Director, Telco Partner Development Manager

Overview

At Small Medium Enterprises and Channel (SME&C), we are leading a high-growth, AI-powered global sales team—one that is deeply connected to our partners and driven by customer success. By uniting our Small Medium Business, Corporate, Strategy, and Partner teams, we are unlocking the largest customer opportunity, backed by the industry’s most significant investments. Leveraging the power of AI and our extensive partner ecosystem, we are redefining how businesses of all sizes adopt technology to drive growth and innovation.

SME&C is more than a sales organization—it’s a culture of innovation, opportunity, and inclusivity. Here, you’ll be part of a diverse, high-performing, and customer-obsessed team where collaboration, connection, and continuous learning fuel everything we do.

If you thrive in a fast-paced, digital-first environment and are eager to make a meaningful impact, explore how SME&C can be the next step in your career. Together, we are shaping the future of business.

The Director of Partner Dev Management role is designed to drive strategy, performance, and executional excellence among Microsoft’s Telcos across the US.  As Microsoft inspires its partner ecosystem for the cloud-first era, this role stands at the intersection of market opportunity, partner enablement, and business transformation—uniquely positioned to orchestrate partner success at scale across the partner type.

Microsoft’s channel strategy is foundational to its business growth and customer reach. With cloud adoption accelerating and digital transformation reshaping industries, the need for differentiated, high-performing partners has never been greater. The position is tasked with managing and optimizing a portfolio of partners, ensuring these partners are not only aligned with Microsoft’s strategic priorities but are also equipped to deliver customer success and innovation at scale.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Responsibilities

• Strategic Partner Type Management: Developing and executing go-to-market strategies in collaboration with CSP partners.
• Executional Excellence: Driving CSA growth, co-selling opportunities, and market expansion through data-driven insights and operational rigor.
• Cross-Functional Leadership: Aligning sales, technical, and marketing resources across Microsoft to maximize partner type impact and customer outcomes.
• Performance Accountability: Owning the business results of the Telco Partner Type portfolio—measured through revenue targets, customer acquisition, solution deployment, and partner satisfaction.
• Partner Type Mindshare: Articulating Microsoft’s value proposition through compelling narratives and historical context, both internally and externally.  This includes executive engagement and strategic influence with Telco’s Executive leadership.
• Strategic Demand Gen & CSA Management: Analyzing market and business needs across all Solution Areas to optimize sales performance and inform partner investments.  Oversee Investments and follow-through of execution to excellence.
• Business Analysis: Synthesizing complex data into actionable insights and solutions that address customers’ and partners’ business challenges.
• Financial Analysis: Evaluating partner opportunities and investments through financial modelling, and ROI assessments to accelerate time to value.
• Maturity Assessment: Applying systematic processes to ensure partners meet or exceed Microsoft’s standards for solution delivery and customer experience.

Required/minimum qualifications

• Bachelor's Degree in Marketing, Business Operations, Computer Science 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.

Other Requirements

Microsoft is unable to sponsor a work visa for this role due to the nature of the role's job duties.

Additional or preferred qualifications

Master's Degree in Business Administration, Business Science, or an advanced degree in a Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 10+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience

• OR equivalent experience.
• Blend of deep business and technical expertise with ability to be comfortable interacting with C-level business decision makers and internal executives
• Experience with Microsoft Certification in M365, Security and/or Azure
• 10+ years of experience working across Scale Solution providers in the Americas.
• 10+ years of experience of Small, Medium, Enterprise and Channel customer engagements, and of the partner ecosystem that serves the market segment.
• 5+ years of experience working in a direct sales role
• 5+ years of experience with the Microsoft CSP program.

Pay and benefits

Partner Development Management IC5 - The typical base pay range for this role across the U.S. is USD $133,000 - $222,700 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 $170,300 - $239,800 per year.

Certain roles may be eligible for benefits and other compensation. Find additional benefits and pay information here:

This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.