Partner Development Manager – ISV & SaaS (Hybrid)


Sydney, New South Wales, Australia Remote

Full time

Partner Management / Channel Management


Oct 24

About the job

The Partner Development Manager (PDM) role is anchored on helping technology partners transform and grow their business in the cloud by engaging with a portfolio of partners, with a primary focus on SAP, plus three other partners. As a PDM, you will identify short and long-term strategic goals and tactical execution, with a strong focus on creating sales pipeline. You will build strong relationships with Microsoft and partner resources to identify sales opportunities and grow market share for Microsoft products and solutions.

You will drive clear governance with Microsoft and partner executives, establish joint priorities to identify transformation opportunities, and build Go-To-Market (GTM) activities. You will drive performance management of partners through monthly/quarterly reviews to review overall business performance across the organisation and measure against partners’ transformation goals and business plan – through revenue, pipeline and partner impact.


As a Partner Development Manager (PDM), you will have the opportunity to demonstrate your advanced skills in strategy, sales and execution to drive one of the fastest growing businesses at Microsoft that is at the leading edge of the industry shift to cloud services.

The PDM role in the Partner organisation is key to Microsoft’s partner management strategy. This PDM role is a business development role that aligns primarily to 4 Global ISVs and is accountable for driving the sales execution with that partner in Australia & NZ. The PDM provides business leadership as a strategic partner advisor to the Partner’s leadership.

The goal of the PDM is to drive sales execution and business growth based on their partners’ strengths – though the CoSell Program and via Marketplace. The PDM will work across the Microsoft & partner’s organisations to ensure business goals are aligned to partner offerings and partner success.

The successful PDM will develop deep internal and external relationships to drive partner success. The PDM is a strong influencer and orchestrator to align Microsoft & partner resources for business impact. The outcome will be to drive long-term revenue, cloud consumption and digital transformation through a set of practices and solutions leading to workload and/or industry-based Co-Sell.


What skills do you need to have?


There will be many opportunities for you to learn and grow into this role and Microsoft. However, to be able to best deliver on the purpose of this role, these are the core skills and experiences you should have on day one:

  • Experience in sales, partner channel development, sales, business development, and alliance management in the technology industry
  • Experience working with SAP products & solutions over 3+ years, including SAP technology platforms and solutions
  • Ability to create pipeline and drive sales of large, complex opportunities
  • experience engaging senior stakeholders across other functions and geographies
  • Inclusive and highly collaborative with a strong ability to drive teamwork and cross team alignment
  • Strong partner relationship management experience
  • Demonstrate executive presence including clear communication – and ability to manage stakeholders, through regular governance
  • presentation skills with a high degree of comfort presenting to senior audience
  • Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners

Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.

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