Microsoft

Surface Partner Development Manager

Microsoft • $88K — $150K *
Boston, MA 02115In-Person
Telecommunications & Hardware
Less than 5 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or related field, plus 1+ years of partner management, sales, or business development experience in technology.
  • Master's Degree or advanced degree in Business Administration or STEM-related field with 5+ years of partner management or related experience preferred.
  • Experience in partner or channel management roles within the technology industry.
  • Familiarity with commercial sales of hardware solutions like PCs or networking technologies is beneficial.
  • Proven track record in driving organizational change and collaborating across multi-functional teams.

Responsibilities

  • Achieve and exceed revenue and quota commitments for Surface partners in the US.
  • Evangelize and communicate partner value propositions to Microsoft sales teams.
  • Drive partner commitment through integrated selling initiatives and robust market strategies.
  • Identify and create opportunities for sales engagements, managing pipelines effectively.
  • Build and implement partner business plans for revenue impact, focusing on both short- and long-term goals.
  • Conduct business reviews and quarterly assessments to track progress and improve strategies.
  • Train and motivate partner sellers on Microsoft Surface products, fostering collaboration and support.

Benefits

  • Opportunities for professional training and development, including ongoing education.
  • Work within a collaborative and supportive team environment.
  • Access to Microsoft partner resources for enhanced sales capabilities.
  • Potential for career advancement within a leading technology organization.
Full Job Description
Surface Partner Development Manager (PDM) role in the Windows Devices Sales organization is at the forefront of bringing Surface and the Modern Workplace to the Channel. The PDM is a business development role responsible for managing a Surface partner and is accountable for the performance of this partner. The PDM is responsible for helping partners build comprehensive business plans to drive sales and deployment of the complete Surface portfolio. The PDM is accountable for revenue attainment and quota achievement for their partner as well as for achieving business goals. It is an exciting time to join the team and work as one of the Surface PDMs to drive this fast-paced, growing business.

Responsibilities

Driving Revenue Growth

  • Responsible for achieving/exceeding all revenue attainment to quota and commitment-based accountabilities for the US.
  • Evangelize partners' solutions to the US sales teams, clearly articulating the partner's value propositions to the Microsoft teams to foster proactive engagement with Field sellers.
  • Increase partner commitment to Microsoft through execution of integrated selling initiatives combining MS and partner resources to market, sell & deliver solutions.
  • Review pipeline and drive opportunity velocity as appropriate.


Marker Makers Partner-Specific Responsibilities

  • Connecting with Customers/Building Sales Plans: Build strong connections with customers and sellers. Advocate for Surface, address partner needs, and uphold Microsoft's image, delivering value with professionalism and purpose. Take initiative-be the trusted link that drives impact and elevates every interaction.
  • Sales Plan: Translate account strategies into action. Leverage Microsoft and partner propensity models to identify targets and craft end-to-end sales plans that generate and convert opportunities, driving measurable impact. Lead with insight-turn strategy into sales.
  • Creating and Managing Opportunities: Work with sellers to identify Surface high propensity targets and develop the best fitting message to engage them. Drive quote activity to create a robust pipeline. Manage all opportunities through the stages, ensuring they are nurtured and ready for closure.
  • Pipeline Management: Proactively manage and drive a pipeline, ensuring readiness and alignment. Leverage available resources to maximize close rate.


Rhythm of the Business

  • Build and execute a partner business plan focused on short- and long-term goals to impact Microsoft revenue.
  • Disciplined Business Management: Responsible for contributing to monthly and WW Business Reviews that provides a consistent and predictable Rhythm of the Business (ROB).
  • Drive Quarterly Business Review and other ROBs to track progress against goals and commitments; Collaborate for revenue and scorecard impact through evangelizing partner value to Microsoft stakeholders & customers.
  • Ensure partner readiness by developing a plan to build partner marketing, sales, integration and support capabilities.


