Microsoft Americas Azure Infrastructure Partner Development Manager 

Taiwan, Taoyuan City 

716250334

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

The Partner Development Manager (PDM) forthe InfrastructureISVs inthe Americas, is an

Infrastructure PDM for Independent Software Vendors (will be tasked with managing a targeted portfolio of strategic ISVs focused onand InfraYou will have a 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 regional executive connections, drive business performance through partners, and maximize partner investments at regional level. You will work with area and core teams to drive sales execution. You will build deep partnerships with your ISV partners and enable them tothe Microsoft Cloud platform and AI capabilities, to deliver differentiated IP to the market. You will have strategic and business performance responsibility for the region and coordinate with the areas for local sales,and execution.

This role is based inthe United States.

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
  • OR equivalent experience.

Additional or Preferred Qualifications

• Master's Degree in Business Administration, Business Science, or an advanced degree in 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.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:Microsoft will accept applications for the role until April 3, 2025.

• 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,identifygaps and agree on any correction of errors. Builds,maintains, and owns trusted advisor relationships withpartnerthrough an advanced understanding of their local strategy and business imperatives.Identifiesand clearly articulates current and future business opportunities and ways to pursue them.​ Influences and plays an active role across a complex 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.Developsplans 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 Microsoftasa 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.
• Leads the integration of skills, capability, andcapacityplans for the partner business. Influencespartnerto create a learning culture. Strategically builds solutions for partners thatutilizesthe right mix of sales and techtrainingsand bootcamps to increase the partners' capabilities. Builds up an intensity within the organization byestablishingCenters of Excellence and other related bodies. Leads partner to convertcapacityand 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 aligncapacityand capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services. Createsprocessto build and scale partner digital selling capabilities. Activelymonitorsmarket landscape and partner's impact and uses in-depth knowledge to influence the local strategy in business planning decisions.
• Evaluates managed partner portfolio toidentifypatterns, opportunities, and gaps in partner accounts.Proposesexisting 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.
• Leadsthecreation of a long-range strategic vision rooted to thePartnersimpact and potential acrosssegments, andserves larger and more complex partners. Demonstrates a deeper and expert understanding of the industry and Partners business and how it can be integrated into the Microsoft landscape 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 to thinklong-term, andestablisheslong-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 partners by aligning and reinforcing overall Microsoft valuepropositionand value propositions of products, channels, or solutions to the partner'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 andmaintainsdeep end-to-end 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.Deliversand influences long-term partnership horizons. Drives deep ownership of the multiplefacetsof a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing businessplans, andalignspartner with current industry trends.

Partner Sales and Consumption

• 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 andensureclose 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 acrossthe Microsoftand partner sales teams to manage pipeline and drive large opportunities/deals. Leads the guiding of partners through Digital transformation by building Digital capabilities with a Challenger mindset: sharing ideas, perspectives, and building a trusted advisory relationship. Leads effort to drive partner integration of the common sales and deliverymethodologyfor Microsoft for customer opportunities, accelerate pipeline by removing blockers, and drive key sales motions, programs, and incentives with their partner. Leads efforts toidentifynew opportunities withpartner, document in MSX, connect Microsoft and partner sellers, and help move through sales stages. Demonstrates precise pipeline ownership, translating into advanced deal control and forecasting.
• Develops go-to-market and co-selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Prioritizes andallocatesincentives and go-to-market resources across accounts. Helps partners understand what a consumption-led business is and how itoperates,coachespartners around consumption economics (e.g.,leveragesreports, analyses, etc.). Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Prioritizes co-selling and customer transactions through Marketplace.
• Leads campaigns with various functional areas and thepartnersmarketing teams. Designs and creates new offer and incentive structurestothe 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.Ensuressales 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 in order to identify and recommend improvements.Ensurespartner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions).
• Securesmarketing resources (e.g., go-to-market offers) to support partners with developing marketing plans.
• Developsplans to work on deals to gain commercial and consumer share. Helps ensure Launch Excellence by developing plans to promote Partner sales readiness and go-to-market activities.
• Demonstrates a comprehensive understanding of GTM programs and runs complex campaigns, and actively coachesteam.Identifiesnew sources of GTM funding.Identifiesstrategies to build and launch integrated industry specific offerings on Marketplace with partners.

• Ensures results 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., MBRs, 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 that benefit partners andbringsinsights into the organization around what the partner experience looks like. Advocates for the development of relationships with Channel Sales counterparts (PDM, PTS, PMA) 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.​ Actively seeks opportunities to demonstrate the value of the partner to other organizations within Microsoft.
• Ensures partners are investing in the building of world class teams thatare staffed with talent and enabledand incentivized to drive sales. Leads with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers.​ Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories).

Specialty Responsibilities

• Developspartner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services. 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 fromthem

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