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Microsoft Corporation Partner Development Manager Financial Services in Boston, Massachusetts

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.

The mission of the Global Partner Solutions, US (GPSUS) organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of managed and unmanaged partners, while also guiding the definition of and establishing excellence in execution across the global partner teams. To do this, GPS focuses its efforts around four core motions: Build-with, Technical, Go To Market (GTM), and Partner Co-sell.

The Partner Development Manager is responsible for the 360 degree business relationship for top independent software vendors (ISVs) that develop and sell solutions build on Microsoft’s three clouds in Financial Services. The PDM is the pivotal role in the relationships Microsoft builds with partner companies. They are responsible for engaging at the very highest level of executives building trust by sharing insights about how companies can capitalize on market opportunities by partnering with Microsoft. PDMs lead the building of joint business plans defining solutions portfolio, Go-To-Market, sales and marketing strategies, driving implementation of all aspects of the strategy by orchestrating relationships between the partners technical, sales and marketing teams and Microsoft’s to ensure excellence in execution of the strategy and achieving partnership growth goals and sales targets.

Responsibilities

Partner Centered

  • Recruits new partners and leverages current partners to grow business. Interacts with partners and key decision makers to identify new opportunities to sell Microsoft products and services.

  • Identifies, engages, onboards, and qualifies complex partners with new solutions to expand Microsoft’s platform.

  • Uses a variety of strategies to convey the value of partnering with Microsoft over competitors based on partner business. Combats competition throughout the selling and account management lifecycle.

  • Sells account vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals.

  • Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to industry leads for assistance as appropriate.

  • Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans.

Partner Transformation

  • Develops and executes strategic partner business plans for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.

  • Leverages the understanding of benefits of training, tailors training recommendations to partners on relevant topics, and describes financial benefits associated with the training to assist with partner readiness.

  • Participates in internal and external events as a Microsoft representative to learn about partner business, build a strong professional network, and maintain up-to-date awareness of industry and competitors.

Solution and Services

  • Work with partners to identify and transform their plans and strategies around solutions and services. Provides guidance to partners on launching applications or other products including monitoring and troubleshooting applications.

  • Proactively leverages collaboration to drive business. Assembles and leads cross-functional virtual internal teams (e.g., category, surface, specialist sales, marketing) to guide partners and to develop comprehensive business plans based on partner needs and Microsoft sales goals.

  • Works with technical teams to build solutions or services, and demonstrate proof of concept (POC). Leverages technical resources at Microsoft for technical information and to evaluate partner products and services. Aligns technical resources to bring business value to the partner.

Sales Leadership

  • Leverages internal resources to develop go-to-market and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing go-to-market strategies.

  • Supports partner readiness by developing marketing plans to generate customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go-to-market offers) to assist partners with developing marketing plans.

  • Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities.

  • Leverages tools (e.g., One Commercial Partner [OCP], Customer Relations Management [CRM], Partner Impact Number [PIN]) to update account information and maintain account hygiene and account activities.

  • Analyzes business metrics and performance data (e.g., return on investment [ROI]) to ensure targets are being met and to identify areas for growth.

Other

  • Embody our culture and values

Qualifications

Required/Minimum Qualifications

  • 8+ 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 5+ years partner management, sales, business development, or partner channel development in the technology industry.

Additional or Preferred Qualifications

  • Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry.

  • Minimum of Two years of Financial Services experience – either directly in a Financial Services Firm (Banking, Capital Markets or Insurance) or selling/collaborating with a Financial Services Firm.

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. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. 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 (https://careers.microsoft.com/us/en/accommodationrequest) .

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.

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