Partner Development Manager

Jobinhalt

Partner Development Manager - TSI

Location(s): UK, Germany, Netherlands or Switzerland

Overview: Tech for Social Impact (TSI), was formed as the first social business within Microsoft to support the existing long-standing philanthropy commitment that Microsoft has to the nonprofit sector worldwide. TSI combines sales, philanthropy, solution development and partnerships as one integrated team, powered by a sustainable business model where profits are reinvested back into our Philanthropies initiatives.

The Partner Development Manager (PDM) is responsible for nonprofit industry-focused business development with TSI priority partners, driving sales and successful implementation of nonprofit solutions across Netherlands and Germany, as well as with our strategic United Nations / Intergovernmental Organization (IGO) accounts. The PDM is a pivotal role in driving business focus on the nonprofit sector within Partner organizations. They are responsible for engaging at the very highest level of executives, building trust and catalyzing investments into the nonprofit sector, ensuring our Partners can effectively Co-Sell with TSI sales teams to drive revenue growth in our top managed nonprofit customer accounts. PDMs lead the development of joint business plans defining solutions portfolio, Go-To-Market, sales, and marketing strategies. The PDM drives the implementation of all aspects of the strategy by orchestrating relationships between the Partner and Microsoft’s technical, sales and marketing teams to ensure excellence in execution of the strategy and achieving partnership growth goals and sales targets.

Responsibilities

Responsibilities

Partner Centered

• Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities in the Netherlands, Germany and in support of IGO accounts.
• Acts as a subject matter expert (SME) to identify, engage, onboard, and qualify highly sought-after partners with new and complex applications or solutions to expand Microsoft’s platform and fill gaps. Challenges partners on their business models.

• Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.
• Identifies and recommends market opportunities to pursue based on understanding of nonprofit industry gaps and emerging trends in solution/product areas. Collaborates with internal teams to take advantage of opportunities that are aligned with competitive intelligence and Microsoft’s goals.
• Builds and maintains a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
  
  

Partner Transformation

• Develops, manages, and executes highly strategic and impactful partner business plans for all managed partners that grow partner business and facilitate cloud consumption and digital transformation in nonprofit and IGO accounts. Develops end-to-end plans that fully consider short- and long-term goals, solution strategies, and performance expectations that are aligned with partner’s needs and capabilities.
• Identifies partner needs and capacities and finds optimal one-to-many training to fulfill those needs: creates strategic and customized roadmaps to maximize benefits for partners.
• Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of nonprofit industry and competitors.
  
  

Sales Leadership

• Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes and allocates go-to-market resources across accounts.
• Ensures partner readiness by developing marketing plans to promote nonprofit & IGO customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.
• Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.
• Leverages tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.

• Evaluates and presents business metrics and performance data (e.g., return on investment [ROI]) to make strategic portfolio decisions. Shares information and best practices with colleagues.
  
  

Other

• Embody our culture and values
  
  

Qualifications

Qualifications

Required/Minimum Qualifications

• 10 years + partner management, sales, business development, or partner channel development in the technology industry

• OR Bachelor’s Degree in Sales, Marketing, Business Operations or related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry.
  
  

Additional Or Preferred Qualifications

• Master’s Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry.
  
  

Knowledge, Skills, Abilities

• Account Management
• Analytical Thinking
• Budgeting
• Building Business Partnerships
• Business Acumen
• Business Analysis
• Business Knowledge
• Business Relationship Management
• Challenger Mindset
• Competitive Analysis
• Conflict Resolution
• Consultative Selling

• Decision Making
• Executive Relationships
• External Awareness
• Financial Analysis
• Influence Others
• Market Knowledge
• Market Planning
• Microsoft Products
• Negotiation
• Opportunity/Deal Orchestration
• Oral Communication
• Organization Skills

• Persuasion
• Presentations
• Problem Solving
• Project Management
• Project Management Tools
• Sales Strategy
• Sell-With Partners
• Storytelling
• Technical Sales
• Technology Industry Knowledge
• Training
• Written Communication
  
  

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. 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.