GSI Partner Development Management

The Global Partner Solutions (GPS) organisation at Microsoft is pivotal in driving customer success and business transformation at scale. By collaborating closely with partners, GPS ensures that Microsoft's innovative solutions are effectively brought to market, addressing the unique needs of each customer segment. Microsoft's deep industry and technology expertise in collaboration with its extensive partner ecosystem enable it to deliver transformative solutions that address the most pressing business challenges to drive customer impact and business growth. GPS is committed to fostering innovation, driving customer success, and enabling partners to thrive in a rapidly evolving digital landscape. As a Partner Development Manager (PDM) , we are looking for you to bring your experience, passion and drive to foster a top-to-top strategic partnership and drive accelerated growth with some of our most strategic UK partners. You will leverage your challenger mindset, sales management skills, deep technology industry knowledge, and best in class interpersonal abilities to empower our partners to bring market-defining solutions to our customers. 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 and collaborating across multiple internal stakeholders to accelerate performance and resolve complex issues. Our GSI-SI partners have immense strategic influence within our Enterprise customer base. As a GSI-SI Partner Development Manager, you will be responsible for developing and leading our business with a select number of Global Advisories like EY and KPMG to

• Deliver Microsoft Client and Partner Solutions (MCAPS) strategic priorities.
• Accelerate co-selling with EY and KPMG through delivery of Microsoft practices and repeatable solutions.
• GSI PDMs are the CRO's of our partners' Microsoft businesses, responsible for delivering exceptionally strong YoY growth across industries and solution areas.
• Achieve industry transforming wins that leverage our partners' thought leadership and IP to further grow the influence of these partners even when we are not in the room with them selling to our customers.
• Accelerate the AI partner opportunity by developing AI powered industry and horizonal use cases enabling us to scale.
• KPIs are aligned to our GPS accountabilities, including: ACR (Individual Partner Targets), AI Design Wins, adoption of M365 Copilot, transformational deals and new customer acquisition.
Responsibilities
• Partner development and growth
You will develop and execute a strategic and tactical partner business plan directly aligned with Microsoft goals and objectives for all managed partners that grow partner business. You will promote cloud consumption and digital transformation; plans will fully consider short- and long-term goals and performance expectations that are aligned with partner's needs and capabilities.
• Partner Sales and Acceleration
You will develop a go to market plan and co-sell execution tactics, lead partner pipeline reviews and coach and challenge partners to transform their plans and strategies around sales and consumption. You will facilitate collaboration between the partners sales team, Microsoft sales teams, and other relevant teams to overcome obstacles, compete, and create deal proposals to meet consumption and key revenue targets. You will work with your partner on their top opportunities, following Microsoft sales methodology, and prioritize transactions thru marketplace where possible.
• Partner performance and Impact
You will be responsible for your partners' overall performance with Microsoft and accountable for keeping a regular rhythm of connection at executive, and sales and delivery team levels, to identify and resolve blockers in execution, as well as accelerate performance. You will drive adoption, usage and performance of key programs and investments applicable to your partner, that contribute to sales and consumption with end-customers. You will be responsible for creating correction of error plans when execution is below expectations.
• Executive Relationship Building
You will Build and maintain a trusted-advisor relationship with C-suite leaders of complex partners and will align partners' priorities, strategies, and goals with Microsoft's to build mutually beneficial account plans to achieve strategic alignment and drive growth.
• Partner skills and capacity building
You will lead the integration of skills, capability, and capacity plans for your partners utilizing the right mix of sales and tech trainings, and bootcamps to increase the partners' capabilities. You will enable partners to build high-impact Microsoft offerings and practices which grows partner's business and delivers cloud consumption and digital transformation.
• Advocate for Partner and Team Mobilizer
You will represent the partner internally and lead the orchestration of response to the partner through the resolution of complex and urgent escalations advocating for the partner and guiding other groups in prioritizing partners' solutions and issues. You will orchestrate across various groups in Microsoft and within the partner organization to accelerate partner performance and execution.

Required/Minimum Qualifications (RQs/MQs) Bachelors Degree and 5+ years partner management, sales, business development, or partner channel development in the technology industry or related experience
• OR equivalent experience
Additional or Preferred Qualifications (PQs)
• 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.
• Experience working with or at a GSI or equivalent enterprise partner.
• Possess a proven history as a strong negotiator with an ability to influence and persuade to achieve mutually satisfying agreements in negotiations by garnering support for initiatives.
• Executive relationships : ability to interact confidently with senior leaders of the organization in order to present/defend/clarify concerns or issues regarding an existing project, program or solution.
• Experience communicating with a proficiency in English, business, and technical topics in writing and orally with clarity, accuracy, and understanding to internal and external stakeholders across all seniorities.