Partner Development Manager

2 months ago

Johannesburg, South Africa Microsoft Full time

As a Partner Development Manager, you are at the forefront of partner performance You will design and deliver Partner Business Plans that align the partners’ business goals with Microsoft’s mission, culture and targets. You will bring your tenacious work ethic, your enthusiasm, optimism, and your passion to foster profound growth and change within our channel partner ecosystem. You will leverage your challenger mindset, deep technology industry knowledge, market insights, expert understanding of the competitive landscape, executive presence and best in class interpersonal abilities to empower your regional and area teams to grow our robust ecosystem of world class channel partners.

You will deliver the regional sales strategy and will sponsor regional executive connections, drive business performance and maximize partner investments at regional level. You will institute a predictable rhythm with partners, area and core teams to drive sales execution. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships in the C-Suite and collaborating across multiple internal stakeholders to resolve complex issues.

**Responsibilities**:

- Partner portfolio leadership, strategy and optimization: You will establish and drive regional, long-term partner strategies and expand current partnerships to create a balanced high-performance portfolio, grow business, and anticipate or fill market opportunities. You will foster deep relationships with key Microsoft and partner stakeholders and sales units.
- Partner Business Performance and Sales Leadership: With a performance mindset, you will act as sales manager and coach implementation of sales processes, following Microsoft internal sales methodology and tools. In close collaboration with other segments counterparts, you will maintain a rhythm of business to ensure sales execution with partners. You will coach teams through resolving blockers to accelerate performance and institute Correction of Errors plan to address low performance.
- Market Insight and Business Opportunity: You will lead and challenge your team to identify high-level opportunities to pursue with partners and area teams, incorporating your expertise, market insights and depth knowledge of the competitive landscape ensuring your teams position Microsoft as the industry leader.
- Upstream and downstream alignment: You will engage with global teams to develop plans with strong value propositions to your partners along with scalable and sustainable approaches to sales. You will help to define clear business priorities and ensure execution capability and development.
- Executive Relationship Building: You will be the executive sponsor for top partners and spend more than 50% of your time externally, with partners and customers and have a proven history of building and implementing Sales Strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities. You must be adept at using tools and data to identify gaps in pipeline and help to determine strategies to close those gaps and exceed sales targets.
- Strategic Business Planning: Create strategic business objectives and partnership plans, coordinate partner prioritization and growth, ability to set clear goals/timelines for the business to achieve or exceed on revenue targets and drive execution against agreed plans. You must demonstrate the ability to make decisions in a fast-paced and rapidly changing environment.
- Be focused on Performance Management with partners at regional level, including the ability to clearly set and communicate performance expectations and goals, monitor performance, conduct performance reviews, provide ongoing feedback, create correction of error plans to address low performance. You must excel in negotiation and conflict resolution, achieving mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions to ensure ongoing performance.

**Qualifications**:

- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience

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