligns the partnership vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Shares market opportunities and gaps in partner's strategy for others to address. Understands the partner's organization and builds stakeholder maps to expand network.
  • Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Collaborates with Microsoft industry leadership and Executive teams as appropriate.
  • Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partner priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes regular partner reviews and quarterly business reviews to track plan execution, identified gaps, and agrees on any correction of errors.

Partner Transformation Leader

  • Secures commitment from partner to adopt Microsoft Cloud technologies throughout the partner's solution portfolio, with a priority on advanced data services.
  • 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.

Partner Sales and Consumption

  • Possesses a challenger sales mindset and begins to apply this in interactions with partners.
  • Orchestrates reviews of partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partner’s sales team, Microsoft channel managers and Microsoft field sellers. Supports the partner's sales leaders on how to overcome obstacles and compete.
  • Accountable to lead investment decisions for incentive budgets and campaigns available to and relevant for the partnership.
  • Ensures sales targets are clear and that actions and accountabilities are driving impact toward targets.

Team Mobilizer

  • Mobilizes Microsoft technical enablement resources to ensure appropriate technical empowerment for partner to deliver differentiated solutions on the Microsoft Cloud.
  • Leverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Advises partner on meeting various program, sales, and tech requirements. Leverages collaboration opportunities with other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed.
  • Helps partners understand what a consumption-led business is and how it operates. Coaches partners around consumption economics (e.g., leverages reports, analyses, etc.)
  • Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) to assist partners with developing marketing plans.
  • Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like.


Required Qualifications

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years partner management, sales, business development, or partner channel development in the technology industry or related experience
    • OR equivalent experience.
  • Experience in selling to US enterprise market customers
  • Experience working with Independent Software Vendors

Preferred Qualifications

Experience in business development, driving GTM strategies, and execution

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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