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About the Role

The Partner Development Manager (PDM) is a key role within Microsoft’s Global Partner Solutions (GPS) organization, responsible for driving Microsoft’s business priorities through a set of high performing distribution partners. This role focuses on scaling sales and cloud adoption in the Small Medium Enterprise and Channel (SME&C) business via indirect channels, aligning partner strategy with Microsoft’s priorities and sales methodology. The PDM is accountable for 360-degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C.

Responsibilities

Develop and execute strategic Partner Business Plans aligned with Microsoft’s mission and sales targets.
Lead partners to execute across priority solution areas, focusing 100% on SME&C through digital platforms and reseller channels.
Own the sales pipeline from demand generation to deal closure, driving conversion of inbound leads.
Oversee and grow the Cloud Solution Provider (CSP) business through partners, tracking performance and implementing initiatives to accelerate cloud consumption.
Orchestrate the effective use of partner investment programs to build partner capacity and capability.
Establish a strong Rhythm of Business (RoB) with distributors, including regular business reviews to analyze performance and set action plans.
Continuously track and forecast performance using Microsoft tools, maintaining a predictable cadence and identifying risks or opportunities.
Serve as the primary liaison between Microsoft and distributor leadership, engaging with executives to maintain strategic alignment.
Facilitate connections between distributor and Microsoft teams, ensuring integration of distributor-led deals and campaigns with local sales motions.
Lead business conversations with partners to land Microsoft’s sales strategies and new initiatives, driving adoption of new offerings.
Co-develop go-to-market strategies with distributors to target new customer acquisition, cloud migrations, and upsell opportunities.
Act as a coach and advisor to distributor’s sales and technical teams, increasing proficiency in selling Microsoft solutions.
Encourage a continuous learning culture within the partner team by promoting skilling resources.
Work with distributors to build the technical and sales skills of their reseller ecosystem.
Steer partners to Microsoft’s skilling programs and track training completion.
Drive the partner’s achievement of Microsoft partner designations and specializations.

Requirements

Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.

Skills

Partner management
Sales
Business development
Partner channel development
Cloud Solution Provider (CSP)
AI Copilot
Security
Modern Work
Go-to-market strategy
Co-selling

Location

Remote

Work Type

Full-time

Experience Level

8+ years
10+ years

Education Level

Bachelor's Degree
Master's Degree

About the Company

Microsoft’s mission is to empower every person and every organization on the planet to achieve more.
As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals.
We are committed to delivering on our segment and revenue accountabilities by aligning execution with measurable impact, fostering partner transformation, and enabling scalable, outcome-driven growth.
We build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Equal Opportunity

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.