Partner Development Manager - Global System Integrators

**Overview** Microsoft Customer and Partner Solutions Core (MCAPS-Core) accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market. The Enterprise Partner Sales (EPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more. We are hiring two Partner Development Manager - Global System Integrators (PDM - GSIs) to join one of the largest Microsoft/GSI alliances. These are active sales roles: you will move business forward with internal and external stakeholders with sell-through to the GSI customers as the primary motion. Applying to this position will put you in consideration for both roles which share the responsibilities below but differ in focus: 1. Industry PDM - Financial Services Industry (FS)I and Energy/Resources): You will bring deep knowledge of at least one target industry to drive strategy, sales, and support customer sales conversations. 2. Industry PDM - Services Partnership & Finance/HR Transformation: You will bring experience selling services into large customer deals. You will shape how Microsoft and the GSI partner to drive customer outcomes with a joint services portfolio. Both of these opportunities will allow you to be on the very front lines of the company’s AI strategy, learn how to execute the highest performance partnership, and engage with leaders from across the company and around the world. In your role, you will be responsible for leading the partners' commercial performance and sales impact. You will gain expertise in end-to-end solution selling and influence partner innovation. Your role will involve developing and driving business strategy between Microsoft and your partner, acting as a trusted advisor and business leader. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build relationships in the C-Suite and collaborate across multiple stakeholders to accelerate performance and resolve complex issues. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond. **Responsibilities** - Develop and execute a strategic and tactical partner business plan aligned with Microsoft goals and objectives. You will promote cloud consumption and digital transformation; plan will consider short and long-term goals and performance expectations aligned with partner needs and capabilities. - Develop a go-to-market plan and co-sell execution tactics that identify whitespace, originate transformational opportunities, and activate priority industry and functional accounts. You will lead partner pipeline reviews and coach the partner to transform its strategies around sales and consumption. You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet consumption and revenue targets. You will work with your partner on top opportunities following the Microsoft sales methodology and prioritize transactions through Marketplace, where possible. - You will be responsible for your partner’s performance with Microsoft and accountable for keeping a regular rhythm of connection with Executives, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive adoption, usage and performance of programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations. - Build a trusted-advisor relationship with C-suite leaders and align their priorities, strategies, and goals with Microsoft’s. You will convert that executive alignment into named-account activation, executive sponsorship, customer engagement, mutually beneficial account plans, and measurable follow-through that delivers strategic growth. - Connect partner, sales, technical, industry, and executive stakeholders to convert strategic alignment into coordinated field execution. You will remove blockers, resolve complex and urgent escalations, guide internal groups to prioritize the partner’s solutions and issues, and engage across Microsoft and the partner organization to accelerate performance and execution. **Qualifications** ### Required/minimum qualifications - Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience - OR equivalent experience. **Other Qualifications** - Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties. ### Preferred Qualifications - Bachelor's Degree in Engineering (e.g., Informatics), Business/Economics (Sales), or related field AND 8+ years experience in information technology (IT)-related industry sales, the partner channel sales and professional coaching/mentoring - OR equivalent experience - 10+ years complex consultative or solutions selling experience - Both roles: - - Executive-level communication and presentation experience, including with C-suite audiences. - - Experience working in a global matrix organization, coordinating across sales, partner, technical, and delivery teams. - FSI/Energy Industry Role: - - Experience working in, selling to, or advising financial services or energy organizations, including leading customer conversations on industry business transformation. - - Experience building and executing industry or account-level go-to-market and co-sell plans with a global systems integrator or consulting firm. - - Track record of originating and closing large, complex deals with enterprise customers in a target industry. - Services Partnership and Finance/HR Transformation: - - Experience selling, shaping, or packaging professional services, including combining technology and services into large, multi-workstream customer deals. - - Experience working within or closely with a global systems integrator, consulting firm, or large services organization, with knowledge of services economics and global delivery. - - Experience shaping outcome-based commercial models or joint delivery constructs; functional transformation experience (for example, Finance or HR) is a plus. Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $170,300 - $239,800 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: 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)