EMEA Direct-to-Indirect Microsoft Partner Lead

TD SYNNEX Spain; Barcelona; Hybrid; EUR 90,000 - 125,000; Full time

Benefits offered by this job

Hybrid work model

Competitive compensation

Career development programs

Diversity & Inclusion

Global onboarding

Job summary

TD SYNNEX Spain seeks a senior, partner-facing business development lead to win and activate international Microsoft Direct Partners into TD SYNNEX EMEA and to develop a defined specialist line of business across the region.

The role combines hands-on partner acquisition with central orchestration of a unified, pan-European direct-to-indirect partner value proposition, coordinating with country teams and Microsoft to deliver a consistent partner experience.

Qualifications

• 5+ years' experience in IT with channel/vendor business development at multi-country level.
• Fluency in English; additional European language a plus.

Responsibilities

• Own and develop international pan-European Tier-1 partner accounts; win new business.
• Acquire new T1 partners and move them into TD SYNNEX, building a partner hitlist per country.
• Support countries in reaching TAM→DTAM targets, respecting local go-to-market.
• Collect Tier-1 requirements and translate into a unified EMEA value proposition.
• Standardise onboarding processes and documentation for repeatable activation across markets.
• Coordinate platform, services, operations, country teams and Microsoft to ensure a consistent partner experience.
• Acquire and activate international Tier-1 partners centrally across pan-European accounts.
• Advise partners on growth opportunities and marketing goals; collaborate with Marketing Manager.
• Ensure partners are connected to local teams with tools and resources.
• Forecast and manage pipeline; align with sales motions and vendor objectives.

Skills

Partner management

Multi-country sales

Microsoft ecosystem

Senior stakeholder influence

Negotiation

Education

Bachelor's degree

Job description

Why choose TD SYNNEX

As a Fortune 500 global company operating in over 100 countries, TD SYNNEX values its diverse workforce of 24,000 employees. As the world's largest IT distributor, our mission is to deliver top‑class technology solutions that enable businesses and individuals to navigate the digital world in a safe and efficient way.

About The Role

Senior, partner-facing business development lead responsible for winning and activating international Microsoft Direct Partners into TD SYNNEX EMEA and for developing a defined specialist line of business across the region. The role combines hands‑on partner acquisition with the central orchestration of a unified, pan‑European Direct‑to‑Indirect Partner value proposition.

Beyond classic key‑account development, the role operates centrally: it collects Direct Partner requirements from the countries, builds a single EMEA value proposition, standardises onboarding, and coordinates platform, services, operations, country teams and Microsoft.

Key Responsibilities

Partner acquisition & growth (hunter)

• Own and develop international / pan-European Tier-1 partner accounts of moderate-to-high complexity, winning new business and maximizing the potential of each account.
• Acquire new T1 partners and assist in moving them into TD SYNNEX - building a T1 partner hitlist per country, prioritizing partners already buying from other vendors but not yet transacting Microsoft through TD SYNNEX.
• Support countries in reaching their TAM→DTAM targets, respecting country cultural characteristics and local go-to-market.

Central EMEA orchestration (extended scope)

• Collect Tier-1 requirements from the countries and translate them into a single, unified EMEA value proposition.
• Standardise onboarding - processes, templates and documentation - so partner activation is repeatable and scalable across markets.
• Coordinate platform, services, operations, country teams and Microsoft to deliver a consistent T1 partner experience.
• Work closely with the central platform and operations team to identify low-risk migration paths from partners' existing provisioning, administration and billing tools into TD SYNNEX systems.
• Acquire and activate international Tier-1 partners centrally, covering pan-European accounts that sit above any single country.

Advisory, enablement & marketing

• Act as a trusted business advisor, evangelising the next logical areas of practice appropriate to each partner's needs and business model.
• Support countries in defining overarching EMEA partner marketing goals, including the correct use of Microsoft partner marketing materials and incentive funding on the right activities, in collaboration with the Marketing Manager.
• Ensure partners are connected to the right local teams and equipped with the tools, resources and repeatable solutions needed to compete effectively in all scenarios.

Sales execution, alignment & governance

• Work closely with the EMEA Sales Motion Leaders (Azure, Modern Workplace, Security & Business Applications) and in-country Microsoft BU Managers to agree and align on the sales process.
• Create, monitor and present pipeline, sales losses and successes; manage the funnel with hit-rate discipline and connect with customers through Cloud Ascent.
• Translate vendor objectives into an actionable business plan; provide strategic input into vendor market propositions, sales and pricing policy; negotiate deals and rebates.
• Deliver accurate and timely weekly forecasting and pipeline development; drive the presence and profile of Microsoft internally within TD SYNNEX and externally to partners.

What We're Looking For

• 5+ years' experience in the IT industry with channel and/or vendor at a business development level, including significant complex, multi-country sales experience; ideally from a sales or product-marketing background.
• Bachelor's degree or equivalent experience from which comparable knowledge and job skills can be obtained; formal sales training (e.g. Miller Heiman / Holden) preferred.
• Working knowledge of the Microsoft partner ecosystem - preferably across Azure, Security and Modern Workplace; a managed-services background is a plus.
• Excellent emotional intelligence - able to connect with and influence decision-making at senior / C-level (partners and vendors) and to find the right decision makers and sponsors to close the deal.
• Able to design and deliver tailored business content consistently to diverse audiences, increasing the value of every engagement.
• Awareness of change-management approaches (e.g. ADKAR) and a clear understanding of the complexity partners face moving from on-prem into the cloud.
• Languages: fluency in English required; fluency in a second European language preferred; further languages an advantage.

Why You'll Love Working With Us

• Competitive compensation and benefits package.
• Clear career development opportunities in a global organization.
• Hybrid work model.
• Inclusive culture where every voice is valued.

At TD SYNNEX, our values guide everything we do: Together, We Own It, We Dare to Go, We Grow and Win, and above all, We Do the Right Thing. These principles shape how we work with each other, our partners, and our communities as we drive innovation and create lasting impact.

What's In It For You?

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development, and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial, physical, and mental well-being through seminars, events, and our global Life Empowerment Assistance Program.
• Diversity, Equity & Inclusion: It's not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education, meaningful peer-to-peer conversations, and equitable growth and development opportunities.
• Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal, peer-led inclusive communities and activities, including business resource groups, local volunteering events, and more environmental and social initiatives.