Partner Development Manager - GSI

Microsoft; Singapore; On-site; SGD 120,000 - 170,000; Full time

Job summary

A global technology company in Singapore is seeking a Business Leader to manage complex partners and drive business growth. The role involves building trusted relationships with C-suite leaders, developing strategic partnerships, and leading initiatives to enhance partner performance. The ideal candidate will have over 10 years of experience in partner management or business development in the tech sector, along with strong negotiation and strategic alignment skills. This position offers excellent professional growth opportunities in a dynamic environment.

Qualifications

• 10+ years experience in partner management or business development in the technology industry.
• Strong understanding of the technology ecosystem and market dynamics.
• Proven ability to influence senior stakeholders and drive results.

Responsibilities

• Build and maintain trusted relationships with C-suite leaders of complex partners.
• Develop and implement strategic account plans to drive business growth.
• Lead partner recruitment and performance initiatives to expand partnerships.

Skills

Partner management

Sales

Business development

Strategic alignment

Negotiation

Education

Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field

Master's Degree in Business Administration or a related field

Job description

Overview

Leads the creation of a long‑range strategic vision rooted to the partners impact and potential across segments, and serves larger and more complex partners. Sells account vision to senior business decision makers at highly sought‑after partners. Identifies and recommends market opportunities to pursue based on understanding of industry gaps and emerging trends in solution/product areas. Builds, maintains, and owns a trusted‑advisor relationship with C‑suite leaders of complex partners to achieve strategic alignment and drive growth. Leads business‑design briefings advising partner leadership on building a high‑impact Microsoft Services practice. Coaches and challenges partners to transform their plans and strategies around consumption and key targets. Leads campaigns with various functional areas and the partners marketing teams. Ensures partners are investing in the building of world‑class teams that are staffed with talent and enabled and incentivized to drive sales. Develops Go‑to‑Market (GTM) and co‑selling strategies with complex partners that outline activities and expectations to drive Microsoft and partner sales goals. Ensures partner readiness by developing marketing plans to promote customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations.

Responsibilities

Microsoft Business Leader

Uses Challenger mindset to build, maintain, and own a trusted‑advisor relationship with C‑suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners priorities, strategies, and goals with Microsoft's to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives. Identifies and clearly articulates current and future business opportunities and ways to pursue them. Influences and plays an active role across a complex stakeholder map.

Partner Assessment and Qualification

Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business and fill market opportunities. Influences partners and business leaders to upsell Microsoft products and services. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins. Leverages their understanding of the investing community and pulls information and insights from them.

Partner Performance and Impact

Ensures partners are investing in the building of world‑class teams that are staffed with talent and enabled and incentivized to drive sales. Leads with Intelligent Edge/Intelligent Cloud to create strategic alignment through strong storytelling with local partner executives to gain commitment to build their selling/technical skill sets and incentivizes for their customers. Leverages other organizations within Microsoft to provide better solutions and faster sales cycles for partners. Acts as a trusted advisor to CRO in Cloud sales transformation (e.g., readiness, compensation, territories). Ensures results on partner's behalf through resolution of complex and urgent escalations. Leads the orchestration of response to the partner to ensure timely action and resolution from internal teams.

Partner Sales and Consumption

Leads campaigns with various functional areas and the partners marketing teams. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go‑to‑Market packages. Oversees planning, campaign tactics, offers, and incentives. Ensures core activities are agreed upon before executing and helps to coordinate resources. Ensures sales targets are clear and that actions and accountabilities are being routinely followed up. Provides oversight to ensure Launch Excellence with sales readiness, and GTM activities. Critically analyzes current investment structures and incentives in order to identify and recommend improvements. Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Secures marketing resources (e.g., go‑to‑market offers) to support partners with developing marketing plans. Develops plans to work on deals to gain commercial and consumer share. Helps ensure Launch Excellence by developing plans to promote Partner sales readiness and go‑to‑market activities.

Coaches and challenges partners to transform their plans and strategies around consumption and key targets

Leads reviews of Partner's pipeline, top deals, and consumption targets. Shapes the thinking of partners on top deals and ensure close alignment between the partners sales team, channel managers, and other relevant teams. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Leads the development of partnerships with Global Partner Solutions (GPS) to gain support for strategic transformational initiatives to drive incremental cloud growth. Leads efforts to collaborate across the Microsoft and partner sales teams to manage pipeline and drive large opportunities/deals.

Qualifications

Required/minimum qualifications: Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 10+ 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

Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.

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

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.