Partner Development Management

Responsibilities

Partner Strategy & Business Planning

• Co-own the Partner Business Plan (PBP) with each assigned Distributor / SSP / SI Partner translating Microsofts global strategy into a multi-year revenue ambition with quarterly execution milestones
• Define growth targets across Renewals CSP MCEM and frontier motions (AI Agents Copilot Security) that are inspectable and tied to revenue outcomes
• Align partner investments sales headcount technical readiness services capacity to revenue and profitability goals

Executive Engagement & Partner Preference

• Build and maintain C-suite relationships at assigned Distributor / SSP / SI partners tied to measurable revenue outcomes
• Orchestrate exec engagement cadences (MBR QBR annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders
• Influence partner capability investments (sales technical AI/Security practices) in Microsofts direction

Sales Leadership & Revenue Accountability

• Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C
• Lead POD (team of PDM PSS segment sellers and partner) orchestration to drive pipeline renewals and MCEM stage progression
• Drive co-sell motions across SME&C Corp and SMB teams targeting upsell renewal recapture at 130% new customer acquisition compete win-backs and dark-to-cloud migration

Business Excellence & Execution Hygiene

• Lead end-to-end POD execution via the Partner Activation Framework (PAF)

Run MCEM renewals programs and incentives as a consistent operating rhythm.

• 15 years of experience in partner management channel sales or enterprise sales preferably in a technology company.
• Experience managing: Technology Distributors or CSP partners or LSPs / SI Partners Global / Regional Partners with strong understanding of AI Agents Cloud Security & Modern Work.
• Business Leadership: Strategic thinking Financial acumen Business planning Competitive positioning.
• Sales Leadership: Executive influence Pipeline management Forecasting & Co-sell execution
• Partner Leadership: CXO engagement Change management Partner transformation Preference creation
• Technical Acumen: Expected proficiency in: Microsoft AI Copilot & Agents Security & Cloud Platform
• Strong commercial fluency: ability to read partner P&L model revenue impact of investments and tie partner decisions to profitability outcomes
• Experience running executive engagementat C-suite level (CEO CRO CFO) with both internal and partner stakeholders
• Experience running structured sales execution rhythms: MBR/QBR cadences pipeline reviews renewal tracking deal acceleration
• Ability to operate with cross-functional influenceacross CELA Finance Commerce Ops Deal Desk and segment sales without direct authority
• Strong written and verbal communication skills in English; Hindi language skills preferred for this market

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 read more about requesting accommodations.

Required Experience:

IC