Partner Development Manager - Jobs in Toronto, ON

Job Description

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission. Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: obsessing over what matters to our customers, becoming more diverse and inclusive in everything we do and create, operating as one company instead of multiple siloed businesses and lastly, making a difference in the lives of each other, our customers and the world around us. You can help us build our culture and achieve our mission.

• 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.

The Partner Development Manager - Recruit (PDM-R) is an important contributor to Microsofts partner engagement strategy as part of the Global Partner Solution business. Microsoft aspires to offer the most comprehensive, inclusive, and profitable partner network in the industry. GPS leads this effort in recruiting new partners, building solutions together, creating vibrant routes to market, and selling with impact to our joint customers. The goal of the PDM-R is at the start of this journey. The PDM-R Identifies, qualifies, engage, and enables strategic partners to develop new solutions on the Microsoft platform. With these new partners and solutions on the Microsoft Cloud Platform, we can better provide the right partner, at the right time, to solve customer business challenges. ResponsibilitiesThe PDM-R is responsible for recruiting new Microsoft Partners in the marketplace. The PDM-R researches Industry and customer needs to identify where Microsoft has gaps in its portfolio of partners to meet customer needs or, there are opportunities to disrupt the marketplace with new and differentiated solutions and services that can transform business for Microsoft customers. The PDM-R leads the 360 degree business relationship with companies through the process of bringing new service offerings and solutions to market. The PDM-R engages at the very highest level of executives building trust and by developing joint business plans defining Go-To-Market strategies, driving implementation of all aspects of the strategy and by orchestrating relationships between the partners technical, sales and marketing teams and Microsoft’s to achieve sales targets. The PDM-R represents Microsoft to new partners, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive application development, long-term revenue, cloud consumption and digital transformation through a set of cloud applications&solutions leading to workload/industry based co-sell. The Partner Dev Manager – Recruit will work with strategic partners to join Microsoft Cloud Platform and build solutions that will provide a unique expertise and solve customers’ business challenges.Key responsibilities include: Recruitment Strategy and Planning - Develop Partner Recruit Strategy and Compete Plan: research, qualify and analyze potential new partners, articulating market insights about competitors. Create Recruit strategic partners target list based on Recruit Council, Capacity Plan, Industry Solution Categories and Segment priorities. Target list of highest value solution for the territory. Build a trusted advisory relationship with partners - Builds expansive network with Business and Technical managers: sharing ideas, perspectives, building trusted advisory reputation within partner team. Create Executive Sponsorship and Relationships to build trust and drive for commitments. Build New Solutions – Secure partner commitment to build net-new solutions on Microsoft cloud platform. Evangelize profitability of MS relationship, MS value proposition, quantify market opportunity and align expectations on engagement, deliverables, SLA, programs and services. Coordinate engagement of teams required to enable/skill up partner and manage solution development. L everage and request Microsoft Programs Services to: Support partner on launching new solution on Marketplace and ensure solution is discoverable Create/execute GTM plan for new solution Coordinate with Channel Managers for first customer opportunities Supervise partner engagement with Microsoft Programs, ensure SLA and Partner satisfaction and deliverables. Drive business growth - Accountable for the growth of the business across the solution area 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. Demonstrate account management excellence through high quality interactions with the partner, and through well-orchestrated interactions between partner executives and Microsoft executives. Partner Experience – Execute timely and appropriate transfer of partner to partner management teams for long-term partnership, or transfer partner to programmatic assistance when no longer appropriate for PDM-R engagement. QualificationsFor detailed Responsibilities, Qualifications, Skills & Experience for each Career Stage, please select the appropriate Role Description (career stage link) below:Partner Development Management IC1 Partner Development Management IC2 Partner Development Management IC3 Partner Development Management IC4 Partner Development Management IC5 Partner Development Management IC6Key Capabilities 5-10+ years of experience in core sales experience, partner channel development, business development, alliance management in the technology industry Executive presence and ability to influence business leaders through business value propositions Experience with technology platforms and developing new solutions •Working knowledge of cloud business models & how apps/services are brought to market Strong experience of managing virtual teams across functions and geographies: Inclusive and collaborative – driving teamwork and cross-team alignment Strong partner relationship management and solution development skills Strong communication and presentation skills with a high degree of comfort Challenger mentality leveraging internal and/or external resources, conflict resolution, and follow through Bachelors degree desired (Sales, Marketing, Business Operations) MBA preferredQuick Apply

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