Partner Development Manager
vor 2 Wochen
The Services Partner Leader is a key and influential role within Microsoft and the Global Partner Solution (GPS) Organization. The charter of the GPS Services leader and her/his team is to develop and drive the partner engagement and sales strategy across enablement and business growth for the Area/Subsidiary. The role needs to provide leadership to build the right partner capacity and capabilities from within the existing ecosystem and through the recruitment of key new partners aligned with the broader needs for the Area/Subsidiary. The Services Leader is responsible for accelerating our partners transformation to the Microsoft Cloud, and drive strong partner preference on Microsoft’s platform versus our competition. This senior leader is accountable for all Services /GSI Partners Revenue, Co-Sell, Customer Acquisition, Consumption and Usage contribution to Microsoft in the Area/Subsidiary and the overall Services Partners satisfaction and success. He or she is responsible for partner portfolio optimization for the area/subsidiary.
The Services Partner Leader manages a team of Partner Development Managers (PDM’s) responsible for the 360 degree business relationship with companies that sell, service and support Microsoft’s cloud solutions. The Services leader oversees the pivotal role PDMs play in building relationships with executives at the very highest level and the Go-To-Market strategies and plans they build and execute. The Services leader leads by example, acting as the Executive Sponsor for Microsoft with some of the worlds largest Services organizations building trust and ensuring partners get the support required to achieve partnership growth goals and sales targets.
The Services Partner Leader is a transformational leader thinking ahead, leading from the front, seeking out ways to disrupt markets with new business practices, services and solutions that reimagine the way business is transacted. To do this Services leaders must build a pipeline of top talent from both inside and outside of Microsoft and oversee the development of a diverse and culturally inclusive team of talent. They ensure clarity of role and every PDM has a growth and development plan based on the Excellence profile for the role they perform and through a regular rhythm of connection track progress and coach PDMs to achieve their growth and career aspirations.
The Services Partner Leader runs a disciplined business meeting high standards for ethics, governance and accountability. He or she ensures excellence in execution of GTM and co-sell strategies with partners and sales and scorecard KPI’s are always met and shared accountability between the PDM team and other technical, sales, marketing and service teams are clear, agreed and exceeded.
**Responsibilities**:
People Management
- Managers deliver success through empowerment and accountability by modeling, coaching, and caring.
- Model - Live our culture; Embody our values; Practice our leadership principles.
- Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
- Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Microsoft Business Leader
- Uses a variety of strategies to convey the value of partnering with Microsoft over competitors in roundtables in front of broad audience. Combats competition throughout the selling and account management lifecycle. Guides and supports others on communicating the value of partnering with Microsoft above competitors and address competitive threats. Helps to define partner selection for the team. Delivers business impact and focuses the team on driving business outcomes.
- Guides and challenges team on selling account visions to partner decision makers. Challenges Microsoft teams on their value propositions to partners. Reviews plans to ensure alignment between overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's overall business goals. Articulates value propositions to senior business decision makers. Drives strategic alignment internally, as well as with account planning and business planning partners, integrating key information across teams to help facilitate shared purpose.
- Synthesizes team member accounts to identify high-level opportunities to pursue with partners that position Microsoft to be an industry leader. Shares competitive intelligence information with team members to develop appropriate plans. Ensures alignment with the executive industry team at Microsoft.
- Models creating/developing and maintaining a trusted-advisor relationship with complex partners. Ensures team members maintain a deep understanding of partner and Microsoft priorities, strategies, and goals to build mutually beneficial plans that achieve strategic alignment and drive growth.
Partner Transformation
- Oversees the development of partner business plans
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