Director, Partner Development Manager

Job 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 solutions–at scale. The 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 accountability—executed 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 Director, Partner Development Manager is a key role within Microsoft’s Americas Global Channel Sales organization. They are responsible for Microsoft’s 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 Distribution 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 for Americas. 

Crucially, the PDM drives adoption of global to build partner capacity and accelerate results]. The role requires close collaboration with field sales communities and an efficient and predictable Rhythm-of-Business (RoB) with partners to align 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, accelerate partner transformation, retains partner commitment to Microsoft, and drives profitable growth for both Microsoft and the distributor. 

Job Responsibilities 

In this role, the Regional PDM will own a broad set of responsibilities to drive partner performance and business outcomes, in the Americas Region. 

• Develop Strategic Partner Plans: Create and execute an impactful Partner Business Plan for each assigned distributor, 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 distributors’ 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. 

• 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 (MCI, Incentives): 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. 

• Rhythm of Business & Performance Management: Establish a leading Rhythm of Business (RoB) with the partner, including monthly and quarterly business reviews. In these reviews you will analyze performance against targets (revenue, metric that matters, program execution 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 distributor’s leadership. Engage with the partner’s executives (and Microsoft’s global/area partner execs) to maintain strategic alignment. Facilitate connections between the partner 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 business advantages. Co-develop go-to-market strategies to target new customer acquisition, cloud migrations, and upsell opportunities across their customers. 

• Partner Coaching and Enablement: Act as a coach and advisor to the distributor’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 sales and technical team. 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 an impactful collaboration within Microsoft and the partner. The PDM is required to balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the partner meet their objectives.