Surface Partner Development Manager

Overview

The Surface Partner Development Manager (PDM) role in the Windows Devices Sales organization is at the forefront of bringing Surface and the Modern Workplace to the Channel. The PDM is a business development role responsible for managing a Surface partner and is accountable for the performance of this partner. The PDM is responsible for helping partners build comprehensive business plans to drive sales and deployment of the complete Surface portfolio. The PDM is accountable for revenue attainment and quota achievement for their partner as well as for achieving business goals. It is an exciting time to join the team and work as one of the Surface PDMs to drive this fast-paced, growing business.

Your role is a key to Microsoft’s Device Partner Solution Sales (DPS Field) Channel Strategy to build, market and accelerate sales of Surface devices & services through Local Device Partners and OEM Distributors & Resellers. In your role, you will oversee accounts in your sub-region, helping them to drive Microsoft solutions and win against the competition. The Partner Development Role should demonstrate comprehensive understanding of the channel, partners’ business, market dynamics and Microsoft products/value and drive end-to-end relationship, structured account management rhythm and pipeline management.

The role also requires an in-depth understanding of a partner’s device roadmap, competitive challenges, services, and vision to identify new business opportunities. This role will require travel to maintain an ongoing partner relationship and to several industry /internal team events, providing strategic leadership & operational support and expertise to drive the Microsoft Strategy across all levels of the partner’s organization. You will be responsible for managing partner relationships, partner account management and business transformation model and operational execution.

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

Driving Revenue Growth:

- Responsible for achieving/exceeding all revenue attainment to quota and commitment-based accountabilities for the region.
- Evangelize partners’ solutions to the regional sales teams, clearly articulating the partner’s value propositions to the Microsoft teams to foster proactive engagement with Field sellers.
- Increase partner commitment to Microsoft through execution of integrated selling initiatives combining MS and partner resources to market, sell & deliver solutions.
- Review pipeline and drive opportunity velocity as appropriate.

Marker Makers Partner-Specific Responsibilities:

- Connecting with Customers/Building Sales Plans: Build connections with customers and sellers. Advocate for Surface, address partner needs, and uphold Microsoft’s image, delivering value with professionalism and purpose. Take initiative—be the trusted link that drives impact and elevates every interaction.
- Sales Plan: Translate account strategies into action. Leverage Microsoft and partner propensity models to identify targets and craft end-to-end sales plans that generate and convert opportunities, driving measurable impact. Lead with insight—turn strategy into sales.
- Creating and Managing Opportunities: Work with sellers to identify Surface high propensity targets and develop the best fitting message to engage them. Drive quote activity to create a robust pipeline. Manage all opportunities through the stages, ensuring they are nurtured and ready for closure.
- Pipeline Management: Proactively manage and drive a pipeline, ensuring readiness and alignment. Leverage available resources to maximize close rate.

Rhythm of the Business:

- Influence and execute a partner business plan focused on short- and long-term goals to impact Microsoft revenue.
- Support Quarterly Business Review and other ROBs to track progress against goals and commitments; Collaborate for revenue and scorecard impact through evangelizing partner value to Microsoft stakeholders & customers.
- Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities.

Business Development & Partner Satisfaction:

- Lead and drive Microsoft partner resources across sales, technical & marketing development to execute joint selling goals to drive capability & capacity in the market.
- Land business plans, delivering unique MS solutions to all US customers.
- Integrate partners with Microsoft field resources across the segments to jointly account plan and close new business together.
- Measure and manage Partner’s success against metrics to maximize win-win results and strategic partner investments.
- Ensure business relationship and understanding of partner’s needs identifying clear conditions, accountability, progress measurement and timelines.
- Establish high partner satisfaction by earning a "trusted advisor" status with senior executives down to the field rep level, driving positive outcome against influencing partner business strategy & planning.

Winning the Partner and Its Sellers Minds and Hearts:

- Training: Conduct regular training sessions to ensure partner sellers are well-versed in Microsoft Surface products and solutions. Provide ongoing education on new features, updates, and competitive positioning.
- Sales Support: Offer comprehensive sales support by assisting partner sellers in developing strategies, delivering sales pitches, and addressing customer inquiries in the Unmanaged space. Provide resources and tools to enhance their sales capabilities.
- Collaboration: Foster working relationships with partner sellers through regular communication and collaboration. Work closely with them to identify opportunities, address challenges, and drive joint success.
- Motivation: Inspire and motivate partner sellers by recognizing their achievements, providing constructive feedback, and encouraging a positive and proactive sales approach.

Qualifications

Required/minimum qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 1+ year(s) 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

• Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience

• Experience in partner management, channel management, consulting, or advisory roles.

• Experience in commercial sales of hardware solutions, such as PCs, data storage, networking, or related technologies.

• Experience driving and influencing business or organizational transformation.

• Experience collaborating across marketing, technical, and sales teams to advance cross-functional initiatives.

Partner Development Management IC3 - The typical base pay range for this role across Canada is CAD $75,600 - CAD $127,900 per year.

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

Partner Development Management IC3 - L'échelle salariale de base typique pour ce rôle dans l'ensemble du Canada est de 75,600 $ CAD à 127,900 $ 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.