Global Partner Development Manager – ISV Solutions

Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission and it is the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft. The Independent Software Vendor (ISV) ecosystem team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work.

This role is a unique leadership opportunity to shape the direction of the world’s largest strategic software partner ecosystem across Microsoft’s Cloud Solution Areas. As a leader in the Global ISV Azure Apps and Infrastructure team, you will have the opportunity to drive one of the fastest growing businesses at Microsoft that is at the leading edge of the shift to cloud services and digital transformation. This senior leader represents Microsoft to the ISV Partner ecosystem, communicates our strategy, sells our vision and brings partners along in helping our partners digitally transform.

The Senior Partner Development Manager role is a key and influential role within the Worldwide Commercial Business (WCB) and across Microsoft. The charter of the Senior Partner Development Manager and her/his Solution Area teams is to develop and drive the partner engagement, solution development, and commercial growth strategy across our top strategic ISVs and the Apps & Infrastructure solution area. The role needs to provide leadership to build the right partner capacity and capabilities from within the existing ecosystem and through the recruitment of new targeted partners aligned with the strategic needs of the industry.

This role is responsible for accelerating our partners’ transformation to the Microsoft Cloud and driving strong partner preference on Microsoft’s platform versus our competition. They must be a transformational leader who thinks ahead, leads from the front, and seeks out ways to disrupt markets with new business practices, services and solutions that reimagine the way business is transacted.

Responsibilities

Partner Strategy:

• Lead the ISV partner engagement, business growth strategy and overall partner performance (across technical, sales, go-to-market) for all Global ISV Partners across our Solution Areas and Strategic ISVs.
• Build high impact relationships with partners’ senior leadership. Be the voice of Microsoft to the ISV Partner Ecosystem and in the Market.
• Own the Solution Area teams’ ISV Partner Revenue, Co-Sell, Customer Acquisition, Consumption, and Usage contribution to Microsoft globally, in addition to the overall ISV Partners satisfaction and success.

Team Leadership:

• Recruit, retain and manage a world-class high performing team of PDM Managers and of PDMs that will transform and grow partners’ businesses in the Microsoft cloud and guide partners to build Microsoft solutions and services aligned with market opportunities.
• Oversee and be responsible for team commitments and strive for success. Be a team leader who sets aspirational goals and drives team towards success while ensuring effective teaming and coordination between roles and across teams to win business and remove blockers.
• Ensure clarity of your direct reports’ roles and that every PDM Manager has a growth and development plan; perform and through a regular rhythm of connection, track progress and coach PDMMs and PDMs to achieve their growth and career aspirations.

Business Leadership:

• Make business and investment decisions and drive orchestration (including sales, technical, go-to-market, and channel management) to grow Microsoft business and impact across the ISV partner portfolio.
• Ensure excellence in execution of GTM and co-sell strategies with partners and sales and scorecard KPI’s are always met and shared accountability between their PDM teams and other technical, sales, marketing and service teams are clear, agreed and exceeded.
• Influence leadership to align strategy and resources to help the team achieve targets as measured by revenue, consumption/usage, solution-build, skilling and partner satisfaction.

Qualifications

Qualifications

Required/Minimum 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.

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 8+ years partner management, sales, developer, business development, or partner channel development in the technology industry or related experience

OR equivalent experience.

Experience in alliance management, enterprise sales, channels, and marketing are required. Effective people management, business management, and communication skills are critical. The ability to write and present complex ideas and concepts to a wide range and size of audiences, from CVP to CEO level, is a must.

• Deep understanding of Partner business models, industry and competition, digital transformation drivers, cloud platforms, emerging computing trends and their impact on the partner eco-system
• 10+ years of related experience in Global, Area level Business Management as a leader of Sales, Customer, Partner teams selling technology solutions/practice development, Cloud/Infrastructure technologies
• Proven track record of building deep business relationships with CEO’s, CIO’s, CTO’s, CXOs
• Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences
• Extensive experience of managing people and virtual teams across functions and geographies
• Inclusive and collaborative - driving teamwork, diversity and cross-team alignment
• Able to motivate team and manage complex people dynamics
• Working knowledge of enterprise software management practices, including selection, deployment, and management processes
• Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on Software and Services partners and their customers.
• Exceptional decision-making, conflict resolution, problem solving and negotiation skills
• BS/BA degree required
• MBA or equivalent experience a plus

The salary for this role in the state of Colorado is between $138,700 and $180,300.

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.

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.

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.

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