With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more," SME&C Channel Partner Sales (CPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale. The Global Partner Channel Sales (GPCS) team delivers SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security within GCPS by capturing total addressable market (TAM) and accelerating cloud growth at scale through our top Channel Sales partner. Our approach is grounded in Cloud Solution Provider acceleration, co-sell precision, and performance accountability—executed consistently across all solution areas and every stage of the Microsoft Customer Engagment Methodolgy (MCEM) Win Formula. We are committed to delivering on our segment and revenue accountabilities by aligning execution with measurable impact, fostering partner transformation, and enabling scalable, outcome-driven growth.
As a Partner Development Manager (PDM), you play a pivotal role in accelerating partner growth and transformation. You build strategic relationships with partners, aligning their capabilities with Microsoft’s priorities to drive joint business outcomes. You also lead execution across solution areas, ensuring partners are enabled, engaged, and delivering impact through co-selling, skilling, and innovation. This role will allow you to:
- Make a measurable impact by shaping partner strategy and driving business outcomes
- Accelerate your career through high-visibility leadership and cross-functional collaboration
- Deepen your expertise in cloud innovation, AI, and digital transformation.
The Partner Development Manager working with Channel Partners is a key role within Microsoft’s Global Partner Channel Sales (GPCS) organization. They are responsible for Microsoft’s business priorities through a set of high performing channel partners, focusing on scaling sales and cloud adoption in the Small Medium Enterprise and Channel (SME&C) business.
This role centers on strategic growth through partners. The PDM aligns partner strategy with Microsoft’s priorities and sales methodology. The manager works closely with partners to deliver on key solution areas: Cloud & AI Platform, AI Business Solutions & Security. The PDM is accountable for 360 degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C.
Crucially, the PDM drives adoption of global programs to build partner capacity and accelerate results. The role requires close collaboration with field sales communities and a predictable Rhythm-of-Business (RoB) with partners to align Partner efforts with area Microsoft’s business strategy. It also involves engagement at the executive level – both within Microsoft’s channel leadership and at the Partner organizations – to maintain strategic alignment and partner mindshare. By successfully leading business conversations and landing sales strategies with these partners, the PDM ensures the team meets or exceeds budget targets, retains partner commitment to Microsoft, and drives profitable growth for both Microsoft and the Partner.
Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.
Responsibilities
In this role, the PDM will own a broad set of responsibilities to drive partner performance and business outcomes.
- Develop Strategic Partner Plans: Create and execute an impactful Partner Business Plan for each assigned partner, aligning the partner’s business goals with Microsoft’s mission, culture, and sales targets. This includes defining clear revenue and solution milestones and regularly updating plans to reflect evolving priorities and opportunities.
- Drive Sales Execution & Pipeline: Lead the partner to execute across all priority solution areas (e.g. AI Copilot, Security, Modern Work). Ensure 100% focus on SME&C by leveraging partner’s digital platforms and breadth reach to scale through reseller channels. Own the sales pipeline with the partner – from demand generation to deal closure – and drive conversion of at least 40% of inbound leads to qualified pipeline through rigorous follow-up and co-selling support.
- Leverage Programs (Investments, Incentives and Customer Offers): Orchestrate the effective use of partner investments programs to build partner capacity and capability. Ensure programs are well understood and executed by the partner to maximize ROI and partner profitability.
- Stakeholder Engagement & Alignment: Serve as the primary liaison between Microsoft and the partner‘s leadership. Engage with the partner’s executives (and Microsoft’s global/area partner execs) to maintain strategic alignment. Facilitate connections between the partner’s and Microsoft’s teams, ensuring that partner-led deals and campaigns are integrated with local sales motions. Create trust and credibility through regular executive touchpoints and by addressing escalations or blockers promptly.
- Business Development & Strategy Landing: Lead business conversations with partners to land Microsoft’s sales strategies and new initiatives. Introduce and drive adoption of new Microsoft offerings by articulating value propositions and competitive advantages. Co-develop go-to-market strategies with the partner to target new customer acquisition, cloud migrations, and upsell opportunities across their reseller network.
- Partner Coaching and Enablement: Act as a coach and advisor to the partner’s sales and technical teams. Increase their proficiency in selling Microsoft solutions – e.g., by highlighting cross-solution play opportunities and guiding them to position multi-cloud or multi-solution deals to increase Microsoft’s share of wallet. Encourage a “learn-it-all” culture within the partner team by promoting continuous learning, certification attainment, and use of Microsoft skilling resources (labs, bootcamps, etc.).
- Skilling and Designation Growth: Make partner skilling a habit – work with the partner to build the technical and sales skills of their reseller ecosystem. Steer partners to Microsoft’s skilling programs (for example, referring them to the Partner Skilling portal and enterprise skilling offers) and track completion of training. Drive the partner’s achievement of Microsoft partner designations and specializations (per the Microsoft AI Cloud Partner Program) as a measure of their technical mastery and commitment
These responsibilities require a mix of strategic thinking and day-to-day execution, as well as collaboration within Microsoft and the partner. The PDM must balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the Partner meet their objectives.
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Marketing, Business Operations, Computer Science 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.
- 5+ years experince in Partner Development Channel or Direct Customer sales or equivalent experience within the IT industry.
- Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
Partner Development Management IC6 - The typical base pay range for this role across Canada is CAD $179,700 - CAD $303,000 per year.
Find additional pay information here:
https://careers.microsoft.com/v2/global/en/canada-pay-information.html
Microsoft will accept applications for the role until Aug 18th 2025.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.
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