Partner Development Management

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Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission to life and it’s the Global Partner Solutions (GPS) organization that will drive the transformation of this ecosystem to accelerate cloud growth for all partners and Microsoft.

The GPS team is responsible for driving and sell intelligent cloud and intelligent edge solutions with Microsoft’s managed partner ecosystem, including managed services providers, Telco Service providers, systems integrators, hosting service providers, ISV, Device partners and resellers and distributors. The Channel Sales team is tasked with the business management and transformation of partners who have been selected as strategic, have presence in multiple areas and are benefitting from 3-year investment plans.

As a global Partner Development Manager (PDM), in the GPS/Channel Sales/Global Telco team at Microsoft Corp, you will have the opportunity to demonstrate your advanced skills in strategy and execution. This role contributes directly to one of the fastest growing businesses at Microsoft, leading the industry transformation to cloud services. The PDM role is key to landing Microsoft’s partner management strategy in close collaboration with partner stakeholders.

We are looking to hire a PDM to

• Backfill an existing position.
• Accelerate the valued and established global partnership with Deutsche Telekom, particularly the transformation to cloud and managed services.
• Raise the relationship bar by providing business management/leadership as a strategic advisor to Deutsche Telekom, connecting to executives at Microsoft and informing through continuous rhythm of business.
• Drive with Deutsche Telekom and Microsoft teams cloud services development/enablement, Go To Market (GTM) and impact deployment to delight customers.
• Modernize legacy business and customer contracting operations, sales motion and seller capabilities.
• Work across the Microsoft organization to ensure business goals are aligned to Deutsche Telekom offerings and success.
• Coach Deutsche Telekom and Microsoft internal teams through the transformation journey to continue building new cloud capabilities/solutions/offerings, generating growth and stimulating innovation.
  

We Are Seeking

• An effective team player, who can collaborate/inclusive across time-zones, working styles and communication preferences.
• A networker, who can expand on business experiences, perspective and understanding, to contribute to business Deutsche Telekom and analytics, understand commonly used business performance metrics and specifically impact the quality of partnership between Microsoft and partners operating globally.
• An effective listener, who can translate feedback into actionable perspective to transform and improve the interoperability of the relationship between Microsoft and partners.
• A challenger, who can focus conversations to the desired outcome, understanding the partners context and complexities, consider multiple perspectives, share learning and best practices, while finally coach and contribute to an outcome that transforms.
  

Responsibilities

Responsibilities & Accountabilities:

• Evolve the business planning processes to maintain and 3-year planning horizon and an annual operating plan, with clear quarterly and monthly KPIs across global and geographical scope.
• Assist Deutsche Telekom to transform and grow their business in the cloud by developing services, GTM and customer engagement strategies.
• Provide Deutsche Telekom and rigor about partner execution and key strategic initiatives; out of the box thinking to accelerate growth; landing a growth mindset in the transformation to the cloud, and illustrating hands-on involvement in KPI attainment.
• Impact global partner transformation through the investment program processes, inclusive of reporting, analytics, Deutsche Telekom, proposed adjustments, escalation handling and continuous aggregation of trends, performance optics and portfolio/partner level commentary and Deutsche Telekom.
• Develop deep internal and external relationships to drive partner success, across sales, marketing and technical/engineering teams.
• Be a strong influencer and orchestrator to align Microsoft & Deutsche Telekom’s resources to drive global business impact.
• Execute 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.
• Ensure clear governance with partner executives and establish joint priorities to identify transformation opportunities - be ready to behave as coach and challenger for change.
• Identify an effective path to market with solutions and Go-To-Market (GTM) activities.
• Partner Solution Management: Guide Deutsche Telekom to build a solutions portfolio aligned with market opportunities and Microsoft priorities.
• Build and develop solutions aligned to a partner plan with evaluated ROI ensuring that new offers are taken to market in ways that show differentiation and are positioned for success.
• Business Management: Drive performance management through monthly/quarterly reviews to review overall business performance across the organization and to measure against transformational goals and business plans.
• Drive continuous portfolio optimization of Deutsche Telekom’s performance as measured by revenue, pipeline, and partner impact.
  

Qualifications

Required Qualifications:

• Previous professional experience in partner and sales management and performance information, working with a global scope of perspective and creating advisory for course correction.
• Solid experience in core sales, partner channel development, sales, business development, alliance management in the technology industry.
• Successful experience managing virtual teams across functions and geographies.
• Inclusive and collaborative - driving teamwork and cross-team alignment strong partner relationship management and solution development skills; good experience with technology platforms and solutions with a reasonable level of technical proficiency Excellent communication and presentation skills with a high degree of comfort Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through Bachelor’s degree required (Sales, Marketing, Business Operations)
• Microsoft is an equal opportunity employer.
  

Competencies & Experiences

• Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work.
• Demonstrated experience developing analytic approaches to complex business environment. Preferable to have a finance background - preferable to understand the various back end data sources available to the teams and what their limitations are.
• Ability to distill complex data/analyses into understandable information, guidance, Deutsche Telekom and actions.
• Strong decision-making & critical thinking ability.
• Ability to proactively identify areas in the partner investment strategy that require strengthening (i.e. models, processes and tools).
• Challenger mentality.
  

Education & Work Experience

• BA/BS in a quantitative field, such as engineering, finance, mathematics, economics, research or business is required.
• MBA is preferred and demonstrable experience in business analysis or analytics role, preferably in an online advertising or technology environment.
• Strong Excel spreadsheet competency required including Power BI, PowerPivot and skilled in other MS desktop apps, including Word, PowerPoint, Project.
  

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.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.