Microsoft Partner Program ManagerReports to: VP of Sales and Marketing
Location: West Chester, OH (Hybrid/Remote)
Is this position eligible for bonus or commission - Bonus eligible based on company performance, No commission
The Microsoft Partner Program Manager is responsible for building, optimizing, and scaling our Microsoft partnership strategy across the Microsoft Cloud Partner Program (MCPP), CSP, Co Sell, and Microsoft Commercial Marketplace motions. This role drives revenue growth, solution differentiation, incentive attainment, and partner-led pipeline by aligning our offerings to Microsoft priorities (Azure, Modern Work, Security, Business Applications), managing executive relationships, and orchestrating internal readiness for successful joint go to market.
Responsibilities:Partner Strategy & Governance- Own the Microsoft partnership charter: MCPP requirements, Solutions Partner designations, specialization tracks, and competency status.
- Define with the leadership Team and execute annual/quarterly partner plans (targets, milestones, budgets, risks) aligned to Microsoft priorities and our business objectives.
- Maintain strong relationships with Microsoft Partner Development Managers (PDMs), Global, and Segment Leads; secure executive sponsorships.
Go-to-Market & Co-Sell- Build joint value propositions; create industry-/workload-aligned narratives for Azure, Modern Work (M365), Security, and Dynamics 365.
- Orchestrate Co-Sell motions: solution listing, eligibility, referrals pipeline, seller enablement, and deal acceleration programs.
- Lead marketplace listings (Azure Marketplace/AppSource): offer packaging, pricing, private offers, and campaign landing pages.
Incentives, Programs & Compliance- Maximize incentive attainment (e.g., PAL, ECIF, Azure consumption, new customer adds, deployment milestones), and ensure program compliance.
- Assist in managing CSP program health (Direct/Indirect); oversee margin structures, promotions, and operational processes.
- Track partner scorecards (Partner Center metrics) and maintain accurate reporting (designations, performance, benefits utilization).
Pipeline, Revenue & Forecasting- Drive partner-sourced and partner-influenced pipeline; coordinate with Sales Ops on lead routing, attribution, and CRM hygiene.
- Forecast partner-led revenue; monitor Azure Consumed Revenue (ACR), M365 active usage, and Dynamics ARR growth.
- Identify gap-closing plays and acceleration opportunities (POCs, FastTrack, Solution Assessments, workshops).
Enablement & Readiness- Build internal enablement: work with practices on solution playbooks, pitch decks, case studies, demo scripts, and competitive positioning.
- Coordinate technical readiness: certifications, specializations, Partner Center verifications, and technical presales support.
- Train field teams on co-sell rules of engagement, marketplace commerce, and incentive mechanics.
Cross-Functional Orchestration- Partner with Sales, Marketing, Product, Finance, and Delivery to operationalize alliance plans and customer success motions.
- Support enterprise pursuits with joint account planning, executive briefings, and solution design reviews.
- Lead quarterly business reviews (QBRs) with Microsoft and internal executives; publish outcomes and action plans.
Required Skills & Qualifications - 5-8 years in partner management, alliances, channel sales, or cloud GTM-preferably with the Microsoft ecosystem.
- Strong understanding of MCPP, Partner Center, Co-Sell, CSP, and Marketplace mechanics.
- Demonstrated success building partner GTM, driving pipeline/revenue, and managing executive relationships.
- Experience with cloud workloads (Azure, M365, Security, Dynamics) and solution packaging.
- Proficiency with CRM (Dynamics 365 or Salesforce), Excel/Power BI, and presentation tools.
Preferred Qualifications (Senior)- 3-5+ years in strategic alliances, with proven attainment of Solutions Partner designations and specializations.
- Track record of $5M+ influenced/sourced pipeline from Microsoft motions and multi-region GTM execution.
- Experience managing indirect/direct CSP programs, multi-cloud deals, and marketplace commerce (private offers).
- Microsoft certifications (e.g., Azure Fundamentals, Security, Dynamics) and familiarity with FastTrack, Solution Assessments, and Partner Investments programs.
- Prior work with industry plays (Financial Services, Energy, Healthcare, Manufacturing, Public Sector) and complex Co-Sell pursuits.
Benefits We invest in our people because they are our greatest asset. Our benefits include:
- Health & Wellness: Comprehensive medical, dental, and vision coverage.
- Future-Ready Retirement: Employer-sponsored 401(k) with company contributions.
- Security & Protection: Company-paid life insurance and disability coverage.
- Generous PTO: Ample vacation, 8 paid holidays, and a floating holiday.
- Professional Growth: Access to cutting-edge technologies, certifications, and career development through Microsoft partnerships.
