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. In doing so, we create life-changing innovations that impact billions of lives around the world. You can help us to achieve our mission.

The Device Partner Sales (DPS) team plays a critical role in achieving this mission. We build, market and sell intelligent edge and intelligent cloud devices and solutions with partners, including OEMs, device distribution channels, original design manufacturers, and Silicon providers. We work closely with our device ecosystem and internal business groups to build devices that consume our cloud, innovate with device partners, and transform how we sell devices and services with partners.

Opportunities in DPS are expansive because we span the entire product lifecycle -- from incubation, prototyping, and portfolio planning to the design-in, sell-in, and sell-through motions that help our partners engage consumers, students, and businesses worldwide. As a member of our team, you’ll be part of growing a multi-billion-dollar business, charting new areas of innovation, and contributing to our partnership engagements that build, market and launch devices and solutions worldwide. You will also be part of a people-first culture leading with inclusion and values that supports a growth mindset, diversity, and inclusion. If that appeals to you, it’s an exciting time to be here in DPS.

#MSFTDPS, #MSFTGPS

Responsibilities

The Partner Account Manager role is a key partner sales management role within DPSS focused on the Modern Meeting and Teams devices go to market. This impactful role sits at the intersection of M365 & devices and focuses on capturing worldwide meeting room opportunity and enabling modern meetings with Teams devices. You will have the opportunity to study industry and market trends and products to help build effective strategies to win partners and customers to Microsoft based solutions.

In this DPSS regional role, you will manage a named set of priority partners (e.g. Integrators, Resellers, Distributors) and build & execute joint growth plans to meet or exceed sales of Microsoft Teams Devices in your assigned territory. You will establish long-lasting relationships with senior partner executives by delivering results in a way that earns the trust and respect of those you work with.

Responsibilities 

Deal Strategy 

Identifies appropriate parties to partner with/sell to through conducting a partner/customer assessment of their current needs and defining a value proposition to meet those needs. Evaluates, prioritizes, and pursues market opportunities and trends across specialists that provide opportunities for partners/customers to leverage Microsoft platforms/products by identifying, quantifying, and qualifying opportunities. Contributes to evaluation of opportunities and leads account planning in cooperation with partners to identify and prioritize goals and objectives for an achievable target. 

Identifies and incorporates other internal teams (e.g., product, engineering, finance, legal, sales, marketing) and business leaders to help inform and align the strategy. Designs partner/customer strategic deals for a commercial strategic framework that are aligned with strategic business objectives and partner/customer current state and needs at an appropriate motion and cadence in cooperation with customers. Ensures strategic deals incorporate relevant market factors (e.g., competitive, economic, industry specific) to drive optimal results and return on investment. Empowers a strong customer presence through a deep customer focus and strategic development, attracting and committing customers to the journey through integration of customer feedback. Builds prospective pipelines and opportunities into deals. Creates a strong customer focus throughout strategic development and brings customer along for the journey. Integrates information from prior engagements and learnings to build an improved strategy. Contributes to the understanding of customer needs, gains internal customer alignment, and mobilizes partners to achieve the strategy.  

Stakeholder Managment 

Drives identification of the appropriate executive-level stakeholder within customers to connect and work with, in cooperation with Business Development and in pursuit of new business generation. Drives the orchestration of sales or partnership pursuits with customers/partners. Acts as the voice for customers/partners within internal teams and across the organization to design, implement, and plans/programs. Drives customer awareness of and builds connections with key influencers/players, as well as Microsoft's value proposition, in order to create effective customer models and strategies. Drives creation and management of connections between necessary stakeholders within Microsoft and customers. Builds strategic connections with customers and partners across multiple engagements with Microsoft. 

Builds trusted advisor partnerships with cross-functional leaders and managers, representing the organization to area leadership. Begins to accomplish initiatives through influencing cross-functional (e.g., finance, engineering, legal, commercial, product, sales segments) and multi-country team members. Influences and deals with resource (e.g., cash) founding to ensure the availability of resources and appropriate resource allocation. Proactively identifies and drives cross-functional strategic and communication alignment to the customer/partner. Designs internal orchestrations and influences assurances, and contributes to internal feedback loops with stakeholders to align resources, plan up, and support strategic growth. Builds the internal strategy for orchestrating development of sales opportunities and across the organization, especially in solution sales management (e.g., cloud, data) to drive effective capabilities. 

