Microsoft Corporation Partner Development Manager Biz Apps in Fargo, North Dakota
Microsoft’s mission is 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 teamsand 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 to achieve our mission.
The mission of the Global Partner Sales (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 andestablishing excellence in execution across the global GPS teams. To do this, GPS focuses its efforts around four core motions: Build-with, Technical, Go-To-Market (GTM), and Partner Co-sell.
The Partner Development Manager (PDM) is responsible for the360-degreebusiness relationship with Microsoft’s key strategic partners. The PDM is responsible for engaging with the very highest-level ranking executives between the partner and Microsoft, building trust by sharing insights about howto capitalize on market opportunities by partnering with Microsoft. The PDM leads the building of the joint business plan with the partner to define their solutions portfolio, Go-To-Market, sales and marketing strategies, and drivingimplementation of all aspects of the strategy by orchestrating relationships between the partner’s technical, sales and marketing teams and Microsoft’s to ensure excellence in execution of the strategy and achievingpartnership growth goals and sales targets. The ideal candidate is a strategic thinker who can also roll up their sleeves, has a strong background in partner management or business development and possesses the ability to work fluidly across Microsoft’s sales and partner organizations. The PDM will be aligned to Dynamics 365 (Business Applications) GISVs. Working knowledge of the business applications space (Dynamics 365), solution sales motions, cloud business models and Microsoft’s technology is also essential to success.
Help partners transform and grow their business in the cloud by developing comprehensive Partner Business Plans for a portfolio of partners to identify short and long-term strategic goals and tactical execution.
Build strong relationships with Microsoft andpartnerkey stakeholders to design a portfolio of differentiated Cloud solutions/ applications that leverages the Microsoft cloud.
Effectively manage partner escalations to resolution by pulling in applicable resources and consistently communicating the plan.
Guidespartnerto build a solutions portfolio aligned with market opportunities.
Identify an effective path to market with solutions and Go-To-Market (GTM) activities.
Track pipeline health on key deals to accelerate sales momentum and cloud consumption; manages and maintains a global community of Microsoft field PDMs that have been assigned to drive co-selling withthe partnerin their geography.
Ensure hand-offs to and engagements with the appropriate resources at the appropriate sales phase, to maximize win probability and minimize time to close, make proper decisions resolve issues with local leadership and escalate as required.
Drive performance management through monthly/quarterly reviews to review overall business performance across the organization and to measure progress against the goals/KPIs in the Partner Business Plan.
Drive continuous optimization ofpartner’sperformance as measured by revenue, pipeline, consumption, usage, and partner impact.
Develop strategic content that will allow better positioning of our partnership internally and externally.
Travel is 10-25% of the role and most of the work can be done from home or through a local Microsoft office.
Recruits new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell Microsoft products and services.
Identifies, engages, onboards, and qualifies complex partners with new solutions to expand Microsoft’s platform.
Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
Sells account vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.
Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to industry leads for assistance as appropriate.
Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
Develops and executes strategic partner business plans for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
Leverages the understanding of benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness.
Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of industry and competitors.
Solution and Services
Work with partners to identify and transform their plans and strategies around solutions and services. Provides guidance to partners on launching applications or other products including monitoring and troubleshooting applications.
Proactively leverages collaboration to drive business. Assembles and leads cross-functional virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.
Works with technical teams to build solutions or services, and demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to bring business value to the partner.
Leverages internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies.
Supports partner readiness by developing marketing plans 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.
Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.
Leverages tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.
Analyzes business metrics and performance data (e.g., return on investment [ROI]) to ensure targets are being met and to identify areas for growth.
- Embody our culture and values
8+ years partner management, sales, business development, or partner channel development in the technology industry
OR Bachelor's Degree in Sales, Marketing, Business Operations or related field AND 5+ years partner management, sales, business development, or partner channel development in the technology industry.
Additional or Preferred Qualifications
Deep understanding of digital transformation business drivers, cloud platforms, capabilities and solutions that generate partner growth andinnovation.
5-10+ years of experience in core sales experience, partner channel development, sales, business development, alliance management in the technologyindustry.
5-10+ years of experience in the Business Applications ecosystem, preferably with Dynamics 365 (CE or F&O) and the Power platform (PowerApps)
Deep strategic advisor and executive relationship management experience driving sales with partners in commercialbusinesses.
Strong experience of managing virtual teams across functions and geographies.
Strong influence and orchestrator skills helping align Microsoft and partner resources to drive solutions that support customerneeds.
Inclusive and collaborative - driving teamwork and cross-teamalignment.
Strong partner relationship management and solution developmentskills.
Excellent communication and presentation skills with a high degree ofcomfort.
Challenger mentality leveraging internal and/or external resources, conflict resolution, and followthrough.
Experience with technology platforms and solutions with a reasonable level of technicalproficiency.
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.