Responsibilities
Responsibilities
Partner Strategy & Business Planning
Co-own the Partner Business Plan (PBP) with each assigned Distributor / SSP / SI Partner, translating Microsoft's global strategy into a multi-year revenue ambition with quarterly execution milestones
Define growth targets across Renewals, CSP, MCEM, and frontier motions (AI Agents, Copilot, Security) that are inspectable and tied to revenue outcomes
Align partner investments — sales headcount, technical readiness, services capacity — to revenue and profitability goals

Executive Engagement & Partner Preference
Build and maintain C-suite relationships at assigned Distributor / SSP / SI partners tied to measurable revenue outcomes
Orchestrate exec engagement cadences (MBR, QBR, annual business reviews) and deliver high-quality Partner Briefs to internal and partner stakeholders
Influence partner capability investments (sales, technical, AI/Security practices) in Microsoft's direction

Sales Leadership & Revenue Accountability
Own IPT (In-Period Target)



attainment across the assigned partner portfolio in SME&C;
Lead POD (team of PDM, PSS, segment sellers, and partner) orchestration to drive pipeline, renewals, and MCEM stage progression
Drive co-sell motions across SME&C; Corp and SMB teams — targeting upsell, renewal recapture at 130%+, recent customer acquisition, compete win-backs, and dark-to-cloud migration

Business Excellence & Execution Hygiene
Lead end-to-end POD execution via the Partner Activation Framework (PAF)

Run MCEM, renewals, programs and incentives as a consistent operating rhythm.

Qualifications
15+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company.
Experience managing: Technology Distributors or CSP partners or LSPs / SI Partners, Global / Regional Partners, with solid understanding of AI, Agents, Cloud , Security & Contemporary Work.
Business Leadership: Strategic thinking, Financial acumen, Bus

📌 Partner Development Management Gurugram
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