Partner Development Manager - People Manager

Develops strategies for creating/developing long-term trusted-advisor relationship with major global and local Japanese partners, even in difficult situations. Creates the strategic vision for developing and executing partner business plans. Guides and holds teams accountable for providing thorough training or onboarding on a variety of topics. Ensures accountability for team members to develop plans and strategies to capitalize on patterns, opportunities, and gaps in partner accounts. Ensures implementation of strategies to convince C-suite leaders of Microsoft's value over competitors. Develops innovative strategies for initiating and leading seamless and successful digital transformation processes. Directs teams to develop and implement strategies for orchestrating go-to-market, co-selling, and incentive strategies for strategic, global and local partners. Leads highly complex and high impact campaigns with various functional areas and the partners marketing teams. Ensures partner advocacy is a guiding force within the culture of the team. Guides team members and partners in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Understands and follows ethics and privacy policies when executing research processes and/or collecting data/information. In addition, this role has people management responsibilities including driving employee growth and development, executing projects, and managing performance.

Responsibilities

Microsoft Business Leader

Creates the strategic vision for developing and executing partner business plans that leverage creative solutions, drive growth for the partner and Microsoft, and streamline cloud consumption and digital transformation. Establishes the goals, strategies, and expectations of plans. Establishes, ensures, and drives high quality and rigor of the planning and execution process (e.g., ensures follow through, tracking of key metrics, etc.) for both Microsoft and partners. Ensures additional cloud services and prioritized solutions are included in the plan. Shares senior expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Directs team to lead a strategic, effective, and actionable World-class Account Plan to land Enterprise Partner Sales (EPS) priorities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and ensures accountability as appropriate. Brings deep subject matter expertise to enrich designs and plans.

Guides and holds teams accountable for providing thorough training or onboarding on a variety of topics (e.g., independent selling, market opportunities, technical information) based on partner needs to ensure partner readiness. Drives partner capacity into onboarding and training processes. Works with multiple executive partner stakeholders to drive capabilities. Influences stakeholders (e.g., Go-to-Market managers and teams) to secure right training/onboarding offering information and ensure it is in place. Directs teams to create local strategies to align capacity and capability of the partner to compete, gain, and win share for Microsoft solutions to expand platform and sockets for services while prioritizing secure design and operations. Identifies long-term strategies to monitor market landscape and partner's impact and leverages their end-to-end understanding to influence the local strategy in business planning decisions.

Ensures implementation of strategies to convince C-suite leaders of Microsoft's value over competitors. Innovates Microsoft corporate strategies based on local partner market in collaboration with internal teams. Coaches and guides team on communicating Microsoft's value to partner leaders above competitors. Anticipates, communicates, and addresses competitive threats throughout the selling and account management lifecycle. Upholds Microsoft policies, procedures, and/or legal compliance standards. Delivers and influences strategic long-term partnership horizons.

Develops strategies for creating/developing long-term trusted-advisor relationship with major global and local Japanese partners, even in difficult situations, to ensure strategic alignment and drive growth. Provides direction on developing mutually beneficial account plans that account for both partner and Microsoft priorities, strategies, and goals. Ensures accountability for teams to leverage trusted advisor relationships and expertise to clearly articulate short- and long-term business opportunities for partners and ways to pursue them.?Directs long-term strategies to influence C-suite/board level across complex stakeholder maps.

Partner Assessment and Qualification

Sets and manages innovative recruitment strategies to identify and onboard new partners and upsell products and services with current partners to create a strong portfolio, maximize business, and capitalize on market opportunities. Provides opportunities for others to influence partner executives to pursue opportunities with Microsoft. Develops and shares best practices across teams on portfolio balance and partner capacity, and leveraging actionable insights from investing the investing community.

Partner Performance and Impact

Ensures partner advocacy is a guiding force within the culture of the team, and holds multiple teams accountable for advocated internally and escalating urgent partner issues. Acts as a thought leader for the team and organization for partner advocacy. Provides expert level coaching and guidance to team members on escalation processes and resolution tactics. Drives shared accountabilities across EPS and with Segment Leaders. Orchestrates regular business reviews, Build, and Co-Sell rhythms of business (RoBs), mobilizing the ideas, resources and support required to exceed targets in alignment with appropriate stakeholders. Directs teams to actively seek opportunities to demonstrate the value of the partner to other organizations within Microsoft.

Guides team members and partners in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Coaches and leads team members on how to provide the right mix of incentives and offers to the partners. Stays ahead of customer requirements, needs, and expectations.

Partner Sales and Consumption

Leads highly complex and high impact campaigns with various functional areas and the partners marketing teams. Creates structures and processes to ensure campaign tactics, offers, and incentives for partners are relevant and updated as needed, driving security-first messaging and practices while maintaining partner confidentiality. Holds multiple team members accountable for following up on the core sales activities and will guide resourcing efforts, and adhering to business process and compliance standards. Directs team to ensure sales targets are clear and that actions and accountabilities are being routinely followed up. Provides guidance, coaches, and challenges team on advising partners on marketing initiatives. Identifies new sources of GTM funding. Directs teams to build and launch integrated industry specific offerings on Marketplace with partners.

Demonstrates advanced pipeline management, broad seller mobilization, and strong leadership sponsorship. Directs co-selling and customer transactions through Marketplace.

People Management

Managers deliver success through empowerment and accountability by modeling, coaching, and caring. Model: Live our culture. Embody our values. Practice our leadership principles. Coach: Define team objectives and outcomes. Enable success across boundaries. Help the team adapt and learn. Care: Attract and retain great people. Know each individual’s capabilities and aspirations. Invest in the growth of others.

Qualifications

Required/minimum qualifications

・Bachelor's Degree in Marketing, Business, Computer Science 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.

・5+ years people management experience.

・Business-level or higher proficiency in both Japanese and English is required.

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.