【日本マイクロソフト株式会社】Partner Development Management (PDM) Manager - Hybrid Cloud Providers
仕事内容
Responsibilities
People Management
Delivers success through empowerment and accountability by modeling, coaching, and caring.
Model - Live our culture; Embody our values; Practice our leadership principles.
Coach - Define team objectives and outcomes; Enable success across boundaries; Help the team adapt and learn.
Care - Attract and retain great people; Know each individual’s capabilities and aspirations; Invest in the growth of others.
Strategic Vision and Value Partnering/Strategic Alignment
You will create Asia’s strategic vision for our Hybrid Cloud Partner Channel, implementing and executing business plans that ensure alignment between the overall value of Microsoft and our Hybrid Cloud Partners’ business goals and aspirations.
You will lead and leverage your team to enable and support the execution of the Hybrid Cloud Partners’ business plans, with additional support and guidance from the Asia GPS Regional Leadership Team and Core Teams.
Executive Relationship Building
Develops strategies for creating and developing long-term trusted-advisor relationships across the Asia regional Hybrid Cloud Providers, even in difficult situations, to ensure strategic alignment and drive growth.
Provides direction and coaching on developing mutually beneficial partner business plans, aligned to Microsoft priorities including AI, Security and Azure Migrations.
Directs long-term strategies to influence C-suite/board level across complex stakeholder maps, both internally and externally.
Ensures accountability for the Azure Cloud Solution Architects in your team to leverage trusted advisor relationships and expertise to clearly articulate short- and long-term business opportunities for partners and ways to pursue them.
Partner portfolio leadership and optimization
As part of Microsoft’s Hybrid Cloud Partner strategy, you will actively look to create new Hybrid Cloud Provider partnerships throughout Asia, creating commitments for partners to leverage to accelerate their transformation.
For our existing Hybrid Cloud Provider partnerships in Asia, you will be accountable for their performance in each area, ensuring that each Hybrid Cloud Provider is performing against their partner business plans and supporting the Area GPS teams to performance manages partners.
Partner Sales Leadership
As a Sales Manager accountable for the performance of the Asia Hybrid Cloud Partners, you will be responsible for pipeline and opportunity management, leveraging Microsoft internal sales methodology.
You will build a rhythm of business to ensure sales execution with the Hybrid Cloud Partners in collaboration with internal teams at Microsoft.
You will coach both your team and the extended v-teams, resolving blockers to accelerate sales and act as the escalation point for complex situations.
Market Insight and Business Opportunity
You will support your team to identify top opportunities to pursue with Hybrid Cloud Partners incorporating your expertise, market insights, and deep knowledge of the competitive landscape ensuring your teams position Microsoft as the industry leader.
You will work with the Regional Go To Market (GTM) teams to unlock ‘through partner investments’ to help accelerate the Hybrid Cloud Provider Partnership and Microsoft Cloud growth.
Compliance
You will ensure that the Hybrid Cloud Providers in Asia are compliant and abiding to Microsoft’s product licensing rules and requirements.
You will leverage resources from our Core Team to support in conducting License Compliance Reviews (LCC) across ~10 Hybrid Cloud Partners.
Tech Intensity
Training and Development - As a key part of your role, you will be committed to fostering a culture of continuous learning and professional growth within your team. You will implement innovative training programs and development strategies, ensuring that team members are consistently enhancing their skills and realizing their full potential.
Partner Tech Intensity - This role is centered around fostering strong relationships with our partners. You and your team will be instrumental in comprehending their unique needs, providing guidance through complex technical hurdles, and nurturing an environment of continuous learning. Your efforts will be focused on empowering our partners to consistently expand their technical skills and capabilities, thereby driving tech intensity.
Azure Migrations: Your team will help partners with migrating their existing infrastructure and services to Microsoft Azure. This includes planning and executing migration strategies, troubleshooting migration issues, and ensuring minimal disruption to services during the migration process.
Azure VMware Solution (AVS) Opportunity - The team will play a crucial role in recognizing and accelerating these AVS opportunities in partnership with our customer segment teams.
Career Development
You will be focused on the development of your team, leveraging resources to help employees grow skillsets, encourage mentorship, and support their career interests.
You will have experience with career development, and succession planning, identifying growth opportunities, building development plans with direct reports, and career conducting development discussions.
Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.
Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect
応募資格(必須経験など)
Qualifications
Required/Minimum Qualifications (RQs/MQs)
Bachelor's Degree in Sales, Marketing, Business Operations or related field AND 8+ years partner management, sales, business development, or partner channel development in the technology industry, OR equivalent experience
10+ years partner management, sales, business development, or partner channel development in the technology industry.
2+ years people management experience.
Additional or Preferred Qualifications (PQs)
Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) related field AND 10+ years partner management, sales, business development, or partner channel development in the technology industry.
5+ years people management experience across regional teams.
Experienced in building teams and excelling in every facet of the hiring process of candidates including evaluating qualifications, conducting interviews, and making hiring recommendations.
Be focused on performance management, including the ability to clearly set and communicate performance expectations, monitor performance, conduct performance evaluations, provide performance feedback, create developmental plans, and correct performance issues.
Have a proven history of building and implementing sales strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing and mitigating risks, and ensuring alignment with business priorities.
Possess excellent written and oral communication skills with an ability to prepare and deliver clear and accurate communications delivering highly complex business and technical information across audiences.