Microsoft Partner Development Manager -ISV Energy 

Canada, Alberta, Calgary 

65150052

and our communities. You can help us build our culture and achieve this mission.

The Partner Development Manager (PDM) for the Americas Idependent Software Vendors (ISV)and applications with our partner ecosystem.

Americas ISV PDM will be tasked with managing a targeted portfolio of strategic ISVs focused on solutions inthe Energy sector.You will ha deep understanding of partner and Microsoft priorities to build mutually beneficial plans. You will deliver and drive the regional ISV partner sales strategy, you will sponsor executive connections, drive business performance through partners, and maximize partner investments. You will work with area and core teams to drive sales execution. You will build deep partnerships with your ISV partners and enable them tot Cloud platform and Artificial(AI) capabilities, to deliver differentiated Identity Protection (IP) to the market. You will have strategic and business performance responsibility for the partner andcoordinate wi

Required/Minimum Qualifications

· 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

o OR equivalent experience.

Additional or Preferred Qualifications

, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+years experience

o OR equivalent experience.

• Energy Sector Industry Experience is an asset
• Knowledge of Energy vertical landscape in Canada and/or United States
• Knowledge of ISV & SaaS ecosystem in Energy Sector
• Experience in Oil & Gas, Power & Utilities, Resource Management

Partner Development Management IC5 - The typical base pay range for this role across Canada is CAD $141,000 - CAD $212,000 per year.

Find additional pay information here:

• Trusted Advisor:Uses Challenger mindset to influence and engage partners and develop a trusted-advisor relationship with leaders and partners toestablishstrategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Builds andmaintainstrusted advisor relationships with partner through a deep understanding of their local strategy and business imperatives.Identifiesand clearly articulates business opportunities for partners and suggests ways to pursue them.​Fosters a broad stakeholder map.

• :Leads Business Design briefings to architect framework for partnership tooptimizemutual success,advisingpartner leadership on building a high-impact Microsoft partner practice. Develops and executes strategic partner business plans directly aligned with field goals andobjectivesfor all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new ordifferent waysto grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World-class Account Plan to land Global Partner Solutions (GPS) priorities.​Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share asappropriate. Brings deep subject matterexpertiseto enrich designs and plans.

• PartnerSkills, Capacity & Growth:Helps lead the integration of skills, capability, andcapacityplans for the partner business. Influences partner to create a learning culture. Applies and offers various sales and techtrainingsand bootcamps to increase the partners' capabilities. Helps lead campaigns to drive growth and transformation. Helps lead the creation of local strategies to aligncapacity

• Portfolio Management:Evaluates managed partner portfolio toidentifypatterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommendsnew solutionsin which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build andmaintainQuarterly Execution Plans focused on Core & New to build a healthy portfolio of solutions offerings.

• :Leads the creation of a strategic vision rooted to the Partners impact and potential across segments. Demonstrates an expert understanding of theIndustry and Partners business and conveys the value of partnering with Microsoft based on the business opportunity andpossible competition.Responsible forestablishingnew market partnerships by working with market makers and making connections. Begins to think longer termregardingthe possibility of making larger deals. Establishes long-term strategic vision for the partnership, creating opportunities for deeper commitments. Sells account vision to and shares market opportunities decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Leads prep sessions and round-tables to influence partners strategy and builds stakeholder maps to expand network andidentifymarket opportunities based on industry gaps and emerging trends in solution/product areas. Develops andmaintainsin-depth knowledge of products, channels, end customers, and industry and market trends to share with partner(s).​Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences mid-term partnership horizons.Drivesunderstanding of the multiplefacetsof a partnership.

Partner Sales and Consumption

• Partner Performance & Impact:Possessesa challenger sales mindset and begins to apply this in interactions with partners. Orchestrates reviews of Partner’s pipeline, top deals, and consumption targets. Coaches the partner on top deals andensureclose alignment between the partners sales team, channel managers, and other relevant teams. Supports the partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Helps lead the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Influences the development of partnerships acrossthe Microsoftand partner sales teams to manage pipeline and drive large opportunities/deals. Influences how partners are guided through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship.​Drives partner integration of the common sales and deliverymethodologyfor Microsoft for customer opportunities, helps accelerate pipeline by removing blockers, and helps drive key sales motions, programs, and incentives with their partner. Helpsidentify

• Accelerate Growth:Leveragesinternal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies. Advises partner on meeting various programs, initiatives, sales, incentive, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how itoperates,coachespartners around consumption economics (e.g.,leveragesreports, analyses, etc.). Demonstrates effective pipeline management and limited seller mobilization with leadership sponsorship.Identifies

• Go to MarketStrategy:Helpslead campaigns with various functional areas and the partners marketing teams. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Ensures Launch Excellence with sales readiness, and GTM activities. Supports partner readiness byassistingpartners in the development and execution of marketing plans with guidance to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go to market offers) toassistpartners with developing marketing plans. Provides support to partners on deals to gain commercial and consumer share. Helps ensure Launch Excellence by supporting Partner sales readiness and go-to-market activities.​​Demonstrates a basic understanding of GTM programs and runs generic campaigns. Builds and launches integrated industry specific offerings on Marketplace with partners.

• Deliver Results:Ensuresresults on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensuretimelyaction and resolution from internal teams. Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., Monthly Business Reviews (MBRs),QuaterlyBusiness Reviews (QBRs)) to track plan execution,identifygaps and agree on any correction of errors in alignment withappropriate stakeholders. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes thatbenefitpartners and brings insights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts (PDM, Partner Technical Specialist, Partner Marketing Advisor-Modern Work) in support of Microsoft solutions through partner GTM.​​Advocates for partner(s) internally at the local level by connecting partner(s) to Microsoft executives to facilitate local reviews for opportunity pipelines and transformational projects.​

• AI & Cloud Transformation:Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers and the partners. Helpspartnersleadwithand implementAI,Intelligent Edge,Intelligent Cloud to create strategic alignment through storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentives for their customers.​Influences and plays an active role in Cloud sales transformation (e.g., readiness, compensation, territories).

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