The Partner Development Manager (PDM) role is key to Microsoft's partner management strategy as part of the One Commercial Partner Organization. The PDM is a business development role that aligns to a partner segment and is accountable for driving performance of a managed portfolio of partners by business priority. The goal is to drive partner recruitment, enablement and business growth based on their strengths and priorities. The PDM will work across Microsoft and the Partner organization to ensure business goals are aligned to partner offerings. The role will need to develop required solutions and build partner capacity by working with the managed partner portfolio through the Microsoft Build-With lifecycle, from recruit to grow and aligned to partner segment. The PDM for Channel Development typically manages our largest scale channel partners. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner leadership. This partner facing role should understand fiscal year and long term channel requirements and lead across geographies. The PDM represents Microsoft to the channel, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive long-term revenue, cloud consumption and digital transformation through a set of practices leading to workload/industry based co-sell.
The WE HQ PDM D365 will focus on three key areas
Community lead: A vital accountability of this role is to drive governance across the region. The key elements are to drive clarity of execution, coaching, support and driving role excellence to the TCM SMB specialised on D365 across WE ).
Regional Partner Development: As the D365 expert @ WE the PDM will engagement with the 9 key region Partners ( 6 X LSP & 3 X Disti) to develop each partners offering, manage services & CLM capability. Partners examples SoftwareOne, ATEA, TD & Ingram Micro
Regional Partner Management: As the area lead for D365 development the PDM for D365 will manage, engage and develop QBS to drive breadth channel development across WE
Lead partner recruitment: Identify existing and new partners to create a balanced portfolio aligned to business requirements. Drive partner’s business qualification to ensure investments are made in partners that are committed and capable. Secure business and marketing plan, endorsed by partner’s leadership to accelerate partner journey to the co-sell stage.
Ensure partner enablement: Develop business capabilities within the partner portfolio, based on local capacity requirements and solution/practice map with inputs from Channel Management teams. Secure and coordinate resources and programs to enable partner capacity growth for current and new capabilities. Ability to develop and drive platform adoption, solution roadmap, and identify P2P connection to expand capability.
Drive business growth: Accountable for the growth of the business across the partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue (Usage & consumption), customer acquisition, apps, as well as the support global expansion.
Experiences Required: Education, Key Experiences, Skills and Knowledge:
10+ years of experience in partner channel development, sales, business development, alliance management in the technology industry
Experience with technology platforms and solutions with a reasonable level of technical proficiency
Extensive experience of managing virtual teams across functions and geographies:
Inclusive and collaborative – driving teamwork and cross-team alignment
Strong partner relationship management and solution development skills
Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
Bachelor degree required (Sales, Marketing, Business Operations); MBA desired
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