Partner Development Manager
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AI Summary
At Microsoft, our mission is to empower every person and every organization on the planet to achieve more. In CSO, our consumer organization our purpose is to create value with our partners, to market and sell innovative consumer solutions powered by Windows, Office, Surface. We’re positioned right at the intersection of customers, hardware partners, and channel partners. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.
Microsoft’s Partner Solutions organization plays a critical role in accelerating customer success through one of the world’s largest and most influential partner ecosystems. As part of Microsoft Customer and Partner Solutions (MCAPS), we work with distributors, solution providers, and strategic partners to extend the reach of Microsoft AI, Cloud, Security, Modern Work, and Business Applications solutions, helping customers achieve their digital transformation goals. We are seeking a Partner Development Manager to drive strategic growth with key distribution partners by building trusted executive relationships, shaping joint business strategies, and leading scalable go-to-market execution. Working across Microsoft sales, marketing, technical, and partner teams, you will accelerate partner capability, expand cloud and AI adoption, and deliver impactful business outcomes that create growth opportunities for Microsoft, our partners, and our customers
This role requires strong partner management expertise, executive-level relationship skills, business planning capabilities, and the ability to influence complex cross-functional stakeholders. Success is measured through partner growth, strategic execution, solution adoption, and the overall impact delivered through the distribution channel.
Responsibilities
Distribution Strategy & Execution
- Develop and execute distribution strategy across Windows and Surface portfolios to drive revenue, share growth, and partner activation
- Build and manage strategic relationships with key distribution partners, ensuring alignment to Microsoft priorities and targets
- Lead joint business planning (JBP), including revenue forecasting, pipeline development, and performance tracking
Channel Growth & Partner Enablement
- Enable distributor sales teams and downstream reseller networks on Windows and Surface value propositions, offers, and programs
- Drive partner readiness, training, and certification to expand reach and improve conversion rates
- Partner with marketing teams to activate demand generation campaigns through distribution
Sales Performance & Accountability
- Own revenue targets, scorecards, and KPIs across assigned distributors
- Monitor sell-in and sell-through performance, identifying risks and opportunities to drive corrective actions
- Leverage data and insights to optimize inventory flow, channel health, and attach (especially M365 with Surface)
Cross-Functional Collaboration
- Partner with internal stakeholders (Category, Marketing, Finance, Supply Chain) to ensure execution of distribution priorities
- Align with field sales and partner teams to drive integrated channel strategy and consistent partner experience
Other
Qualifications
Required:
- Bachelor's Degree in Business Administration, or related field AND 5+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR 8+ years partner management, sales, business development, platform ecosystem/network, or partner channel development in the technology industry OR equivalent experience.
- 1+ year(s) experience with planning, budgeting, and other project management activities.
Preferred
- Strong business planning and forecasting capabilities
- Data-driven decision making with experience using performance metrics (revenue, sell-through, attach rates)
- Executive communication and relationship management skills
- Ability to influence across matrixed organizations
- Experience managing indirect sales models and working with tiered partner ecosystems
- Background in devices preferred
- Experience with Windows and/or Surface ecosystem
- Familiarity with distributor business models, incentives, and operations
Partner Account Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.
Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
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