Owns partner business planning, revenue targets, executive relationships, sales execution, co-sell motions, renewals, pipeline progression, and partner capability investments. Leads cross-functional PODs and structured operating rhythms across Microsoft and strategic SI partners. Requires strong commercial, financial, sales, technical, and executive engagement expertise, including knowledge of AI, Copilot, Agents, Security, Cloud, and Modern Work.
Responsibilities
- Partner Strategy & Business Planning
- Co-own the Partner Business Plan (PBP) with each assigned SMEC 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 SMEC 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
- 8+ years of experience in partner management, channel sales, or enterprise sales — preferably in a technology company.
- Experience managing: CSP partners or SI 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 market
This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled.
Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations.
Microsoft Mumbai, Maharashtra, IND Office
Windsor, 4th Floor, off Central Salsette Tramway Road, Kalina, Santacruz East, Mumbai, Maharashtra, India, 400098
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