Partner Development Manager, Azure Cloud & AI Infrastructure ISVs
Microsoft · São Paulo, SP, BR
**Overview** Microsoft is on a mission to empower every person and every organization on the planet to achieve more. Our culture is anchored on embracing a growth mindset, where anyone can change, learn, and grow. Four attributes allow this growth mindset to flourish: being customer obsessed, being diverse and inclusive in everything we do and create, operating as a team, and making a difference in the lives of our colleagues, our customers and our communities. You can help us build our culture and achieve this mission. The Partner Development Manager (PDM) for the Azure Cloud \& AI Infrastructure ISVs in the Americas, is an important contributor to Microsoft's partner engagement strategy as part of the Americas Enterprise Partner Solutions (EPS) organization. Microsoft aspires to offer the most comprehensive, inclusive, and profitable partner network in the industry. EPS is a sales organization accountable for the commercial partner business at Microsoft, building and selling Microsoft Cloud \& AI solutions, services and applications with our partner ecosystem. Together we empower customers and organizations to achieve more. The Azure Cloud \& AI Infrastructure ISVs PDM will be tasked with managing a targeted portfolio of strategic ISVs focused on Application and Infrastructure solutions. You will have a deep understanding of partner and Microsoft priorities to build mutually beneficial plans. You will deliver and drive the regional ISV partner sales strategy, you will sponsor regional executive connections, drive business performance through partners, and maximize partner investments at regional level. You will work with area and core teams to drive sales execution. You will build deep partnerships with your ISV partners and enable them to leverage the Microsoft Cloud platform and AI capabilities, to deliver differentiated solutions to the market. You will have strategic and business performance responsibility for the region and coordinate with the areas for local sales, strategy and execution. You’ll accelerate your career growth as you work with leading edge software companies, build strong relationships with C\-Suite, and collaborate across multiple stakeholders to innovate. This role is part of a broader Americas EPS team, giving you the opportunity to learn and connect with colleagues and partners across Canada, the United States, and Latin America. **This role is based in Sao Paulo, Brazil.** **Responsibilities** #### **Microsoft Business Leader** * Uses Challenger mindset to build, maintain, and own a trusted\-advisor relationship with C\-suite leaders of complex partners to achieve strategic alignment and drive growth. Understands and aligns partners’ priorities, strategies, and goals with Microsoft’s to build mutually beneficial account plans. Executes and drives action through regular partner reviews and quarterly business reviews (e.g., MBRs, QBRs) to track plan execution, identify gaps and agree on any correction of errors. Builds, maintains, and owns trusted advisor relationships with partner through an advanced understanding of their local strategy and business imperatives. Identifies and clearly articulates current and future business opportunities and ways to pursue them. Influences and plays an active role across a complex stakeholder map. * Leads Business Design briefings to architect framework for partnership to optimize mutual success, advising partner leadership on building a high\-impact Microsoft partner practice. Develops and executes strategic partner business plans directly aligned with field goals and objectives for all managed partners that grow partner business and promote cloud consumption and digital transformation. Develops plans that fully consider short\- and long\-term goals and performance expectations that are aligned with partner’s needs and capabilities. Shares expert knowledge with partners, to create strategies with line of business executives that challenge the partners to consider new or different ways to grow businesses. Champions Microsoft as a valued partner by aligning vision for tech and services with future opportunities to transform how we compete. Drives a strategic, effective, and actionable World\-class Account Plan to land Enterprise Partner Solutions (EPS) priorities. Establishes and maintains partner Rhythm of Business (RoB) across all levels and takes share as appropriate. Brings deep subject matter expertise to enrich designs and plans. * Leads the integration of skills, capability, and capacity plans for the partner business. Influences partner to create a learning culture. Strategically builds solutions for partners that utilizes the right mix of sales and tech trainings and bootcamps to increase the partners' capabilities. Builds up an intensity within the organization by establishing Centers of Excellence and other related bodies. Leads partner to convert capacity and capability to revenue by setting clear revenue targets and works with partner