Senior GSI Partner Development Management

Job Description

Overview

Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners, from global strategic ISVs to industry-specific ISVs, global, regional, and local Systems Integration partners, Advisory firms and Microsoft Channel Partners. These partners bring a wealth of expertise, solutions and services to market, powered by the Microsoft cloud, helping customers to achieve their digital transformation goals.

Microsoft’s partner ecosystem is constantly evolving, with a focus on driving growth and profitability for both Microsoft and our partners and successful business outcomes for customers. Microsoft makes significant investments into our partner ecosystem, through the Microsoft Cloud and AI Partner Programme to ensure we have a world class ecosystem partnering with us, to drive mutual customer success. And now, more than ever, our partners are critical to our ability to help our customers transform leveraging the power of AI.

Microsoft Global Partner Solutions (GPS) is the commercial organisation accountable for driving Microsoft’s growth and success, through our partner ecosystem. We define and execute our global partner ecosystem strategy, focused on the end-to-end partner lifecycle, such that together we can deliver our customers digital transformation goals.

As a UK GSI-SI Senior Partner Development Manager, you will be responsible for managing two of our GSI/Advisory partners, working within a team of 20 Partner Development Managers and Partner Technology Strategists. The GSI and Advisory partners are our largest and most strategic services partners in the UK and globally with huge influence in shaping our Enterprise customers’ digital transformation journeys. As a GSI-SI PDM, you will leverage your challenger mindset, technology and industry expertise, market insights, expert understanding of the competitive landscape, and best in class interpersonal abilities to empower your partners to develop and execute on an ambitious growth strategy and plan for the partnership, bringing market-defining and transformational solutions to our customers. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships and influence with their C-Suite, building deeper and more strategic relationships between our organizations and shaping our strategic partnership to deliver on our growth ambitions.

Our GSI-SI partners have immense strategic influence within our Enterprise customer base. As a Senior GSI-SI Partner Development Manager, you will be responsible for developing and leading our business with a select number of our strategic Global SI or national SI partners to

• Develop and deliver our strategic Partner Business Plan, setting out our joint growth ambitions and focus areas for the fiscal year.
• Grow capacity, capability and commitment with these enterprise partners. We will drive certifications, MAICPP designations and their use of our technology to drive mindshare with them.
• Accelerate co-selling with them. Our GSI PDMs are the CRO’s of our partners’ Microsoft businesses, responsible for delivering exceptionally strong YoY growth across industries and solution areas – measured through value of inbound opportunities coming to Microsoft from the partner; co-selling on MSX opportunities, and supporting the origination and co-selling of transformational opportunities with our partners.
• Achieve industry transforming wins that leverage our partners’ thought leadership and IP to further grow the influence of these partners even when we are not in the room with them selling to our customers.
• Accelerating the AI partner opportunity with our GSI-SI partners by developing AI powered industry and horizonal use cases enabling us to scale – our GSI and Advisory partners will be critical to Microsoft’s ability to capitalise on the AI market opportunity and support our customers on their AI powered transformation journeys.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Partner development and growth

You will develop and execute a strategic partner business plan directly aligned with Microsoft goals and objectives. You will promote cloud consumption and digital transformation; plans will fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
Partner Sales and Acceleration

You will develop a go to market plan and co-sell execution plan, lead partner pipeline reviews and coach and challenge partners to transform their plans and strategies around sales and consumption. You will facilitate collaboration between the partners sales team, Microsoft sales teams, and other relevant teams to overcome obstacles, compete, and create deal proposals to meet consumption and key revenue targets. You will work with your partner on their top opportunities, following Microsoft sales methodology, and prioritize transactions thru marketplace where possible.

Partner performance and Impact

You will be responsible for your partners’ overall performance with Microsoft and accountable for keeping a regular rhythm of connection at executive, and sales and delivery team levels, to identify and resolve blockers in execution, as well as accelerate performance. You will drive adoption, usage and performance of key programs and investments applicable to your partner, that contribute to sales and consumption with end-customers. You will be responsible for creating correction of error plans when execution is below expectations.
Executive Relationship Building

You will build and maintain a trusted-advisor relationship with C-suite leaders of complex partners and will align partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans to achieve strategic alignment and drive growth.

Partner skills and capacity building

You will lead the integration of skills, capability, and capacity plans for your partners utilizing the right mix of sales and tech trainings, and bootcamps to increase the partners' capabilities. You will enable partners to build high-impact Microsoft offerings and practices which grows partner’s business and delivers cloud consumption and digital transformation.

Advocate for Partner and Team Mobilizer

You will represent the partner internally and lead the orchestration of response to the partner through the resolution of complex and urgent escalations advocating for the partner and guiding other groups in prioritizing partners' solutions and issues. You will orchestrate across various groups in Microsoft and within the partner organization to accelerate partner performance and execution.

Qualifications

Preferred Qualifications (PQs)

Experience with Consultative Selling and developing tactics to manage pipeline, sales opportunities and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities.
Possess a proven history as a strong negotiator with an ability to influence and persuade to achieve mutually satisfying agreements in negotiations by garnering support for initiatives.
Executive relationships: ability to interact confidently with senior leaders of the organization in order to present/defend/clarify concerns or issues regarding an existing project, program or solution.
Experience communicating with a proficiency in English, business, and technical topics in writing and orally with clarity, accuracy, and understanding to internal and external stakeholders across all seniorities.

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. 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.