Microsoft Senior Partner Development Manager Distribution 

Malaysia, Selangor, Sepang 

182685226

Lead the creation of a long-range strategic vision rooted to the partners impact and potential across segments and serves larger and more complex partners. Sells account vision to senior business decision makers at highly sought-after distributors and partners. Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Builds, maintains, and owns a trusted-advisor relationship with C-suite leaders of our distributors and partners to achieve strategic alignment and drive growth. Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Coaches and challenges distributors & partners to transform their plans and strategies around consumption and key targets.

Leads campaigns with various functional areas and the partners' marketing teams. Ensures partners are investing in the building of world-class teams that are staffed with talent and enabled and incentivized to drive sales. Develops Go-to-Market (GTM) and co-selling strategies with our distributors that outline activities and expectations to drive Microsoft and partner sales goals. Ensures Distributors & partners’ readiness by developing marketing plans to promote customer sales.

Microsoft Business Leader

Leads the integration of skills, capability, and capacity plans for the distributor & partner business. Influences distributors to create a learning culture. Strategically builds solutions for distributors and partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies.

Leads distributor & partner to convert capacity and capability to revenue by setting clear revenue targets and works with partners and/or customers to provide coaching and guidance to convert partners to revenue streams. Strategically builds plans to drive growth and transformation. Create local strategies to align capacity and capability of the distributor & partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Creates process to build and scale partner digital selling capabilities. Actively monitors market landscape and distributor/partner's impact and uses in-depth knowledge to influence the local strategy in business planning decisions.

Leads the creation of a long-range strategic vision rooted to the distributors & partners impact and potential across segments and serves larger and more complex partners. Demonstrates a deeper and expert understanding of the industry and distributors’ business and how it can be integrated into the Microsoft landscape and conveys the value of partnering with Microsoft based on the business opportunity and competition. Responsible for establishing new market partnerships by working with market makers and making connections to think long-term and establishes long-term strategic vision and the art of the possible for the partnership, leading opportunities for deeper commitments.

Sells account vision to senior business decision makers at highly sought-after distributor by aligning and reinforcing overall Microsoft value proposition and value propositions of products, channels, or solutions to the distributor's business goals.

Leads Executive roundtables and updates on Microsoft’s cloud and Industry strategies with prep sessions and prepares solid backgrounders for Executives. Develops and maintains deep end-to-end knowledge of products, channels, end customers, and industry and market trends to share with partners. Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing business plans and aligns partner with current industry trends.

Uses Challenger mindset to build, maintain, and own 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. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors and facilitate Executive Business Updates with the partners’ C Suite level leadership. Builds, maintains, and owns trusted advisor relationships with distributor & partners leadership team through an advanced understanding of their local strategy and business imperatives.

Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high-impact Microsoft partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for 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 distributor & partner’s needs and capabilities.

Shares expert knowledge with distributors, to create strategies with line of business executives that challenge the distributor to consider new or different ways to 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 as appropriate. Brings deep subject matter expertise to enrich designs and plans.

Partner Assessment and Qualification

Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences distributors & partners and business leaders to upsell Microsoft products and services through our distributor partnership. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins. Leverages their understanding of the investing community and pulls information and insights from them.

Partner Sales and Consumption

Leads campaigns with various functional areas and the partners' marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. 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.

Provides oversight to ensure Launch Excellence with sales readiness, and GTM activities. Critically analyzes current investment structures and incentives to identify and recommend improvements. Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to support partners with developing marketing plans for lead generation & clear opportunities.

Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads reviews of Partner’s pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Leads the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals.

Leads the guiding of distributor through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Leads effort to drive distributor integration of the common sales and delivery methodology for Microsoft for partner/customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partners. Leads efforts to identify new opportunities with their partners, document in available template, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates precise pipeline ownership, translating into advanced deal control and forecasting.

Partner Performance and Impact

Ensures distributors are investing in the building of world class teams that are staffed with talent, skilling for growth and enabled with incentivized to drive sales. Lead to create strategic alignment through strong storytelling with local partner & distributor executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers especially in SMC & SMB. Acts as a trusted advisor to CRO in Cloud sales transformation, partnering to deliver on the priorities in Copilots, AI design Wins, Security, M365 core execution & Migrations.

Executes a rhythm of business (RoB) for regular distributor reviews and quarterly business reviews (e.g. MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders and key executive leadership. Advocates to and guides other groups in prioritizing partners' solutions and issues. Champions internal processes that benefit partners and brings insights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PSS, PMA) in support of Microsoft solutions through partner GTM.