Partner Development Management

Responsibilities

Responsibilities

Partner Strategy & Business Planning

Co-own the Partner Business Plan (PBP) with each assigned Distributor / SSP / SI Partner, translating Microsoft's global strategy into a multi-year revenue ambition with quarterly execution milestonesDefine 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 outcomesOrchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholdersInfluence partner capability investments (sales, technical, AI/Security practices) in Microsoft's direction

Sales Leadership & Revenue Accountability

Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&CLead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progressionDrive 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.

Qualifications

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 executionPartner Leadership: CXO engagement, Change management, Partner transformation, Preference creationTechnical 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 outcomesExperience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholdersExperience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal accelerationAbility to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authorityStrong 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.