Partner Development Management Telco

Partner Development Manager - Telco

Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The mission of the Global Partner Solutions (GPS) organization is to accelerate Microsoft’s growth through its extensive and vibrant ecosystem of managed and unmanaged partners, while also guiding the definition of and establishing excellence in execution across the GPS teams. To do this, GPS focuses its efforts around four core motions: Build-with, Technical, Go To Market (GTM), and Partner Co-sell.

The Partner Development Manager - Telco is an important contributor to Microsoft's partner engagement strategy as part of the team. Microsoft aspires to offer the most comprehensive, inclusive, and profitable partner network in the industry. The goal of PDM- T is to drive Telco market making partnerships, leveraging the book of Microsoft, to accelerate business model transformation and 5G monetization. With these new partners and solutions on the Microsoft Cloud Platform, we can better provide the right partner, at the right time, to solve customer business challenges.

**Responsibilities**:
Microsoft Business Leader
- Leads the creation of a strategic vision rooted to the partners impact and potential across segments. Demonstrates an expert understanding of the partners business and conveys the value of partnering with Microsoft based on the business opportunity and possible competition. Begins to think longer term regarding the possibility of making larger deals.
- Sells account vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Leads prep sessions and roundtables to influence partners strategy. Shares market opportunities and gaps in partners strategy for others to address. Understands the partners organization and builds stakeholder maps to expand network.
- Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Leverages internal competitive intelligence to identify opportunities aligned with business goals. Reaches out to industry leads for assistance as appropriate.
- Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Understands and aligns partners' priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes regular partner reviews and quarterly business reviews to track plan execution, identified gaps, and agrees on any correction of errors.

Partner Transformation
- Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Develops and executes strategic partner business plans for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short
- and long-term goals and performance expectations that are aligned with partner’s needs and capabilities.
- Helps lead the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Applies and offers various sales and tech trainings and bootcamps to increase the partners' capabilities.

Partner Sales and Consumption
- Helps lead campaigns with various functional areas and the partners marketing teams. 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.
- Leads and implements assessments of the partners' journey of building world class teams and helps to oversee the sharing of assessment results with other Partner Development Managers (PDMs) and the partners.
- Drives new business sales, customer acquisition in SMB & consumption. Accelerates partner’s TOP opportunities to win

Team Mobilizer
- Leverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Prioritizes accounts for developing GTM strategies. Advises partner on meeting various program, sales, and tech requirements. Shadows other Partner Development Managers (PDMs) through orchestration and acceleration of removing roadblocks, including internal escalation(s) as needed. Helps partners understand what a consumption-led business is and how it operates and coaches partners around consumption economics (e.g., leverages reports, analyses, etc.).
- Supports partner re