Sr. Director, Partner Development

Microsoft Corporation Bellevue , WA 98009

Posted 2 months ago

Our mission at Microsoft is to empower every person and every organization on the planet to achieve more. Our partner ecosystem is at the forefront of bringing this powerful mission to life and it's the One Commercial Partner (OCP) organization that will drive the transformation of this ecosystem to accelerate growth for all partners and Microsoft.

The GTM team in One Commercial Partner is responsible for driving the holistic go-to-market approach across the partner ecosystem for all customer solution areas. In this role, you will have the opportunity to become instrumental in building the best partner ecosystem in the industry by becoming an integral part of Microsoft?s future. The Partner Marketing Advisor (PMA) on the US OCP GTM team is responsible for developing, supporting, and executing a go-to-market (GTM) plan for our 1st party hardware partners. You will launch and run marketing initiatives with and through partner. As a Surface Partner Marketing Advisor in US OCP, you will have the opportunity to contribute to one of the fastest growing businesses at Microsoft, within the largest subsidiary in the company. Microsoft is at the leading edge of the industry shift to cloud services and digital transformation, both of which come to life more emphatically with Surface devices/solutions as we help to shape the worlds largest partner ecosystem in technology.

The Surface Partner Leader is a key and influential role within Microsoft and the One Commercial Partner (OCP) Organization. The charter of the US OCP Surface leader and her/his team is to ignite the partner ecosystem to develop and drive Surface solutions across the portfolio that make our cloud solutions come to life to drive revenue and growth in the US Subsidiary and profitability for our partners. The role needs to provide leadership to build the right partner capacity and capabilities from within the existing ecosystem and through the recruitment of key new partners aligned with the broader Microsoft needs for the US Subsidiary. The Surface Partner Leader is responsible for accelerating our partners transformation by bringing the best of Microsoft to life via 1st party hardware solutions, and driving strong partner preference for our Surface hardware line as the best expression of the entire platform of Microsoft's solutions and products. This senior leader is accountable for all Commercial Surface Revenue, New Customer Acquisition, go-to-Market plans, and Joint-selling with and through all channels and partners.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

Experiences Required: Education, Key Experiences, Skills and Knowledge.

  • Deep understanding of partner business, partner business models, digital transformation business drivers, hardware ecosystem and sales drivers, cloud platforms, emerging computing trends and their impact on the partner eco-system

  • Strategic focus and the ability to anticipate and develop business opportunities and priorities for future action

  • Demonstrated business acumen and learning agility in a fast-paced sales environment

  • A proven track record for identifying trends (opportunities/threats) within a business

  • History of creatively developing original ideas, approaches, and solutions to typical, unusual or difficult situations or problems

  • 15+ years of related experience in global or area level business management as a leader of sales, customer, partner teams selling technology solutions/practice development, hardware, and/or cloud/infrastructure technologies

  • Experience implementing, monitoring, forecasting and tracking sales execution strategies through and with partners

  • Continual focus on achieving concrete results

  • Customer/partner focus, being responsive and prepared to take action to meet customer/partner needs while maintaining a positive, professional image of Microsoft,

  • Proven track record of building deep business relationships at all levels within an organization including with CEO's, CIO's, CTO's, CXOs

  • Excellent conflict management, negotiation, and communication skills

  • The ability to navigate complex organizations

  • Business management excellence including managing effective internal/external communication rhythm

  • An understanding of how to get things done, overcome obstacles, and achieve objectives within and across groups

  • Extensive experience of managing people and virtual teams across functions and geographies:

  • Inclusive and collaborative driving teamwork, diversity and cross-team alignment

  • Strong partner relationship management and solution development skills

  • Able to motivate team and manage complex people dynamics

  • Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences

  • Ability to build Modern Deployment partner capabilities to scale and connect with CSP; support partner DaaS motions

  • BA/BS desired, MBA or equivalent preferred

Partner Strategy: Lead the Surface partner engagement, business growth strategy and overall partner performance for all Commercial Surface partners at Microsoft. Build high impact relationships with partners' senior leadership. Be the voice of Microsoft to the Surface partner ecosystem and in the market, while also being the voice of the partners internally to Microsoft.

Team Leadership: Recruit, retain and manage a world-class high performing team that will transform and grow partners' businesses with 1st party hardware and guide partners to build Microsoft solutions and services connected to it aligned with market opportunities. Oversee and be responsible for team commitments and strive for success. Be a team leader who sets aspirational goals and drives team towards success while ensuring effective teaming and coordination between roles and across teams to win business and remove blockers.

Business Leadership: Make business and investment decisions and lead orchestration (including sales, technical, go-to-market, channel management, WW Business Groups, and WW Commercial Business team) to grow Microsoft business and impact across the Surface partner portfolio. Influence US Subsidiary leadership to align strategy and resources to help the team achieve targets as measured by revenue, units, and customer adds.


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Sr. Director, Partner Development

Microsoft Corporation