Partner Development Manager (Surface) в Microsoft

21 января 2022
крутая компания

Microsoft is looking for a Partner Development Manager (Surface).


The Global Partner Solutions team mission is to: build and sell intelligent cloud and intelligent edge solutions with partners, empowering people and organizations to achieve more. GPS is a sales organization accountable for the commercial partner business at Microsoft. Building on the GPS mission, The Surface Partner Development Manager (PDM) role in GPS organization is at the forefront of bringing Surface and the Modern Workplace to the Channel. The PDM is responsible for creating and executing the overall Surface channel strategy in their territory across both distributor and reseller partners as well as other non-traditional partner types. The PDM is also responsible for managing select Surface partners (resellers and distributors) and is accountable for the performance of these partners. The PDM is responsible for helping partners build comprehensive business plans to drive sales and deployment of the complete Surface portfolio. The partner’s performance is measured against business objectives and revenue goals established in the partner business plan developed as part of the joint fiscal year business planning led by Surface PDM Manager. The role requires hardware sales and channel experience. This leader will have overall ownership and accountability for the complete Surface portfolio channel sales strategy and results for the Surface commercial channel in their market.


The Impact You’ll Be Making:

  • Consulting/Coaching on Sales/Strategy Value, Partner/Channel/Alliances, Co-selling motions to develop the best standards and uphold them within the team
  • Providing direct input to product teams around customer/market requirements and as necessary, field-adapted solutions, to meet the needs of customers and partners
  • Implementing channel sales strategy for transformation and growth in key areas, aligned to Surface and Modern Workplace growth priorities
  • Working with worldwide leadership team to ensure we have the best Sales Management and Leadership, with strong selling capabilities
  • Working closely with the Surface BG Lead, Surface sellers across the customer segments and the GPS Leadership Team to build and execute a comprehensive strategy that drives Surface revenue and other business objectives (such as new customer adds, portfolio mix, modern deployment capabilities, etc.) while also building a healthy and profitable channel for Surface
  • Liaison between the CEE Area HQ and the Subsidiaries to tailor the strategy and execution to the local markets and removing obstacles to the subsidiaries’ success
  • Engaging with Subsidiary leadership teams to mainstream Surface across the area
  • Recruit, develop, enable and grow Managed Partners for Surface
  • Develop partner business plans through joint planning to target new buyers and new influencers, along with sales target setting
  • Manage plan through to success and meet joint business goals, revenue, unit & accessories targets
  • Exceed revenue quota goals by delivering Surface revenue growth across managed partner portfolio
  • Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities
  • Support partners ability to engage every customer on Surface scenarios · Utilize field insight, data and case studies to support partners for Surface
  • Establish high partner satisfaction by earning a "trusted advisor" status with senior executives down to the field rep level, driving positive outcome against Conditions of Satisfaction, and influencing partner business strategy & planning


Core Competencies:

  • Business & Strategic Leadership, Problem Solving, Planning, organizing and coordination, Cross-Group
  • Collaboration, Executive Maturity, Strong People Management capabilities
  • Have strong industry, channel, and competitive knowledge including market trends and best practices, understanding of Microsoft's business, product, and technical strategies, and proven cross-group project leadership and management skills
  • External, competitive, market-oriented Sales and Marketing expertise/proven experience
  • Deep experience in Sales, having sold to Customers and developed long-term, sustainable relationships in the market working with and through Partners
  • Proven experience growing a business while exceeding business requirements (scorecards)
  • 10+ years of experience in enterprise sales and/or sales/partner management and/or consulting services (including recent Microsoft experience)



  • Several years of strong partner management experience, sales, business development, or partner channel development in the technology industry or related experience
  • Deep understanding of digital transformation business drivers, capabilities and solutions that generate partner growth and innovation
  • Leadership/Communication skills are important to act as influencer/orchestrator helping align Microsoft and partner resources to drive solutions that support customer needs
  • Fluent English is required

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