Overview 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 solutionsu2013at scale.u202fThe Global Channel Partner Sales team delivers SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security within GPS 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 accountabilityu2014executed consistently across all solution areas and every stage of the 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. The Partner Development Manager working with Distributors is a key role within Microsoftu2019s Global Partner Solutions (GPS) organization. They are responsible for Microsoftu2019s business priorities through a set of high performing distribution partners, focusing on scaling sales and cloud adoption in the Small Medium Enterprise and Channel (SME&C) business via indirect channels. This role centers on strategic growth through distributors. The PDM (Distribution) aligns partner strategy with Microsoftu2019s priorities and sales methodology. The manager works closely with distributor 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. The role requires close collaboration with field sales communities and a strong and predictable Rhythm-of-Business (RoB) with partners to align Distributor efforts with area Microsoftu2019s business strategy. It also involves engagement at the executive level u2013 both within Microsoftu2019s channel leadership and at the distributor organizations u2013 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 distributor. Microsoftu2019s 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.u202f Responsibilities In this role, the Partner Development Manager 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 distributor, aligning the partneru2019s business goals with Microsoftu2019s 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 distributorsu2019 digital platforms and breadth reach to scale through reseller channels. Own the sales pipeline with the partner u2013 from demand generation to deal closure u2013 and drive conversion of at least 40% of inbound leads to qualified pipeline through rigorous follow-up and co-selling support. Manage Indirect CSP Revenue: Oversee and grow the Cloud Solution Provider (CSP) business through the distributor. Track CSP sales performance, address gaps, and implement initiatives to accelerate cloud consumption. Leverage Programs (SureStep, Incentives): Orchestrate the effective use of partner investments programs like SureStep to build partner capacity and capability. Ensure programs are well understood and executed by the distributor to maximize ROI and partner profitability. Rhythm of Business & Performance Management: Establish a strong Rhythm of Business (RoB) with the distributor, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets (revenue, Reach, Frequency & Yield, and all performance metrics ) and set action plans. Continuously track and forecast performance using Microsoft tools (e.g. CRM dashboards, MSX Insights), maintaining a predictable cadence and early identification of risks or opportunities. Stakeholder Engagement & Alignment: Serve as the primary liaison between Microsoft and the distributoru2019s leadership. Engage with the partneru2019s executives (and Microsoftu2019s global/area partner execs) to maintain strategic alignment. Facilitate connections between the distributoru2019s and Microsoftu2019s teams, ensuring that distributor-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 Microsoftu2019s 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 distributor 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 distributoru2019s sales and technical teams. Increase their proficiency in selling Microsoft solutions u2013 e.g., by highlighting cross-solution play opportunities and guiding them to position multi-cloud or multi-solution deals to increase Microsoftu2019s share of wallet. Encourage a u201clearn-it-allu201d 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 u2013 work with the distributor to build the technical and sales skills of their reseller ecosystem. Steer partners to Microsoftu2019s skilling programs (for example, referring them to the Partner Skilling portal and enterprise skilling offers) and track completion of training. Drive the partneru2019s 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 strong collaboration within Microsoft and the partner. The PDM must balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the distributor meet their objectives. Qualifications Required Qualifications Fluency in German is a must Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND extensive experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience Preferred Qualifications Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND extensive 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. 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. (https://careers.microsoft.com/v2/global/en/accessibility.html)