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WE Partner Development Manager (System Integrator)

Microsoft CEO Satya Nadella has defined our mission to empower every individual and organization to do more in this cloud first, mobile first world. We have three bold ambitions: to create more personal computing, to reinvent productivity and business processes, and to build the intelligent cloud that will be at the heart of this empowerment. All of us in the Partner team come to work to help our partners provide successful solutions built on Microsoft technologies.


As a Partner Development Manager SI in the team you will own the Business Development engagement with key partners focusing on business expansion, value creation. The partners you will be more focused on are interacting within the area of Dynamics365. You’re expected to build solution and move your partners to success. The partners are SI (Systems Integrator) partners and GSI (Global Systems Integrator) partners in collaboration with the technical team and with other PDM involved with these partners.


Joining the Microsoft WE Modern Workplace and Business Apps team means…

The team seats within the PDM Systems Integrators Build With organization at the area level of Western Europe. The Team is focusing on the hard stuff going for cracking the code for success. If you are up to the challenge you are welcome to the team! 

The Partner Development Manager (PDM) role is key to Microsoft's partner management strategy as part of the One Commercial Partner Organization. The PDM is a business development role that aligns to a partner segment and is accountable for driving performance of a managed portfolio of partners by business priority. The goal is to drive partner recruitment, enablement and business growth based on their strengths and priorities. The PDM will work across Microsoft and the Partner organization to ensure business goals are aligned to partner offerings. The role will need to develop required practices and build partner capacity by working with the managed partner portfolio through the Microsoft Build-With lifecycle, from recruit to grow and aligned to partner segment. The PDM for SI typically manages our largest and/or most influential partners. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner leadership. The PDM represents Microsoft to the channel, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive long-term revenue, cloud consumption and digital transformation through a set of practices leading to workload/industry based co-sell.

The Impact You’ll Be Making…

Lead partner recruitment: Identify existing and new partners to create a balanced portfolio aligned to business requirements. Drive partner’s business qualification to ensure investments are made in partners that are committed and capable. Secure business plan and Joint Marketing Agreement (JMA), endorsed by partner’s leadership to accelerate partner journey to the co-sell stage. 

Ensure partner enablement: Develop business capabilities within the partner portfolio, based on local capacity requirements and solution/practice map with inputs from Channel Management teams. Secure and coordinate resources and programs to enable partner capacity growth for current and new capabilities. Connect partners to the GTM motions and landing on solution/workload maps.   


Drive business growth: Accountable for the growth of the business across the partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue (Usage & consumption), customer acquisition, apps, as well as the support global expansion.:

Who we’re looking for …

•      Experience with technology platforms and solutions with a reasonable level of technical proficiency regarding ERP or CRM solutions; Dynamics 365 

•      Demonstrated Industry knowledge

•      10+ years of related experience in technology solutions/practice development, Cloud / Infrastructure technologies. Knowledge of MS platform preferable, sales & marketing, technical sales and partner/channel management

•      Ability to quickly grasp customer/partner strategic business objectives to articulate an engagement plan that addresses these objectives. 

•      Extensive experience in collaboration with virtual teams across functions and geographies:   

o      Inclusive and collaborative   – driving business targets with and through teamwork and cross-team alignment 

o      Strong partner business development capabilities 

•      Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.   

•      Exposure to Machine Learning, Azure, IoT and Cortana Intelligence is desirable.

•      Bachelor degree required (Sales, Marketing, Business Operations); MBA desired 



The job will require frequent travel (70% +). Fluent English verbal and written communications skills are a must.

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