Microsoft

PDM Manager - Global ISV

Microsoft

July 21, 2021

The Global Partner Solutions ISV team embodies a culture of growth and collaboration, making it a place where teams are challenged, learn, excel, and can do their best work. This role is a unique opportunity to shape the direction of one of Microsoft’s most important ISV segments – Storage Partners. This role will lead a cross-functional team within the GPS ISV team that has end to end, 360-degree responsibility for all dimensions of the relationship with a portfolio of strategic Global ISV partners, including alliance management, sales and channel management, joint marketing and go-to-market efforts.
The preferred location for this position will be in the US and will require travel (greater than 25%).
Responsibilities

In this role, you will interface with the most senior business decision makers and executives, both within the managed ISV portfolio and Microsoft. Success for this role will be measured by how successful partners adopt Microsoft technologies throughout their solutions, how satisfied they are with their partner relationship with Microsoft, and by achievement of our joint sales and consumption targets. This will require outstanding cross-group collaboration skills across product groups, sales, alliance, engineering and partner ecosystem to shape a single, unified vision and clearly land a consistent “One Microsoft” voice.
Partner Centered
  • Establishes long-term partner recruitment strategies to identify and recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Influences partners and business leaders to up-sell Microsoft products and services. Coaches team members on portfolio balance and partner capacity.
  • Guides and challenges team on selling account visions to partner decision makers. Challenges Microsoft teams on their value propositions to partners. Reviews plans to ensure alignment between overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's overall business goals. Articulates value propositions to senior business decision makers.
  • Synthesizes team member accounts to identify high-level opportunities to pursue with partners that position Microsoft to be an industry leader. Shares competitive intelligence information with team members to develop appropriate plans. Ensures alignment with the executive industry team at Microsoft.

Partner Transformation
  • Oversees the development of partner business plans that grow business and promote cloud consumption and digital transformation. Provides feedback on end-to-end plans to ensure they align short- and long-term goals, solution strategies, and performance expectations with partner needs and capabilities. Ensures high quality of the account planning process.

Solution and Services
  • Collaborates with the technical lead to get feedback and manage the orchestration between Partner Development and technical teams. Coaches team to leverage technical teams and build knowledge of technical aspects of building and testing solutions and services. Oversees the evaluation of partner products and services.

Sales Leadership
  • Coaches, challenges, and leads team members to develop effective go-to-market and co-selling strategies across accounts. Leverages internal resources and outlines key activities and expectations to drive Microsoft and partner sales goals.

Qualifications

Required/Minimum Qualifications
  • 10+ years partner management, sales, business development, or partner channel development in the technology industry.
    • OR Bachelor's Degree in Sales, Marketing, Business Operations or related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry.
  • 2+ years of people management experience.

Additional or Preferred Qualifications
Experience in alliance management, enterprise sales, channels, and marketing is required. Effective people and project management and communication skills are critical. The ability to write and present complex ideas and concepts to a wide range and size of audiences, from CVP to CEO level, is a must.
  • Proven success delivering joint solutions on the Microsoft platform with global ISVs.
  • Working knowledge of software and solution development practices.
  • Working knowledge of enterprise software management practices, including selection, deployment, and management processes.
  • A minimum of 7 years of experience in partner business development.
  • Demonstrated experience and success engaging with senior executives (CVP level and above).
  • Ability to work in an abstract, cross-organizational boundary and cross-discipline manner.
  • Ability to lead across a multi-disciplinary virtual team.
  • Excellent understanding of the Microsoft platform, with a priority on Microsoft Azure.
  • Knowledge of competing cloud platforms would be helpful.
  • Deep understanding of the Storage ecosystem.
  • Excellent interpersonal, collaboration, verbal and written communication, analytical and presentation skills.
  • Exceptional decision-making, conflict resolution, problem solving and negotiation skills.
  • Strong understanding of cloud computing technologies, business drivers and emerging trends as well as the impact of these on ISV and SI partners and their customers.
  • MBA or equivalent experience would be helpful.
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