Senior Partner Development Manager

Microsoft’s partner ecosystem is central to how we serve customers at scale. As a Senior Partner Development Manager (Sr. PDM), you will own the growth relationship with a portfolio of assigned Licensing Solution Provider (LSP) and SSP partners — translating Microsoft’s global strategy into a joint, multi-year revenue ambition and driving disciplined, inspectable execution quarter over quarter.

This is a senior, revenue-accountable role. You will operate as the business owner for your partner portfolio: shaping the Partner Business Plan, building C-suite relationships, orchestrating a cross-functional selling team (POD), and sustaining a consistent operating rhythm across renewals, co-sell, and Microsoft’s frontier motions in AI Agents, Copilot, and Security. Success is measured by revenue outcomes, partner preference for Microsoft, and the quality and reliability of execution.

Responsibilities

Partner Strategy & Business Planning

• Co-own the Partner Business Plan (PBP) with each assigned SSP partner, translating Microsoft's global strategy into a multi-year revenue ambition with quarterly execution milestones
• Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes
•  Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals

Executive Engagement & Partner Preference

• Build and maintain C-suite relationships at assigned SSP partners tied to measurable revenue outcomes
• Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders
• Influence partner capability investments (sales, technical, AI/Security practices) in Microsoft's direction

Sales Leadership & Revenue Accountability

• Own IPT (In-Period Target) attainment across the assigned partner portfolio in SME&C
• Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression
• Drive co-sell motions across SME&C Corp and SMB teams — targeting upsell, renewal recapture at 130%+, new customer acquisition, compete win-backs, and dark-to-cloud migration

Business Excellence & Execution Hygiene

• Lead end-to-end POD execution via the Partner Activation Framework (PAF)
• Run MCEM, renewals, programs, and incentives as a consistent operating rhythm — not reactive firefighting

Required Qualifications

10+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company

• Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes. 
• Experience running executive engagement at C-suite level (CEO, CRO, CFO) with both internal and partner stakeholders

• Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration
• Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority
• Strong written and verbal communication skills in English; Hindi language skills preferred for this market

Preferred Qualifications

• Bachelor’s degree in Business, Technology, or a related field; an MBA or equivalent advanced qualification is an advantage.

• Direct experience managing LSP, CSP, or large solution/licensing partners within a cloud or SaaS ecosystem.

• Working knowledge of Microsoft’s commercial motions — CSP, Enterprise Agreement renewals, MCEM, and modern co-sell — or equivalent partner programs at another technology vendor or hyperscaler.

• Demonstrated success scaling AI, Copilot, or Security practices with partners.

• Familiarity with partner-facing CRM and analytics platforms for pipeline, renewal, and consumption tracking.

• Track record of building partner sales and technical readiness that translated into measurable revenue growth.

• Experience operating in a matrixed, multinational organization.

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.