Partner Development Manager - Distribution

Job description

**Overview** As a Partner Development Manager in the Global Channel Partner Sales organization, you will help shape how some of the region’s most strategic distributors grow and transform across the ASEAN. You will work directly with partner executives to identify new growth opportunities, build ambitious business strategies, and translate them into disciplined execution across multiple countries, operating at the intersection of AI, Copilot, Cloud, and Security. You will influence senior leaders while orchestrating Microsoft, partner, and country stakeholders around shared business outcomes, combining regional strategy with hands-on execution to deliver measurable impact with multiple countries stakeholders. In this role, you will lead the creation of long-range strategic visions rooted in partner impact and potential, and translate those visions into concrete go-to-market plans that transform partners’ business models and capabilities. You will help partners build new practices, accelerate customer adoption, and create scalable motions that increase reach and deepen preference for Microsoft across markets. By solving complex challenges around scale, capability, execution, and customer reach, you will develop deep expertise in executive engagement, commercial strategy, ecosystem leadership, and artificial intelligence–led transformation while multiplying Microsoft’s ability to reach and empower customers across multiple countries. At Microsoft, our mission to empower every person and every organization on the planet to achieve more guides how we partner with customers to deliver trusted, impactful solutions. With a growth‑mindset culture, we innovate responsibly and measure success by shared progress, people, teams, and customers. Join us to do meaningful work that changes the world and helps shape what’s next for everyone. **Responsibilities** - ##### 1. Executive relationships and strategic vision - Build and maintain trusted-advisor relationships with C-suite and senior executives at strategic partners, using insight-led conversations to align business models, investments and capabilities to shared growth and customer-outcome targets. - Create a long-range strategic vision for complex partners and communicate Microsoft's value proposition to key business decision makers. - Advocate for partner priorities within Microsoft and represent Microsoft's strategy to partner leadership. ##### 2. Strategic account and business planning - Lead the creation of long-range strategic visions grounded in partner impact and potential across segments, building trusted-advisor relationships with senior leaders at complex distributors and aligning joint business plans to growth opportunities and emerging trends. - Lead business-design briefings and develop strategic partner business plans aligned to Global Channel Partner Sales priorities, cloud consumption and digital transformation goals. Develop and execute strategic partner business plans and world-class account plans that drive cloud consumption, digital transformation, and aligned go-to-market priorities across multiple countries, establishing clear rhythms of business and performance expectations ##### 3. Portfolio and market development - Assess partner portfolios, capabilities and capacity to identify gaps, market opportunities, investment areas and cross-portfolio patterns. - Develop partner recruitment plans that expand or balance the partner portfolio and address underserved market opportunities. ##### 4. Go-to-market and co-selling - Develop and drive joint go-to-market (GTM) and co-selling strategies, including integrated campaigns, offers and incentive structures, that support customer acquisition, cloud consumption and solution attach at scale across multiple countries. - Lead campaign execution, launch readiness, incentive programmes, commercial marketplace offers and joint marketing plans with partner teams. Design and oversee go-to-market and co-selling strategies, campaigns, offers, and incentive structures that support secure, consumption-led growth, partner readiness, and launch excellence, including integrated, industry-specific offerings. ##### 5. Sales execution and pipeline excellence - Coach and challenge partners to transform their sales and consumption strategies, leading reviews of pipeline, top deals, and key targets, and collaborating closely with Microsoft and partner sales teams to remove blockers and drive large, multi-country opportunities - Guide partners to adopt digital selling practices and effective sales motions to accelerate regional growth. ##### 6. Partner capability, talent and readiness - Lead partner skills, capability and capacity planning, including building a learning culture and Centres of Excellence and turning skilling investment into revenue. - Help partners build high-performing sales and technical teams with the right talent, readiness, incentives and transformation plans. ##### 7. Rhythm of business, orchestration and escalations - Orchestrate internal Microsoft stakeholders and partner teams through a clear rhythm of business, including regular business reviews, to track execution and outcomes. - Resolve complex and urgent escalations by coordinating the internal Microsoft response so that issues affecting partner and customer outcomes are resolved quickly. **Qualifications** Qualifications (minimum): - Bachelor's degree in Marketing, Business Operations, Computer Science, or related field - 8+ years experience in partner management, sales, business development, or partner channel development in technology or related industry Preferred qualifications: - Master's degree in Business Administration, Business Science, or advanced STEM degree - 10+ years experience in partner management, sales, business development, or partner channel development in technology or related industry This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. --- Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about [**requesting accommodations.**](https://careers.microsoft.com/v2/global/en/accessibility.html)