Director, Business Development One Commercial Partner
Redmond , Washington
December 13, 2017
The WW OCP team is looking for a rock star Partner Development Director to join the Strategic Partner deal team and help Partner Development Managers (PDMs) around the world drive strategic engagements with Partners that enable broad adoption of our key platforms and technologies - Azure, O365, SQL Server and Windows. It’s an exciting time to join the WW OCP team, as Microsoft continues to prioritize building an end-to-end partner motion within the company. From start-ups to traditional partners to those born in the Cloud, we need to drive broad platform adoption and ensure partners are successful on our platform. Microsoft’s future is dependent on the adoption of our platform technologies by Strategic Partners. The Strategic Partner Development team within OCP is building a team focused on strategic problem solving and analysis and development of partnerships with key partners to drive Microsoft’s platform success.

Position Description:

The Partner Development Director in the Strategic Partner Development team is a trusted advisor and partner to the OCP leadership team, PDMs, Go-To-Market managers and Business Group (BG) stakeholders with the creation, negotiation and execution of customized offers and strategic deals, and works closely with account teams, finance, legal, corporate Business Development and other functions to enable the creation of successful ISV deals that accelerate and consolidate the adoption of key Microsoft technologies, such as Azure, SQL Server Dynamics. The Partner Development Director is also a self-starter who works well in a team environment. The role is for someone skilled at building cross-functional partnerships across different organizations and who is comfortable presenting and influencing audiences at the highest levels - both inside and outside Microsoft. The successful individual in this role excels in developing shared understanding of goals, aligning priorities across different functions, and leading a virtual team towards successful outcomes for Microsoft and our partners. This role is an excellent opportunity for someone who wants to work on high visibility engagements that will drive impact and help them grow professionally as a domain expert in driving adoption of Cloud technologies and deal making.


Coach and advise partner and customer account teams on how to structure a proposal and transaction for maximal success with the most effective use of company resources. Influence partner stakeholders. Develop and negotiate deal terms, coordinating the necessary approvals and support from internal stakeholders. Provide quality analysis and insight into the overall success of our offers, value proposition and ISV needs to help continuously refine these offers and the success of our deals. Synthesize data and market insights to help the OCP organization in identifying new trends and opportunities, building the case for change where appropriate to influence strategy and direction. Build trusted relationships across range of Microsoft teams to advance shared agenda and priorities. Report and update Senior Leadership Teams on status, progress and blockers, proposing solutions and recommendations for resolution where applicable. Provide SLT, approvers and stakeholders recommendations on the viability of a transaction and support the effective evaluation of tradeoffs and prioritization of investment decisions. Escalation management.

Basic Qualifications:

• Bachelor’ degree
• 10 plus years bus Dev experience
• 5-8 years of related experience, including sales, business
development, account management and working with
Enterprise customers - industry experience given priority.
• Demonstrated excellence in cultivating and managing business
relationships at the executive level.
• Demonstrated excellence in thought leadership and execution
management; ability to influence without authority at all levels.
• Must be highly self-motivated and able to work effectively with
virtual teams of diverse backgrounds.
• Previous experience in online and Cloud services.
• Previous experience managing programs and/or supporting
partnerships or alliances.
• Results driven; outstanding analytical and problem-solving
skills with exceptional verbal and written communication skills.
• Exceptional decision making, organizational and negotiation
skills with impeccable attention to detail.
• Proven experience in managing the lifecycle of projects,
products, accounts or partners, demonstrating ability to track
and ensure attainment of goals and milestones, with ability to
juggle multiple projects at once.

Preferred Qualifications:

• MBA or equivalent advanced degree in Law, Engineering,
Computer Sciences, Finance or Economics.
• Demonstrated ability to innovate within a business stream,
define processes at a global level and manage projects,
budgets and timelines.
• Experience in leading others through change (change
management, identifying and taking calculated risks, leading
innovative approaches, enabling and motivating others).
• Experience in working with developers and a solid
understanding of go-to-market strategies are desirable.
• Strong understanding of mobile and Cloud computing
technologies, business drivers, and emerging trends.

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. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request to

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