Partner Development Manager - ISV Recruit

Job Type:Full Time

Microsoft is a company where passionate innovators come to collaborate, envision what can be, and take their careers to levels they can't achieve anywhere else. This is a world of more possibilities, more innovation, more openness, and sky's-the-limit thinking -- a cloud-enabled world.

At Microsoft we have unique capabilities to meet the needs of both individuals and organizations. We care deeply about taking our ideals and vision around the globe, and to make a difference in peoples' lives and organizations in all corners of the planet. Our mission is to empower every person and every organization on the planet.

Are you insatiably curious? Do you embrace uncertainty, take risks, and learn quickly from your mistakes? Do you collaborate well with others, knowing that better solutions come from working together? Do you stand in awe of what humans dare to achieve, and are you motivated every day to empower others to achieve more through technology and innovation? Then come to Microsoft -- Together we will make a difference.

Are you ready to build a partner ecosystem that is at the leading edge of Innovation at Microsoft? Then we are hiring for a highly motivated, self-starting, business development focused individual to lead and build out a new ecosystem of Industry Vertical Cloud & AI ISVs and partners.

AI is more than just a buzz word - the opportunity that AI presents is significant & AI’s continued rise is inevitable. It’s advancing into the workplace at a dizzying speed. Tractica forecasts that annual worldwide AI software revenue will rise from $3.2 billion in 2016 to $89.8 billion by 2025. The question now is not about whether partners & customers should investigate adopting AI but about how fast they can do so. We are therefore looking for a Partner Development Manager – Recruit (PDMr) to help our customers & partners take advantage of the opportunity that AI presents for us all, and drive new partner recruitment to build out AI propositions leveraging the suite of cloud services that Microsoft provides. The focus of the role highlights Microsoft’s deep commitment to building out an AI ecosystem in the UK and also to build a mutually beneficial business relationship with our partners by working closely with partner leadership.


The PDMr represents Microsoft to the channel, communicates our strategy, sells our vision and brings partners along the digital transformation journey. The outcome will be to drive long-term revenue, cloud consumption and digital transformation through a set of AI practices leading to workload/industry-based co-sell.

Lead Cloud & AI ISV recruitment: Identify new Cloud & AI ISVs to create a balanced portfolio aligned to business requirements in Financial Services. Qualify impact of the partners and their areas of focus (industry, solution area, etc.) to ensure investments are made in partners that are committed, capable, and also are aligned to where we need partner capacity. Secure business plan and Joint Go To Market plans, endorsed by partner’s leadership, to accelerate partner journey to having Microsoft Industry vertical ISV offerings in market.

Ensure partner enablement: Develop business capabilities within the partner portfolio, based on local capacity requirements and solution/practice map with inputs from Channel Management teams. Secure and coordinate resources and programs to enable partner capacity growth for current and new capabilities. Connect partners to the GTM motions and landing on solution/workload maps.

Drive business growth: Accountable for the growth of the Cloud & AI business across the partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue (Usage & consumption), customer acquisition, apps, as well as support global expansion.

Business Orchestration: Ensure that you are leveraging the wider Microsoft ecosystem, our Market Intelligence, and the engagements with our Sales teams to profile and identify the priority Partners for you to focus on, and ensuring that you are leveraging the Breadth & Digital partner engagement motions and resources to help you scale and move partners in and out of the portfolio as they graduate out of recruit motions.


Proven Solution Sales experience

Cloud and Artificial Intelligence experience is preferable

Financial Services Industry experience is preferable

Experience with technology platforms and solutions with a reasonable level of technical proficiency

Extensive experience of managing virtual teams across functions and geographies:

Inclusive and collaborative – driving teamwork and cross-team alignment

Strong partner relationship management and solution development skills

Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.

Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.