Job Description

The Datacenter Optimization (DCO) Center of Excellence Partner Development Manager will support driving Azure market share on a global scale by leveraging your experience and skillset to drive Hybrid Cloud Provider recruitment by identifying strengths, gaps, and cloud services growth aspirations. The PDM will be instrumental in accelerating the transformation of our

16K+

global hybrid cloud provider ecosystem that represents a

$12B

Service Provider Licensing (SPLA) TAM opportunity for Azure. You will be a primary partner advocate and trusted advisor leveraging your expertise and knowledge of the CSP and Azure cloud economics that will influence and shape partners decisions to transform their business through DCO and with Azure.

Responsibilities

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Develop and implement DCO solution plays based on partner persona's that will drive scale orchestration and acceleration that aligns across corporate & regional business objectives and growth priorities. Identify partner recruit and sales opportunities within Microsoft owned data about the partner population and individual partners to drive targeted campaigns and partner recruit delivering partner engagement in DCO. Engage with senior leadership, Partner BDM & TDM's to ensure program alignment, joint success and opportunity targeting. Continually monitor program progress and areas for improvement. Establish ROB to report on key metric performance, ensure partner success and Incremental ACR goals. Leverage proven DCO success, best practices, targeting, engagement and tooling to build out regional sales execution that is repeatable, scalable and an investable growth engine. Address program-related issues and risks, escalating as needed to ensure strategy is tracking toward commitments and goals. Foster continuous improvement and innovation flywheel within the program to maximize cost efficiencies and increase ROI. Collaborate and partner closely with Microsoft Business Planning, Azure Marketing, SE&O and Regional GPS teams on go to market opportunities and execution to accelerate DCO engagement and provide field expertise to shape the future of SPLA and CSP programs. Ability to interact with Business and Technical leadership partners with varying conversations ranging from level 100 to 300 in both Azure and the Hosting/Managed Services/Telco industry. Partner closely with PDM's globally to build knowledge of the DCO methodology and how to successfully build and execute agreements that achieve and or exceed Microsoft's Azure CSP growth targets while attainable for the partner. Partner with LCC resources globally to drive SPLA to Azure Commitments while taking a train-the-trainer approach to share knowledge and build scale. Identify top SPLA to Azure MACC opportunities at top ISV opportunities globally and provide guidance to accelerate and drive MACC wins to support incremental Azure commitments where CSP is not a fit, partnering with EOU and SMC teams when partner is also a customer to support MACC negotiation and secure Azure commitment. Partner with regional teams to land indirect DCO motion to build scale through our Indirect Provider ecosystem in geos where it is not present today. Provide guidance to Americas and EMEA DCO resources to continue to accelerate growth and transformation within those partner ecosystems. Experience with Sovereign Cloud and channel sales motion for Azure, including AOS-G & indirect LSP. Collaborate with partners to identify AI opportunities and integration points that bridge their business goals/aspirations with Microsoft's vision of AI as the next key enabler for innovation and growth.

Qualifications

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Bachler's degree (Masters a plus) in Business Administration, Sales, Marketing, Computer Science, Engineering (e.g., Electrical or Mechanical), Business Management, Economics, or equivalent experience. Strong blend of deep business and technical expertise with ability to be comfortable interacting with C-level business decision makers in parallel with Solution Architects and TDM's to advance Azure conversations. Microsoft Azure Certifications including Azure Solutions Architect 15+ years of experience working across the MSP, Telco, Hybrid Cloud Service Provider eco system. 10+ years of experience within the Microsoft SPLA channel and deep knowledge of the program 5+ years of experience working in a direct sales role and deep knowledge of Microsoft Enterprise and SMC Sales. 5+ years of experience with the Microsoft CSP program. Eligible for United States Secret or Top-Secret clearance and has passed a Microsoft Cloud Background Check.



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.