Partner Development Management

2 weeks ago

Riyadh, Saudi Arabia Microsoft Full time

**Partner Development Manager - National System Integrators**

Looking after Saudi top National System Integrators to increase our collaboration, pipeline, and business across the solutions area within the Enteprise segment.

**Microsoft Business Leader** (Partner Development & Growth):

- Sustainable growth and profitability of the partner(s)
- Continued reinvestment into expansion of MSFT practices & solutions (build to consume)
- Proactive business development into new market opportunities
- Alignment of Partner Business Plan to account/territory plan
- Partner Satisfaction

**Sales Leader **(Partner Sales & Acceleration):

- Optimal performance of key sales metrics tied to sales campaigns
- Balanced Inbound/Outbound referral process and performance
- Consistent growth in sales capacity
- New MACCs signed and consumed, if applicable
- Consistent consumption & usage growth for partner solutions and MACC, if applicable

**Excellence Leader** (Partner Performance & Impact):

- Investment in net-new revenue generating opportunities (M&A, certifications, skilling, MSFT investment programs)
- Persistently evolving business models aligned to customer needs
- Clarity on strategic use of MSFT investments and incentives and investments
- Certifications and MCPP designations

**Responsibilities**:
**Microsoft Business Leader **(Partner Development & Growth):

- Develop an impactful partner business plan that aligns partner business goals with MSFT’s mission, culture, and targets, orientated by solutions areas, customer segment and regions.
- Drive partner account 360 view, performance and relationship
- Brings partner ecosystem insights to help partner
- Fosters partner connection to segment sellers based on account/territory planning
- Shares MS vision for new solutions and support partners’ practice development including potential Microsoft Business Unit (GPDM/SPDM)
- Align CORE investment against key solutions, regions, and customer pipeline to maximize ROI (GPDM)
- For partners with MACC agreement: develop consumption plans.
- Drive marketplace partner activation and P2P
- Analyze partner’s people (sales, marketing and delivery teams) knowledge gaps on MS cloud and develop tailored made training/skilling plans.

**Sales Leader** (Partner Sales & Acceleration):

- Develop co-sell & GTM plan with partner for solution area, segments and/or industry
- Orchestrate co-sell campaign execution leveraging incentives & Investments by SA or Industry
- Build pipeline: Work closely with partner and identify key customers with digital transformation potential aligned to joint solutions and capabilities thru a propensity model
- Monitor pipeline: Weekly pipeline sharing, forecasting reviews & maintenance
- Progress/acceleration pipeline:

- Top deal support and acceleration (opp >$Threshold determined by Area)
- Ensure partner pipeline is in Partner Center and MS CRM (MSX)
- Drives inbound sharing and partner outbound acceptance
- In collaboration with AE/SSPC/CSU teams, helps remove commercial blockers to progress/accelerate conversion of qualified
- Review consumption plans w/partner

**Excellence Leader **(Partner Performance & Impact):

- Rhythm of Business (ROB)
- Execute QBR ROB focused on Partner Business Plan (PBP) and Partner Impact (PIN) performance
- Ensure right Execs are connected on a regular basis to help drive / unblock joint business
- Drive operational excellence within the partner: PAL tagging, Incentive program utilization, PAL monitoring
- Institute joint - MS and partner - CORE and Field regional monthly business reviews (GPDM)
- Ask questions and regularly look for ways to optimize partner business performance
- Drives adoption & execution of relevant and impactful investments and incentives (such as AMMP partner led, MCPP, AGI, BGI, Sure Step, QRP, P2P)
- Provide feedback to MS teams on ways to improve our systems/tools/ investments and incentives/ incentives for partners

Orchestrates across internal and partner teams to drive desired outcome

**Qualifications**:

- 15+ years of experience in sales and channel management
- Extensive experience influencing large organizations (Partner/Customer)
- Ability to navigate through complex situation
- Growth mindset
- Experience in the Saudi market
- MBA is a plus

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