Partner Development Management

Responsibilities
Responsibilities
Partner Strategy & Business Planning
Co-own the Partner Business Plan (PBP) with each assigned Distributor / SSP / SI Partner, translating Microsoft's global strategy into a multi-year revenue ambition with quarterly execution milestones
Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes
Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals
Executive Engagement & Partner Preference
Build and maintain C-suite relationships at assigned Distributor / SSP / SI partners tied to measurable revenue outcomes
Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders
Influence partner capability investments (sales, technical, AI/Security practices) in Microsoft's direction
Sales Leadership & Revenue Accountability
Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C
Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression
Drive co-sell motions across SME&C Corp and SMB teams — targeting upsell, renewal recapture at 130%+, new customer acquisition, compete win-backs, and dark-to-cloud migration
Business Excellence & Execution Hygiene
Lead end-to-end POD execution via the Partner Activation Framework (PAF)
Run MCEM, renewals, programs and incentives as a consistent operating rhythm.
Qualifications
15+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company.
Experience managing: Technology Distributors or CSP partners or LSPs / SI Partners, Global / Regional Partners, with strong understanding of AI, Agents, Cloud , Security & Modern Work.
Business Leadership: Strategic thinking, Financial acumen, Business planning, Competitive positioning.
Sales Leadership: Executive influence, Pipeline management, Forecasting & Co-sell execution
Partner Leadership: CXO engagement, Change management, Partner transformation, Preference creation
Technical Acumen: Expected proficiency in: Microsoft AI, Copilot & Agents, Security & Cloud Platform
Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes
Experience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholders
Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration
Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority
Strong written and verbal communication skills in English; Hindi language skills preferred for this market
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.

Work arrangement
Hybrid