About the Role
We are seeking a seasoned Partner Development Manager (PDM) to oversee Microsoft's key partnerships with identified Global System Integrators (GSIs) across India and South Asia. In the role of Senior PDM within the Enterprise Partner Solutions (EPS) Organization, you will be responsible for defining go-to-market (GTM) and AI strategies, leading solution-focused initiatives, coordinating co-selling efforts, driving pipeline growth, scaling Azure adoption, and ensuring delivery excellence through data-driven governance with a designated portfolio of key GSI partners.
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Build Joint Business Plans (JBPs) with assigned GSIs, aligned to priority industries and Microsoft solution areas (Cloud and AI Platforms, AIBS and Security). Execute go-to-market (GTM) strategies to drive revenue growth and market expansion through strategic partnerships with the assigned GSIs.
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Drive co-sell execution: create healthy, qualified pipeline in MSXi, enforce stage hygiene, forecast accurately, and improve win rate in named pursuits.
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Guide partners to achieve/retain Microsoft Solution Designations and skilling targets; stand up a Copilot Center of Excellence with industry blueprints.
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Lead executive governance: quarterly business reviews (QBRs), weekly operating cadences, and issue/risk management across global theaters.
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Mobilize funding and programs compliantly to accelerate lighthouse wins and customer value.
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Partner with Microsoft STU/ATU, CSAs, Specialists, and Engineering to architect solutions and ensure delivery quality from India GSIs with global coverage.
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Represent Microsoft at industry events, partner forums, and executive briefings to promote joint offerings and success stories.
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Champion Microsoft standards for security, compliance, and responsible AI in all partner motions.
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Track and report on sales performance, pipeline development, and partner satisfaction, ensuring operational discipline and strategic insight in every engagement.
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Ensure alignment and execution of joint business plans, including co-selling, co-marketing, and solution development initiatives
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Bachelor's degree in business, Marketing, Engineering, or a related field; MBA preferred.
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Minimum of 10 years’ experience in partner management, GTM, business development, or enterprise sales, ideally within GSIs or the technology sector.
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Demonstrated success in managing complex partner relationships and driving joint sales initiatives.
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Deep understanding of the GSI landscape, enterprise technology, and partner ecosystems across India and South Asia.
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Strong communication, negotiation, and presentation capabilities.
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Proven ability to thrive in fast-paced, matrixed, and multicultural environments.
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Experience with Microsoft AI and cloud solutions (e.g., Azure, Copilot, Microsoft Fabric) is highly desirable.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
