Senior Partner Development Manager - ISV

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, or related field AND 10+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting

OR equivalent experience.

• Proven track record of building deep technical sales relationships with CXOs and practice building executives in ISV

• Ability to solve Partner problems and unblock technical issues, leveraging internal and/or external resources.

• Deep understanding of Microsoft Cloud Solution Area products and services, and knowledge of market business environment
• 10+ years of success in consultative/complex technical sales, technology solutions/practice development, architecture, design, implementation, and/or support of highly distributed applications required

• ISV Pursuit
  • Participate actively in ISV/startup community to identify high potential startups and build personal relationship to founders and influencers.
  • Evangelize Microsoft’ value and innovation culture to ISV CEO / Cofounders and ensure they have full awareness and access to the full spectrum of the resources and services Microsoft has to offer.
  • Onboard and Recruit high potential ISVs onto Microsoft Azure Platform, working closely to ensure they’re successfully engaging with Microsoft platform, making sure they have the technical and business resource required for optimal customer experience, and identifying additional opportunities for them to work more deeply with Microsoft’s business units.
  • Work with and advise account management teams on solution selling and establishing executive relationships in their key accounts.
  • Keep abreast with VC investment trend and cutting-edge technologies, able to identify future unicorns at early stage.
• Partner Sales and Acceleration
  • You will develop a go to market plan and co-sell execution tactics, lead partner pipeline reviews and coach partners to transform their strategies around sales and consumption. You will facilitate collaboration between partner and Microsoft sales teams to overcome obstacles, compete, and create proposals to meet consumption and revenue targets. You will work with your partner on top opportunities following the Microsoft sales methodology and prioritize transactions through the marketplace, where possible.
• Partner performance and Impact
  • You will be responsible for your partners’ performance with Microsoft and accountable for keeping a regular rhythm of connection with executive, sales and delivery teams to identify and resolve blockers in execution, and to accelerate performance. You will drive adoption, usage and performance of programs and investments that contribute to sales and consumption. You will be responsible for the correction of errors plan when execution is below expectations.
• Executive Relationship Building
  • You will build a trusted-advisor relationship with C-suite leaders of complex partners and align their priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans and achieve strategic alignment and growth.