Partner Development Manager, Azure Cloud & AI Infrastructure ISVs

Uses Challenger mindset to build, maintain, and own a trusted-advisor relationship with C-suite leaders of complex partners to achieve strategic alignment and drive growth. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives. Identifies and clearly articulates current and future business opportunities and ways to pursue them.​ Influences and plays an active role across a complex stakeholder map. Develops and executes strategic partner business plans directly aligned with field goals and objectives 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. Shares 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. Drives a strategic, effective, and actionable World-class Account Plan to land Enterprise Partner Solutions (EPS) priorities.​ Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans. Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies. Leads partner to convert capacity and capability to revenue by setting clear revenue targets and works with partners and/or customers to provide coaching and guidance to convert partners to revenue streams. Strategically builds plans to drive growth and transformation. Creates process to build and scale partner digital selling capabilities. Actively monitors market landscape and partner's impact and uses in-depth knowledge to influence the local strategy in business planning decisions. Evaluates managed partner portfolio to identify patterns, opportunities, and gaps in partner accounts. Proposes existing products and solutions or recommends new solutions in which partners can jointly invest to fill gaps. Aligns partner needs and interests with market opportunities. Applies working knowledge to build and maintain Quarterly Execution Plans. Leads the creation of a long-range strategic vision rooted to the Partners impact and potential across segments, and serves larger and more complex partners. Responsible for establishing new market partnerships by working with market makers and making connections to think long-term, and establishes long-term strategic vision and the art of the possible for the partnership, leading opportunities for deeper commitments. Delivers and influences long-term partnership horizons. Drives deep ownership of the multiple facets of a partnership. Works to coach the ecosystem to help direct partners' commercial and marketing business plans, and aligns partner with current industry trends. Works with partners sales leaders on how to overcome obstacles, compete, create deal proposals, etc. Designs and creates new offer and incentive structures to the partners and provides perspective when others are drafting Go-to-Market packages. 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. Provides oversight to ensure Launch Excellence with sales readiness, and GTM activities. Ensures partner readiness by developing marketing plans to promote customer sales (e.g., campaigns, incentives, and promotions). Develops plans to work on deals to gain commercial and consumer share. Ensures results on partner's behalf through resolution of complex and urgent escalations. Executes a rhythm of business (RoB) for regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors in alignment with appropriate stakeholders. Ensures partners are investing in the building of world class teams that are staffed with talent and enabled and incentivized to drive sales. Develops partner recruitment plans to recruit new partners or expand current partnerships to create a balanced portfolio, grow business, and fill market opportunities. Understands the ecosystem and the various disrupters, influencers, etc., and how best to bring in potential big wins. Leverages their understanding of the investing community and pulls information and insights from them. Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. *