Principal Partner Development Manager

Are you inspired by the prospect of helping our customers achieve their digital transformation objectives by leveraging the power of the Microsoft Cloud? Are you excited by the opportunity to own Go-to-Market strategy for the Microsoft Cloud Security platform and technologies across a select group of Microsoft's most strategic and high growth Global System Integrators?

The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft. The mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more. We are looking for an exceptional leader who can enable 6 of our largest and fastest growing Global Systems Integrators) GSIs to rapidly scale their Security Services business with the Microsoft Cloud. These 6 Global System Integrators work on some of the largest, complex and most exciting Cloud Security and Cyber customer projects around the world and have a combined employee and talent management capability of more than one and a half million technology professionals.

In this role, you will help our Digital Technology GSI Partners develop technology-based offerings on Microsoft Azure Security, Modern Workplace Security, Compliance and Data governance products, pursue go-to-market opportunities and land key customer wins. This is a unique role at the worldwide level that adds value both to Microsoft and to our GSI partners. We are looking for an energetic, cross-team leader who can collaborate with a broad network of stakeholders across Microsoft and our partner organizations, both at a global and regional level to accelerate our joint Security business.

As a Principal Partner Development Manager, we are looking for you to bring your work ethic, enthusiasm, optimism, and passion for the customer to foster growth and change within our partner ecosystem. You will leverage your challenger mindset, sales management skills, technology, and industry knowledge, and best in class interpersonal abilities to enable our partners to bring market-defining solutions to our customers. This opportunity will allow you to accelerate your career growth as you work with highly complex partner organizations, build relationships in the C-Suite and collaborate across multiple stakeholders to accelerate performance and resolve complex issues.

Microsoft's mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Qualifications:

Required/Minimum Qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience.

Additional or Preferred Qualifications

• Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
  • OR equivalent experience.
• Experience with Consultative Selling and developing tactics to manage pipeline, sales opportunities and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities.
• Proven history as a negotiator with an ability to influence and achieve mutually satisfying agreements through negotiations.
• Executive relationships: ability to interact confidently with senior leaders to present and address concerns regarding an existing project, program or solution.
• Experience communicating with proficiency in English (both written and verbal), and an ability to deliver business and technical topics with clarity and accuracy to internal and external stakeholders across all seniorities.

Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $122,400 - $216,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $166,100 - $235,000 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay

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 .

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

Responsibilities:

Partner development and growth

• You will develop and execute a strategic and tactical partner Security business plan aligned with Microsoft goals and objectives for managed partners to grow their Security business. You will promote cloud consumption and digital transformation; plans will consider short and long-term goals and performance expectations aligned with partner needs and capabilities.

Partner Sales and Acceleration

• You will develop a Security go to market plan and co-sell execution tactics, lead partner Security pipeline reviews and coach partners to transform their Security strategies around sales and consumption. You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet Security consumption and revenue targets. You will work with your partner on top Security opportunities following the Microsoft sales methodology and prioritize transactions through marketplace, where possible.

Partner performance and Impact

• You will be responsible for your partners' Security performance with Microsoft and accountable for keeping a regular rhythm of connection with executive, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive Security adoption, usage and performance of Security programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations.

Executive Relationship Building

• You will build a trusted-advisor relationship with C-suite Security leaders of complex partners and align their priorities, strategies, and goals with Microsoft's to build mutually beneficial account plans and achieve strategic alignment and growth.

Partner skills and capacity building

• You will lead the integration of Security capability and capacity plans for your partners utilizing the right mix of sales and tech training to upskill the partner. You will enable partners to build high-impact Microsoft offerings and practices to grow their business and deliver cloud consumption and digital transformation.

Advocate for Partner and Team Mobilizer

• You will represent the partner and lead the orchestration resolution to complex and urgent escalations. You will guide internal groups to prioritize partners' solutions and issues. You will engage across groups internally and with the partner organization to accelerate performance and execution.