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Overview

Leads the creation of a strategic vision rooted to the partners impact and potential across segments. Sells account vision to decision makers and complex partners by aligning overall Microsoft value proposition and value propositions of products, channels, or solutions to the partner's business goals. Identifies market opportunities based on industry gaps and emerging trends in solution/product areas. Engages partners and develops a trusted-advisor relationship with partners to establish strategic alignment and drive growth. Leads business-design briefings advising partner leadership on building a high-impact Microsoft Services practice. Possesses a challenger sales mindset and begins to apply this in interactions with partners. Helps lead campaigns with various functional areas and the partners marketing teams. Leads and implements assessments of the partners' journey of building world-class teams and helps to oversee the sharing of assessment results with other Partner Development Managers and the partners. Leverages internal resources to develop Go-to-Market (GTM) and co-selling strategies that define activities and expectations to meet Microsoft and partner sales goals. Supports partner readiness by assisting partners in the development and execution of marketing plans with guidance to generate customer sales. Ensures results on partner's behalf through resolution of complex and urgent escalations.

Responsibilities

SAP Partner Development Manager – GTM

Job Description

Overview

The SAP Partner Development Manager – GTM plays a crucial role in accelerating sales and fostering collaboration between SAP and Microsoft. This position directly supports sales teams in closing Co-Sell deals, ensuring that both organizations achieve greater sales velocity. This role collaborates with the STU to shape sales execution strategies, focusing on targeting, messaging, and delivering compelling value propositions to SAP customers.

In this role, you will be responsible for developing and executing coordinated actions to engage SAP customers and generate revenue for Microsoft through Co-Sell opportunities within the managed space. You will work closely with SPT, GBB, and CAIP teams to drive deals toward closure by employing value-based selling techniques and leveraging sales support programs such as ECIF and ACO. Additionally, you will coordinate with the Deal Desk and Product Engineering teams to address and remove operational and technical obstacles at the deal level.

A continuous feedback loop with SAP and with the field is essential. You will regularly gather input on pipeline status and successful deals, refine go-to-market (GTM) plans, validate strategy execution, and make necessary adjustments based on performance data. You will orchestrate and/or participate in deal boards and clinics with SAP and Microsoft sales teams.

Success in this role requires a robust knowledge of solution sales, sales management, technology, and cloud services. Effective communication skills are vital, as you must be able to present complex ideas and concepts to diverse audiences, ranging from sales and marketing managers all the way to CEO-level executives.

Your impact will be measured by your contribution to the sales pipeline, the Azure revenue generated through joint solution sales, and your effectiveness in driving a high return on investment. This is a high-impact position that will shape strategic direction, provide visibility to executives, and offer opportunities to demonstrate excellence in execution.

Qualifications

+ Inclusive and collaborative, with a strong ability to drive teamwork and alignment across teams.

+ Highly disciplined in achieving sales targets and operational excellence.

+ Deep understanding of the drivers of digital transformation, cloud platforms, and solutions that lead to partner growth and innovation.

+ Experience in technical sales and solution architecture, leveraging both SAP and Microsoft solutions.

+ Proven track record in core SAP sales, partner channel development, business development, and alliance management within the technology industry.

+ Exceptional ability to articulate both the business and technical value of Microsoft Cloud Services to senior business and technical decision-makers.

+ Demonstrated experience in creating repeatable and scalable sales motions.

+ Success in engaging with senior executives and building strong relationships at the highest levels.

+ Ability to operate effectively across organizational boundaries and disciplines, even in abstract and ambiguous situations.

+ Strong background in managing virtual teams across different functions and geographical locations.

+ An MBA or equivalent experience is preferred.

Qualifications

Required/minimum qualifications

Bachelor's Degree in Marketing, Business Operations, 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.

Additional or 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 8+ 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 IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $145,600 - $205,600 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

https://careers.microsoft.com/us/en/us-corporate-pay

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)