Business Development & Partner Satisfaction

  • Lead and drive Microsoft partner resources across sales, technical & marketing development to execute joint selling goals to drive capability & capacity in the market.
  • Land business plans, delivering unique MS solutions to all US customers.
  • Integrate partners with Microsoft field resources across the segments to jointly account plan and close new business together.
  • Measure and manage Partner's success against metrics to maximize win-win results and strategic partner investments.
  • Ensure strong business relationship and understanding of partner's needs identifying clear conditions, accountability, progress measurement and timelines.
  • Establish high partner satisfaction by earning a "trusted advisor" status with senior executives down to the field rep level, driving positive outcome against influencing partner business strategy & planning.


Winning the Partner and Its Sellers Minds and Hearts

  • Training: Conduct regular training sessions to ensure partner sellers are well-versed in Microsoft Surface products and solutions. Provide ongoing education on new features, updates, and competitive positioning.
  • Sales Support: Offer comprehensive sales support by assisting partner sellers in developing strategies, delivering sales pitches, and addressing customer inquiries in the Unmanaged space. Provide resources and tools to enhance their sales capabilities.
  • Collaboration: Foster strong working relationships with partner sellers through regular communication and collaboration. Work closely with them to identify opportunities, address challenges, and drive joint success.
  • Motivation: Inspire and motivate partner sellers by recognizing their achievements, providing constructive feedback, and encouraging a positive and proactive sales approach.

Other
  • Embody our culture and values.


Qualifications

Required/minimum qualifications

  • Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 1+ year(s) experience in partner management, sales, business development, or partner channel development in the technology industry or related experience


    • OR equivalent experience.

Other Requirements

Additional or preferred qualifications

  • Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience


    • OR equivalent experience.


  • Experience in partner management, channel management, consulting, or advisory roles.


  • Experience in commercial sales of hardware solutions, such as PCs, data storage, networking, or related technologies.


  • Experience driving and influencing business or organizational transformation.


  • Experience collaborating across marketing, technical, and sales teams to advance cross-functional initiatives.


Partner Development Management IC3 - The typical base pay range for this role across the U.S. is USD $88,000 - $150,100 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $114,500 - $165,700 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:
https://careers.microsoft.com/us/en/us-corporate-pay

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

About Microsoft

Microsoft is an American multinational corporation that develops, manufactures, licenses, supports, and sells a range of software products and services. Microsoft’s devices and consumer (D&C) licensing segment licenses the Windows operating system and related software, Microsoft Office for consumers, and the Windows Phone operating system. The company’s computing and gaming hardware segment provides Xbox gaming and entertainment consoles and accessories, second-party and third-party video games, and Xbox Live subscriptions; surface devices and accessories; and Microsoft PC accessories. Its phone hardware segment offers Lumia smartphones and other non-Lumia phones. Its D&C segment provides Windows Store, Xbox Live transactions, and Windows phone store; search advertising; display advertising; Office 365 Home and Office 365 Personal; first-party video games; and other consumer products and services as well as operating retail stores. Microsoft’s commercial licensing segments license server products, including Windows Server, Microsoft SQL Server, Visual Studio, System Center, and related Client Access Licenses (CALs); Windows Embedded; Windows operating system; Microsoft Office for business, including Office, Exchange, SharePoint, Lync, and related CALs; Microsoft Dynamics business solutions; and Skype. Its commercial segment offers enterprise services, including premier support services and Microsoft consulting services; commercial cloud comprising Office 365 Commercial, other Microsoft Office online offerings, Dynamics CRM Online, and Microsoft Azure; and other commercial products and online services. The company markets and distributes its products through original equipment manufacturers, distributors, and resellers, as well as online.

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Learn more about Microsoft
Size
181,000 employees
Market Cap
$1,762.4 billion
Industry
Enterprise Technology
Net Income
$51.3 billion
Founded
1975
5 Year Trend
+15.5%
Revenue
$153.2 billion
NASDAQ
MSFT
* Ladders Estimates

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