Microsoft has a dynamic and influential partner ecosystem that plays a critical role in driving growth and delivering successful outcomes for customers. The ecosystem includes a wide range of partners: global strategic ISVs and industry-specific ISVs, global, regional and local Systems Integration partners, Advisory firms, and Microsoft Channel Partners. Powered by the Microsoft Cloud, these partners bring expertise, solutions and services that help customers achieve their digital transformation goals.
Microsoft's partner ecosystem keeps evolving. Its focus is growth and profitability for Microsoft and our partners, and successful business outcomes for customers. Microsoft invests heavily in its partner ecosystem so that we work with world-class partners to drive mutual customer success. Now, more than ever, our partners are critical to helping our customers transform with the power of AI.
Microsoft Enterprise Partner Sales (EPS) is the commercial organisation accountable for driving Microsoft's growth and success with Enterprise customers through our partner ecosystem. We define and execute our partner ecosystem strategy across the end-to-end partner lifecycle so that, together, we can deliver on our customers' digital transformation goals.
As a Partner Development Manager (PDM) for Global Systems Integrators and/or Advisory Partners in Australia and New Zealand, you will bring your work ethic, enthusiasm, optimism and passion to drive growth and change within the ANZ partner ecosystem. You will use your challenger mindset, technology industry knowledge, local market insights, understanding of the competitive landscape and strong interpersonal skills to grow a robust ecosystem of world-class partners, helping them bring market-defining solutions to Enterprise and Public Sector customers across ANZ.
You will work with highly complex partner organisations, including their local ANZ leadership and their regional and global teams. You will build strong relationships and work across multiple stakeholders to resolve complex issues. This opportunity will help you accelerate your career.
Responsibilities
- Applies a Challenger mindset to build and sustain trusted-advisor relationships with C-suite leaders of complex partners in ANZ, aligning their strategic priorities with Microsoft's to drive mutual growth. Leads the development and execution of strategic partner business plans that promote cloud and AI adoption, digital transformation and long-term success across the Australian and New Zealand markets. Regularly runs business reviews (e.g. QBRs, MBRs) to track progress, identify gaps and put corrective actions in place.
- Advises ANZ partner leadership through Business Design briefings, helping them build high-impact Microsoft practices. Uses deep knowledge of partner strategy and local market dynamics to identify opportunities, influence stakeholders and shape ANZ strategies, connecting them to the partner's Asia and global plans. Champions Microsoft's value proposition, aligning technology and services with future growth opportunities.
- Drives world-class account planning and maintains a strong Rhythm of Business (RoB) at local, regional and global levels. Leads the integration of skills, capacity and capability planning, fostering a learning culture and establishing Centres of Excellence in ANZ. Encourages partners to convert capability into revenue through clear targets and coaching, while scaling digital selling capabilities.
- Provides thought leadership by identifying portfolio gaps and opportunities in the ANZ market, consulting with industry experts and guiding partners to invest in aligned solutions. These include solutions for key local industries such as Financial Services, Government, Health, Education, Energy and Resources. Leads the creation of long-range strategic visions for complex partners, articulating the business value of partnering with Microsoft. Takes part in executive roundtables and maintains deep knowledge of products, customers and market trends.
- Coaches partners to transform sales strategies, manage pipelines and close top deals with ANZ Enterprise and Public Sector customers. Aligns partner and Microsoft ANZ sales teams to accelerate opportunities, remove blockers and drive co-selling motions. Implements go-to-market strategies, sales readiness and marketing campaigns, ensuring launch excellence and effective use of incentives.
- Leads resolution of complex partner escalations and advocates internally to prioritise partner needs. Builds strong relationships with internal stakeholders across Microsoft ANZ, Asia and Corporate. Connects partners with Microsoft executives to support transformational projects. Encourages partners to invest in high-performing local teams and supports their cloud and AI sales transformation.
- Understands the ANZ regulatory and public sector landscape, including data sovereignty, security and compliance requirements, and helps partners position Microsoft solutions to meet them.
- Drives partner recruitment and upsell strategies using ANZ ecosystem insights and market opportunities. Influences senior executives to pursue strategic initiatives and long-term commitments with Microsoft.
Qualifications
Required/Minimum Qualifications
Bachelor's degree in Marketing, Business Operations, Computer Science or a related field AND 10+ years' experience in partner management, sales, business development or partner channel development in the technology industry or related experienceOR 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 12+ years' experience in partner management, sales, business development or partner channel development in the technology industry or related experience
- OR equivalent experience.
- Established network and experience working with Global Systems Integrators and/or Advisory firms in the Australian and/or New Zealand market.
- Experience working across matrixed regional (ANZ/Asia) and global organisations.This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
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.