Deal Negotiation 

Drives discussions with customers/partners to align and determine customer/partner and Microsoft needs and desired outcomes for the region. Negotiates with and influences existing and new customers/partners in long-term planning to form a strategically-driven deal. Identifies, engages with, acquires support from, and negotiates internally with key stakeholders (e.g., product, engineering, finance, legal, sales, marketing) to move forward with negotiations. Drives financial responsibility and alignment with profit and loss strategy. Contributes to driving awareness of the necessary protections, compliance, or security regulations within the market. 

Closing the Deal 

Finalizes mutually beneficial customer/partner deals by ensuring all portions of the strategy have been executed on, in participation with internal partners (e.g., Sales Team). Contributes to creating an action plan that spans across the end-to-end strategic landscape to ensure the deal is properly closed through the integration of reports, risk analyses, driving agreements, and assessing value in strategic deals. Contributes to the public relations and communications strategy of the deal. Coordinates and works with all necessary internal stakeholders in the deal (e.g., finance, engineering, legal, commercial, product, sales segments) to assure that the deal is closed successfully. Contributes to conversations and coordinates with Microsoft's legal team to ensure that contracts are signed, that the deal is effectively closed, and that there is compliance between teams. 

Reporting 

Interprets, adds to, and applies reports to add value in generating and executing communication plans. Interprets and provides suggestions for improvements on long-term strategies and outcomes of deals across portfolios or areas of focus. Evaluates and drives iterations and decisions based on return on investment figures, profit and loss reporting, and lesson learned sessions. Leverages reports (e.g., financial and strategic) to identify and recommend appropriate actions (e.g., correction of errors, acceleration where seeing success) based on trends and insights. Provides recommendations/requests for improvements in reporting to Microsoft to generate better insights. Leads organization and alignment of stakeholders by providing financial forecasts of business, assuring it is up to date, and informing all relevant stakeholders. Identifies issues from area leadership teams as they occur, and offers resolution actions with escalation of issues if necessary.  

Operations 

Synthesizes and provides feedback from/to team members and partners/customers regarding experiences and potential improvements to strategic plans. Drives continuous process improvements and in-flight changes through the review and analysis of strategic plan performance. Takes steps to continuously learn and develop self, by bringing losses to the forefront and growing from prior engagements. Drives continuously on customer centricity, technological intensity, and process simplicity. 

Drives the management of projects in alignment with strategic goals. Drives coordination of projects programmatically across the different areas of engagement with stakeholders and contributors to assure appropriate resources are available and that the project is executing in a timely manner. Sets objectives to assure that outcomes are achieved in accordance with goals. Aligns the vision, outcomes, and indicators of performance against strategic goals, and assures movement forward movement toward goal by all contributing stakeholders and constituents across Microsoft to meet outcomes and objectives. 

Leverages subject matter expertise to drive the development of creative and innovative solutions and business models for cross-team stakeholders and partners/customers to drive business impact, and improve optimizations of workflows. Shares and scales successes, thought leadership, opportunities for improvement, best practices, and learnings internally and externally (e.g., industry events) to help drive digital transformation deals. May brainstorm new initiatives and product/projects for partners/customers in unexplored areas (beyond current offerings). 

Other 

Embody our culture and values 

Qualifications

Required/Minimum Qualifications 

Bachelor's Degree in Business, Finance, Computer Science, Engineering, or related field AND 6+ years experience in business development, sales, consulting, or marketing 

OR equivalent experience. 

3+ years project leadership/management experience. 

Additional or Preferred Qualifications 

Master's Degree in Business Administration, Finance, Computer Science, Law, or related field AND 8+ years experience in business development, sales, consulting, or marketing 

OR equivalent experience. 

5+ years experience working in a matrixed organization, preferably in the technology industry. 

5+ years project leadership/management experience. 

8+ years experience in a related business/ functional domain. 

The salary for this role in the state of Colorado is between $120,500 and $155,900.

At Microsoft, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.

Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. If you need assistance and/or a reasonable accommodation due to a disability during the application or the recruiting process, please send a request via the Accommodation request form.