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%+, new 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 strong understanding of AI, Agents, Cloud , Security & Modern Work.
- Business Leadership: Strategic thinking, Financial acumen, Business planning, Competitive positioning.
- Sales Leadership: Executive influence, Pipeline management, Forecasting & Co-sell execution
- Partner Leadership: CXO engagement, Change management, Partner transformation, Preference creation
- Technical Acumen: Expected proficiency in: Microsoft AI, Copilot & Agents, Security & Cloud Platform
- Strong commercial fluency: ability to read partner P&L, model revenue impact of investments, and tie partner decisions to profitability outcomes
- Experience running executive engagement at C-suite level CEO, CRO, CFO with both internal and partner stakeholders
- Experience running structured sales execution rhythms: MBR/QBR cadences, pipeline reviews, renewal tracking, deal acceleration
- Ability to operate with cross-functional influence across CELA, Finance, Commerce Ops, Deal Desk, and segment sales without direct authority
- Strong written and verbal communication skills in English; Hindi language skills preferred for this m
