Job Details

ID #44897540
State Massachusetts
City Boston
Full-time
Salary USD TBD TBD
Source Microsoft Corporation
Showed 2022-08-15
Date 2022-08-15
Deadline 2022-10-14
Category Et cetera
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Partner Development Manager - Assisted Growth

Massachusetts, Boston, 02108 Boston USA

Vacancy expired!

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission.The mission of the Global Partner Solutions (GPS) organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of managed and unmanaged partners, while also guiding the definition of and establishing excellence in execution. To do this, GPS focuses its efforts around three core motions: Build-with, Go-To-Market (GTM) and Sell-with.The Assisted Growth Partner Development Manager (PDM) is responsible for a portfolio of independent software vendors (ISVa) that develop and sell solutions build on the Microsoft Cloud. The PDM will be working with a vendor team to accelerate partner growth, provide insights to the Partner and Microsoft leadership, and develop sales engagement motions that drive impact at scale. The focus of the role is on activating the sale engagement between ISVa and Microsoft sales team. The role is fast paced and requires a growth mind set.ResponsibilitiesKey Accountabilities:Microsoft Business LeaderLeads the creation of a strategic vision rooted to the partners impact and potential across segments, and will generally serve partners that are smaller or startups. Demonstrates an expert understanding of the partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition.

Sells account vision to stakeholders and partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Begins to influence the partners strategy via prep sessions and roundtables. Shares market opportunities and gaps in partners strategy for others to address. Understands the partners organization and builds stakeholder maps to expand network.

Maintains a deep understanding of the industry and gains insights as partners' businesses change over time. Learns from partners and applies those learnings to other partners. Leverages data to assess opportunities and to optimize the partners business model and identify expansion opportunities.

Engages and builds trusting relationships with partners to grow business. Understands partner priorities, strategies, and goals and how they align with Microsoft’s. Builds account plans. Helps with regular partner reviews and quarterly business reviews to track plan execution, identifies gaps, and agrees on any correction of errors.

Partner TransformationContributes to Business Design briefings advising partner leadership on building a high-impact Microsoft Services practice. Develops and executes forward-thinking partner business plans that develop partner business and support cloud consumption and digital transformation. Considers short- and long-term goals and performance expectations based on partner capabilities.

Supports the integration of skills, capability, and capacity plans for the partner business. Helps to influence partner to create a learning culture. Learns the various sales and tech trainings and bootcamps on offer.

Partner Sales and ConsumptionOrchestrates reviews of partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners' sales leaders on how to overcome obstacles, compete, create deal proposals, etc.

Supports campaigns with various functional areas and the partners marketing teams. Helps to oversee planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Helps ensures sales targets are clear and that actions and accountabilities are being routinely followed up.

Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers (PDMs) and the partners.

Team MobilizerLeverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing GTM strategies. Advises partner on meeting various program, sales, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates and coaches partners around consumption economics (e.g., leverages reports, analyses, etc.).

Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) to assist partners with developing marketing plans.

Assesses managed partner portfolio to identify clear patterns, opportunities, and gaps in partner accounts that can be addressed with current products and services.

Escalates challenges and roadblocks to internal teams (e.g., product groups). Ensures results on partner's behalf through resolution. Supports the orchestration of response to the partner to ensure timely action and resolution from internal teams. Helps to steer other groups in prioritizing partners' solutions and issues.

Specialty ResponsibilitiesLeverages and recruits new partners to grow business. Identifies opportunities to sell Microsoft products and services.

OtherEmbody our culture and values

QualificationsRequired QualificationsBachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years partner management, sales, business development, or partner channel development in the technology industry or related experience

OR equivalent experience.

At least 1 year of experience in any of the following : sales, channel sales, account management, account planning, business forecasting, executive relationship management, executive presentations, cross-functional collaboration.

Preferred QualificationsExperience helping partners transform and grow their business in the cloud by developing and executing comprehensive partnership plans for a portfolio of partners.

Experience building strong relationships with enterprise customers and partners to design a portfolio of differentiated Cloud solutions, preferably leveraging the Microsoft Cloud and focused on Azure, Dynamics365 and Microsoft 365.

Experience partnering to build a solutions portfolio aligned with market opportunities

Ability to define roadmap to evolve adoption of the Microsoft Cloud (Azure, Dynamics365 and Microsoft 365) or related cloud solutions

A background identifying an effective path to market with solutions and Go-To-Market (GTM) activities

Experience tracking pipeline health on key deals to accelerate sales momentum and cloud consumption.

Experience ensuring hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close,

Experience in resolving issues with leadership and escalate as required.

A background driving performance management of partners through monthly/quarterly reviews to review overall business performance across the organization and to measure against partners’ transformation goals and business plan.

Experience driving continuous portfolio optimization of partners’ performance as measured by revenue, pipeline, consumption, usage and partner impact.

Experience developing strategic content that will allow better positioning of our partnership internally and externally.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form (https://careers.microsoft.com/us/en/accommodationrequest) .Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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