Global Director Partner Development Management
Microsoft · United States · 9h ago
The Global Partner Development Manager for Ingram Micro is the strategic business leader responsible for growing and transforming Microsoft’s global relationship with one of its key distribution partners. The role owns the global partner strategy and Partner Business Plan, translating Microsoft priorities into an executable growth agenda across regions, solution areas, and downstream partner ecosystems.
As the Global PDM, you will lead the end-to-end partnership across executive engagement, sales growth, partner transformation, go-to-market execution, capability development, and performance management. You will orchestrate Microsoft and Ingram Micro stakeholders globally, align global strategy with regional execution, and create scalable growth motions that expand Microsoft reach through VARs, MSPs, and SIs. The Global PDM model explicitly owns the global strategy while regional and local PDMs translate that strategy into regional and country execution.
The FY27 PDM model positions the PDM as a growth leader accountable for business outcomes, including renewals, growth motions, partner transformation and sales results, rather than as an operational coordinator.
Responsibilities
Partner Strategy & Business Planning
- Own and execute the global Partner Business Plan with Ingram Micro, establishing clear growth priorities, financial objectives, solution-area strategies, investments, and execution milestones.
- Translate Microsoft global priorities into an integrated strategy that can be executed consistently across regions and downstream PDM teams.
- Identify opportunities to expand Microsoft share, develop new routes to market, and build scalable business models across Ingram Micro's reseller ecosystem.
- Align Microsoft and partner resources against the highest-impact growth opportunities and maintain an executive rhythm of business to inspect progress and adjust priorities.
The current distribution activation model emphasizes moving resellers systematically from assessment through solution development, practice build, skilling, pipeline activation, acceleration, and scale.
Sales Growth & Performance
- Own partner sales performance and drive achievement of Microsoft partner targets through Ingram Micro.
- Develop growth strategies across Microsoft Cloud and AI priorities, including Microsoft 365 Copilot, Security, Azure AI and cloud services, and Business Applications.
- Build and inspect the partner growth architecture, including reseller reach, sales frequency, customer acquisition, yield, pipeline, renewals, and solution adoption.
- Use data and business insights to identify performance gaps, prioritize opportunities, and establish corrective actions.
- Accelerate adoption by mobilizing Ingram Micro's VAR, MSP, and SI ecosystem through scalable sales and activation motions.
Microsoft's Channel PDM guidance explicitly assigns PDMs accountability for partner strategy, the Partner Business Plan, partner sales performance, target attainment, and effective utilization of Microsoft programs and investments.
Global Partner Leadership & Executive Engagement
- Build trusted, strategic relationships with Ingram Micro executives and business leaders globally.
- Influence partner strategy, investments, capabilities, and resource allocation toward shared Microsoft and Ingram Micro growth priorities.
- Lead executive business reviews and strategic planning discussions, bringing clear business insights, recommendations, risks, and decisions.
- Serve as the primary global orchestrator across Microsoft sales, partner, marketing, technical, finance, and solution-area stakeholders.
- Connect global strategy to regional execution, resolving cross-geography dependencies and removing barriers to growth.
Partner Transformation & Capability
- Influence investment in the sales, technical, marketing, services, and marketplace capabilities required to scale Microsoft solutions globally.
- Drive development of repeatable Microsoft solution offers, services, managed services, and go-to-market motions that can scale across regions.
- Accelerate reseller readiness through partner segmentation, skilling, enablement, technical capability, demand generation, and activation.
- Drive effective utilization of Microsoft programs, incentives, and investments with measurable business outcomes and return on investment.
The existing Ingram plan specifically calls for dedicated technical pre-sales and delivery resources, globally consistent GTM services, standardized Centers of Excellence, managed services, and scalable offerings spanning Copilot, Data, Fabric, GitHub and AI.
Global Execution & Orchestration
- Establish a clear operating model between the Global PDM, regional/local PDMs, Microsoft specialists, and partner stakeholders.
- Lead a disciplined global rhythm of business that connects strategy, pipeline, sales performance, investments, and execution.
- Scale top practices and repeatable motions across regions while enabling appropriate local market adaptation.
- Surface and resolve strategic blockers requiring global Microsoft or partner leadership intervention.
- Maintain accountability for business outcomes and ensure commitments translate into measurable execution.
Qualifications
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.
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.
- Significant experience in partner management, channel sales, business development, strategic alliances, or enterprise technology sales.
- Demonstrated experience developing and executing complex business strategies and joint business plans with large partners or customers.
- Experience driving measurable revenue growth, pipeline development, sales execution, and business transformation.
- Solid understanding of indirect sales channels and partner ecosystems, including distributors, resellers, MSPs, solution providers, or other multi-tier channel models.
- Experience working with global technology distributors or large-scale channel ecosystems.
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:
https://careers.microsoft.com/us/en/us-corporate-pay
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.