Partner Development Manager

Overview

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

The Partner Development Manager role is designed to drive strategy, performance, and executional excellence among Microsoft’s Channel Partners in Canada. As Microsoft inspires its partner ecosystem for the cloud-first era, this role stands at the intersection of market opportunity, partner enablement, and business transformation—uniquely positioned to orchestrate partner success at scale across the partner type.

Microsoft’s channel strategy is foundational to its business growth and customer reach. With cloud adoption accelerating and digital transformation reshaping industries, the need for differentiated, high-performing partners has never been greater. The position is tasked with managing and optimizing a portfolio of partners, ensuring these partners are not only aligned with Microsoft’s strategic priorities but are also equipped to deliver customer success and innovation at scale.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

Strategic Partner Type Management: Developing and executing go-to-market strategies in collaboration with the highest-performing CSP partners.

Executional Excellence: Driving CSA growth, co-selling opportunities, and market expansion through data-driven insights and operational rigor.

Cross-Functional Leadership: Aligning sales, technical, and marketing resources across Microsoft to maximize partner type impact and customer outcomes.

Performance Accountability: Owning the business results of the Channel Partner Type portfolio—measured through revenue targets, customer acquisition, solution deployment, and partner satisfaction.

Partner Mindshare: Articulating Microsoft’s value proposition through compelling narratives and historical context, both internally and externally. This includes executive engagement and strategic influence with Channel Partner Executive leadership.

Strategic Demand Gen & CSA Management: Analysing market and business needs across all Solution Areas to optimize sales performance and inform partner investments. Oversee Investments and follow-through of execution to excellence.

Business Analysis: Synthesizing complex data into actionable insights and solutions that address customers’ and partners’ business challenges.

Financial Analysis: Evaluating partner opportunities and investments through financial modelling, and ROI assessments to accelerate time to value.

Maturity Assessment: Applying systematic processes to ensure partners meet or exceed Microsoft’s standards for solution delivery and customer experience.

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.

Additional or preferred qualifications

Blend of deep business and technical expertise with ability to be comfortable interacting with C-level business decision makers and internal executives

Microsoft Certification in M365, Security and/or Azure

10+ years of experience working across Scale Solution providers in the Americas.

10+ years of experience of Small, Medium, Enterprise and Channel customer engagements, and of the partner ecosystem that serves the market segment.

5+ years of experience working in a direct sales role

5+ years of experience with the Microsoft CSP program.

A completed Microsoft Cloud Background Check.

Partner Development Management IC5 - The typical base pay range for this role across Canada is CAD $142,800 - CAD $214,900 per year.

Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Partner Development Management IC5 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 142,800 $ CAD à 214,900 $ CAD par année.

Pour plus d'information au sujet de la rémunération, veuillez cliquer ici:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html

Ce poste sera ouvert pendant au moins cinq jours et les candidatures seront acceptées de façon continue jusqu’à ce que le poste soit pourvu.

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.

Microsoft est un employeur offrant l’égalité d’accès à l’emploi. Tous les candidats qualifiés seront pris en considération pour l’emploi, sans égard à l’âge, à l’ascendance, à la citoyenneté, à la couleur, aux congés médicaux ou familiaux, à l’identité ou à l’expression de genre, aux renseignements génétiques, à l’état d’immigration, à l’état matrimonial, à l’état de santé, à l’origine nationale, à un éventuel handicap physique ou mental, à l’affiliation politique, au statut de vétéran protégé ou au statut militaire, à la race, à l’ethnie, à la religion, au sexe (y compris la grossesse), à l’orientation sexuelle ou à toute autre caractéristique protégée par les lois, ordonnances et règlements locaux applicables. Si vous avez besoin d’aide avec des accommodements religieux et/ou d’un accommodement raisonnable en raison d’un handicap pendant le processus de candidature, apprenez-en plus sur la demande d’accommodement.

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.