Global Channel Partner Development Manager

Leads the creation of a strategic vision rooted to the partners impact and potential across segments. 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. Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Possesses a challenger sales mindset and begins to apply this in interactions with partners. Helps lead campaigns with various functional areas and the partners marketing teams. 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 and the partners. Leverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations.

Overview

As SAP Global Channel PDM, you are at the leading front of partner performance worldwide! You will bring your tenacious work ethic, your enthusiasm, optimism, and your passion to foster profound growth and change within our channel partner ecosystem.

You will leverage your challenger mindset, deep technology industry knowledge, market insights, expert understanding of the competitive landscape, executive presence and best in class interpersonal abilities to grow our robust ecosystem of world class channel partners.

You will deliver EPS/SAP sales strategy, will sponsor executive connections, drive business performance, and maximize partner investments in your area.

You will institute a predictable rhythm with partners and key stakeholders to drive sales execution.

This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations building strong relationships in the C-Suite.

Responsibilities

• Accountable for the overall strategy and execution of the SAP Channel performance and sales results for operating unit.
• Deliver sales unit FRA targets, evaluate quantitative and qualitative metrics and translate those metrics/results into strategic priorities and plans.
• Continuously assess customer TAM opportunity, competitive dynamics, market insights and intelligence in the design of proposals to address opportunities, challenges and risks.
• Engage CxO leaders as well as partner country managers across the partner ecosystem to drive alignment on strategy, joint commitments and priorities.
• Drive Partner Business Plan and overall rhythm of the business to ensure mutual commitment and delivery on the Metrics that Matter, KPIs and execution of priorities that deliver growth.
• Ensure strong Cosell aligned to MCEM stages, partner pipeline ownership, and GTM execution
• Land SAP account teams strategic priorities and engage global/field teams in the operating unit for holistic and aligned execution.
• Implement a collaborative operating model with the Regional OU leaders and their teams as well as shared services (Tech Team, Partner Marketing Manager, Partner Solution Sales).
• Create a transparent engagement model between the organizations to ensure the business is maximizing opportunity and insights across the region to deliver optimal results and role model One Microsoft behaviour.

Qualifications

• Demonstrated experience in channel management, sales, business development, or partner development in the technology industry or related experience
• Experience supporting the overall strategy and execution of partner performance and sales results for the sales unit, with accountability for FRA, forecast integrity, and translating quantitative and qualitative insights into strategic priorities and plans.
• Familiarity with partner incentive models, GTM investments, and performance metrics.
• Leverage market insights and intelligence to continuously assess customer TAM opportunity, competitive dynamics, and risks, and to design targeted proposals to address emerging opportunities and challenges.
• Demonstrate strength engaging senior leaders in the partners’ organization to influence business outcomes, drive alignment on strategy, joint commitments, and priorities as captured in the partner business plan, ensuring mutual accountability for Metrics that Matter, KPIs, and growth execution.
• Proven capability supporting high performing sales teams, implementing a collaborative operating model with Regional OU leaders and their teams, fostering transparent, high-bandwidth engagement to maximize opportunities and insights and role modelling One Microsoft behaviours across the region.

Required/minimum qualifications

Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 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

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process.