Partner Development Management
Microsoft · Posted Sep 21
Software, cloud computing, artificial intelligence, and hardware services
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About the role
Microsoft's SME&C partner organization drives growth through Distributors, SSPs, and SI Partners across Renewals, CSP, MCEM, and frontier motions such as AI Agents, Copilot, and Security. This Partner Development Management role co-owns the Partner Business Plan with assigned partners, leads C-suite engagement, and owns in-period revenue attainment and co-sell execution across SME&C Corp and SMB teams. The role leads end-to-end POD orchestration via the Partner Activation Framework and runs MCEM, renewals, programs, and incentives as a consistent operating rhythm.
What you will do
- Partner Strategy & Business Planning
- Co-own the Partner Business Plan (PBP) with each assigned Distributor / SSP / SI Partner, translating Microsoft's global strategy into a multi-year revenue ambition with quarterly execution milestones
- Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes
- Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals
- Executive Engagement & Partner Preference
- Build and maintain C-suite relationships at assigned Distributor / SSP / SI partners tied to measurable revenue outcomes
- Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders
- Influence partner capability investments (sales, technical, AI/Security practices) in Microsoft's direction
- Sales Leadership & Revenue Accountability
- Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C
- Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression
- Drive co-sell motions across SME&C Corp and SMB teams — targeting upsell, renewal recapture at 130%+, new customer acquisition, compete win-backs, and dark-to-cloud migration
- Business Excellence & Execution Hygiene
- Lead end-to-end POD execution via the Partner Activation Framework (PAF)
- Run MCEM, renewals, programs and incentives as a consistent operating rhythm.
Skills used in this role
What the employer is looking for
- 15+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company.
- Experience managing: Technology Distributors or CSP partners or LSPs / SI Partners, Global / Regional Partners, with strong understanding of AI, Agents, Cloud , Security & Modern Work.
- Business Leadership: Strategic thinking, Financial acumen, Business planning, Competitive positioning.
- Sales Leadership: Executive influence, Pipeline management, Forecasting & Co-sell execution
- Partner Leadership: CXO engagement, Change management, Partner transformation, Preference creation
- Technical Acumen: Expected proficiency in: Microsoft AI, Copilot & Agents, Security & Cloud Platform
- Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes
- Experience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholders
- Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration
- Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority
- Strong written and verbal communication skills in English; Hindi language skills preferred for this market
Benefits and support
- Compensation and benefits are detailed in the job posting
About Microsoft
Microsoft Corporation is a multinational technology company that develops, licenses, and supports a wide range of software products, services, and hardware devices. Best known for its Windows operating systems, Microsoft 365 productivity suite, and Xbox gaming consoles, the company has expanded heavily into enterprise cloud computing via Azure and advanced artificial intelligence solutions. As one of the world's most valuable public enterprises, it empowers individuals and businesses globally through innovative digital transformation.
- Industry
- Software
- Company size
- 228,000+ employees
- Founded
- April 4, 1975
- Location
- Redmond, Washington, USA
- Funding stage
- Public Company
Leadership
Chairman and Chief Executive Officer
Chief Financial Officer
Vice Chair and President
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