**We are seeking a Partner Development Manager - Hybrid Cloud Providers for the Americas Channel group within the Global Partner Solutions team.** The Global Partner Solutions (GPS) team is a sales organization accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more. Within the GPS structure the ‘Channel’ business references a division representing the interests of certain partner types that encompass: Distributors, Scale Partners, Hybrid Cloud Providers, and Telcos. A key role within the ‘Channel’ business is Partner Development manager who’s responsibilities are to develop and execute specialized sales and territory plans with their specifically assigned datacentre partners. They are expected to drive sales through both partner-led and co-sell strategies to achieve quarterly Financial Revenue Attainment (FRA).   Our organization is at the forefront of innovation, driving value across the entirety of the customers’ digital and AI transformation journey through repeatable and customized cutting-edge solutions powered by Microsoft Cloud and AI. We take pride in embodying Microsoft's mission of empowerment, promoting a growth mindset, inspiring excellence, and fostering a culture of inclusivity where everyone is encouraged to share their unique perspectives and be their authentic selves. By joining our team, you'll have the opportunity to contribute to life-changing innovations that impact billions of people worldwide. Hybrid Cloud Providers (HCP) Partner Development Manager-Recruit (PDM-R) will support driving Azure market share across Americas GPS Channel segments by leveraging your experience and skillset to drive Hybrid Cloud Provider (HCP) recruitment by identifying strengths, gaps, and cloud services growth aspirations. The HCP PDM-R will be instrumental in accelerating the transformation of our **$1.2B+**  Americas Channels hybrid cloud provider ecosystem that represents a **$10B**  Service Provider Licensing (SPLA) Total addressable Market (TAM) opportunity for Azure.  You will be a primary partner advocate and trusted advisor leveraging your expertise and knowledge of Cloud Solution Providers (CSP), Service Provider License Agreement (SPLA) & Azure cloud economics that will influence and shape HCP’s business transformation through Data Center Optimization (DCO) and Azure. Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is centered on embracing a growth mindset, a theme of inspiring excellence, and encouraging teams and leaders to bring their best each day. Growth mindset encourages each of us to lean in and learn what matters most to our customers, to create the foundational knowledge that enables us to make customer-first decisions in everything we do. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us achieve our mission. **Responsibilities** + Develop and implement Datacenter Optimization (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 Business Decision Makers (BDM) & Technical Decision Makers (TDM) to ensure program alignment, joint success and opportunity targeting.  + Continually monitor program progress and areas for improvement. Establish Rhythm of Business (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 Return on Investment (ROI).  + Collaborate and partner closely with Microsoft Business Planning, Azure Marketing, Sales Excellence & Operations (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 Cloud Solution Provider (CSP) growth targets while attainable for the partner. + Partner with License and Contract Compliance (LCC) resources globally to drive SPLA to Azure Commitments while taking a train-the-trainer approach to share knowledge and build scale. + Identify top Service Provider License Agreement (SPLA) to Azure Microsoft Azure Consumption Commitment (MACC) opportunities at top Independent Software Vendors (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 Enterprise Operating Unit (EOU) and Small, Medium, and Corporate (SMC) teams when partner is also a customer to support MACC negotiation and secure Azure commitment.  + Partner with field teams to land indirect DCO motion to build scale through our Indirect Provider ecosystem.  + Provide guidance to Americas resources to continue to accelerate growth and transformation within those partner ecosystems.  + Experience with Sovereign Cloud and channel sales motion for Azure, including Indirect, Scale Solution Provider (previously Licensing Solution Provider), Independent Software Vendors (ISV,) Federal Agreement for Online Services - Government (FED AOS-G). + Collaborate with partners to identify Artificial Intelligence (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. **Other** + **Embody our** **culture** **and** **values** **Qualifications** **Required/Minimum Qualifications** + Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience + ORequivalent experience. + Experience with business and technical expertise with ability to be comfortable interacting with C-level business decision makers in parallel with Solution Architects and Technical Decision Makers to advance Azure/Cloud conversations. + 5+ years of experience working in a direct sales role and knowledge of Microsoft Enterprise and Small, Medium, Corporate (SMC) Sales. **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 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience + OR equivalent experience. + Microsoft Azure Certifications including Azure Solutions Architect  + 8+ years of experience working across the Managed Service Providers, Telco, Hybrid Cloud Service Provider eco system.  + 8+ years of experience within the Microsoft SPLA channel and deep knowledge of the program  + 5+ years of experience with the Microsoft Cloud Solution Provider program.  Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $106,100 - $185,400 per year. There is a different range applicable to specific work locations, within the San Francisco Bay area and New York City metropolitan area, and the base pay range for this role in those locations is USD $144,000 - $203,500 per year. Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here: https://careers.microsoft.com/us/en/us-corporate-pay Microsoft will accept applications for the role until February 11, 2025. 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 (https://careers.microsoft.com/v2/global/en/accessibility.html) .