The Global Strategic ISV team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and achieve their best work. Our team manages the 360-degree relationships with Microsoft’s most important ISV partners to drive significant Microsoft cloud revenues. This role is a unique opportunity to shape the direction of one of Microsoft’s most important ISV partners in the Cross-Industry segment, C3.ai. We are looking for a Partner Development Manager (PDM) to join our dedicated team who will be responsible for the global business operations and program resources required to support this rapidly growing partnership. This role will also provide an opportunity to help establish our partnership in new geographies, serving as the partnership’s time zone lead for the APAC region.Responsibilities
In this role you will partner with other time zone leads, industry teams and local PDMs and the Partner Technology Specialist to drive and manage resources in support of customer opportunities globally for the entire partnership. You will also lead global business operations and strategic programming in support of new channels and markets, engaging at leadership levels to define, build, and execute sales operation plans across the partnership. You will work closely with the partner and our team co-sell lead to maintain oversight of the joint sales pipeline, deal registration and support sales teams in closing strategic deals. In addition to your work supporting our global efforts you will also be the subject matter expert providing guidance and support to local sales leadership and PDMs as we expand the partnership in APAC and other developing regions.
Success will be based on your impact to instrument, manage and grow partnership revenue with C3.ai. This is a high impact role that will drive strategic development, provide executive visibility, and allow you to demonstrate execution and operational excellence with a transformative ISV partner.
A strong knowledge of enterprise sales, business development, distribution channels, Enterprise IT solutions, and cloud services is required. Effective communication skills are critical and the ability to present complex ideas and concepts to a wide range and size of audiences, from sales and marketing managers to executive levels, is a must.
Travel is 10-25% of the role and most of the work can be done from home or through a local Microsoft office.
Sells account vision to 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.
Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to industry leads for assistance as appropriate.
Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.
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 industry and competitors.
Solution and Services
Works with technical teams to build solutions or services, and demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to bring business value to the partner.
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.
Analyzes business metrics and performance data (e.g., return on investment [ROI]) to ensure targets are being met and to identify areas for growth.Qualifications
Additional or Preferred Qualifications
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.