Hiring Organization / Company: Microsoft
Basic Salary: To Be Discussed
Employement Type: Full-Time
The Partner Dev Manager (PDM) role in the One Commercial Partner (OCP) organization is key to Microsoft's partner management strategy. The PDM is a business development role that aligns to a profile of partners (Telco's) and is accountable for driving the account development and management of a set portfolio of partners. The PDM provides business leadership as a strategic partner advisor.
The goal of the PDM is to drive partner enablement and business growth based on their partners' strengths and priorities. The PDM will work across the Microsoft organization to ensure business goals are aligned to partner offerings and partner success. He or she will guide partners through their transformation journey to build new cloud capabilities & solutions that generate growth and innovation.
The successful Partner Dev Manager will develop deep internal and external relationships to drive partner success. The PDM is a strong influencer and orchestrator to align Microsoft & partner resources for business impact. The importance of the role evidences Microsoft's deep commitment to the partner ecosystem to build a mutually beneficial business relationship. The outcome will be to drive long-term revenue, cloud consumption and digital transformation through a set of practices and solutions leading to workload and/or industry-based co-sell.
- Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services.
- Acts as a subject matter expert (SME) to identify, engage, onboard, and qualify highly sought-after partners with new and complex applications or solutions to expand Microsoft's platform and fill gaps. Challenges partners on their business models.
- Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
- Sells account vision to senior business decision makers at highly sought-after partners by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.
- Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Collaborates with internal teams to take advantage of opportunities that are aligned with competitive intelligence and Microsoft's goals.
- Builds and maintains a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft's to build mutually beneficial account plans.
- Develops, manages, and executes highly strategic and impactful partner business plans for all managed partners that grow partner business and facilitate cloud consumption and digital transformation. Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner's needs and capabilities.
- Identifies partner needs and capacities and finds optimal one-to-many training to fulfill those needs: creates strategic and customized roadmaps to maximize benefits for partners.
- Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of industry and competitors.
Solution and Services
- Coaches and challenges partners to transform their plans and strategies around Solutions and services. Advises partner throughout application or product launch processes to ensure smooth development. Identifies opportunities to make the market.
- Proactively promotes collaboration to drive business and enable other teams to be more impactful. Assembles and leads expanded/large-scale virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide complex partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.
- Works with technical teams to build solutions or services and to demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to articulate and bring business value to the partner.
- Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates go-to-market resources across accounts.
- Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.
- Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.
- Leverages tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.
- Evaluates and presents business metrics and performance data (e.g., return on investment [ROI]) to make strategic portfolio decisions. Shares information and best practices with colleagues.
Embody our and
10+ years partner management, sales, business development, or partner channel development in the technology / telecommunication industry
- or bachelor's degree in sales, marketing, business operations or related field and 8+ years partner management, sales, business development, or partner channel development in the technology industry.
- executive management
- sales and marketing execution
additional or preferred qualifications
- master's degree in business administration, business science, or an advanced degree in a science, technology, engineering, and mathematics (stem) related field and 10+ years partner management, sales, business development, or partner channel development in the technology / telecommunication industry.
Job Location Information:
Date Posted: 2021-09-14
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