Partner Development Manager (PDM) - Partner Sales Leader/ Latam
Microsoft · São Paulo +2 · 3d ago
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.
The Americas Enterprise Partner Sales (EPS) team is the sales organization accountable for the commercial partner business at Microsoft. Our mission is to build and sell Microsoft Cloud and AI solutions with partners, so that people and organizations across Latin America can achieve more. We work with the systems integrators, advisory firms and services partners that bring scale and relevance to our largest enterprise customers, and the focus of this team is driving transformation, simplification and profitability for those partners through the acceleration and adoption of our solution areas and industry solutions.
This is a sales leadership role, not a partner administration role. We are looking for a seller and a leader: someone who brings a tenacious work ethic, enthusiasm, optimism, and an unbridled passion for the customer and the partner, and who uses a challenger mindset and deep technology industry knowledge to help partners build market-defining AI and security solutions. You will work deeply with highly complex partner organizations, build relationships in the C-suite, and orchestrate across multiple internal stakeholders to unblock complex issues and close business.
The role is based in Colombia, Brazil or Mexico and is flexible in that you can work up to 50% from home. You will engage stakeholders internally at Microsoft, including sales, technical and specialist roles, and externally across our partner ecosystem in Latin America. You will secure significant growth in the business, translate customer and partner feedback into better go-to-market execution, and secure the investments needed to activate new offers in market.
Responsibilities
How You Lead — The Sales Leader Standard
The highest performers in this role are sales leaders first. The expectations below describe how we work, and they are the standard you will be hired against, coached against and measured against.
Be Curious and Invest in Your Skills
The highest performers are those who embrace the Learn It All culture. Be curious, and set aside dedicated time each week to invest in your skills. Understand how AI can enhance your productivity, creativity and collaboration, and how security is built into everything we do. Use Copilot to help you with everyday tasks, and expect your partners to see you doing it — credibility in this role now comes from working the way we are asking the market to work.
Create Trust
Build trust between the partner and Microsoft through a regular and predictable rhythm of business. Lead the sales conversation rather than observing it: drive pipeline creation, progress deals, and coach partners through sales blockers and compete scenarios until business closes. Use our tools daily to keep rigor in the business, track commitments and monitor performance, so that what you report is what the partner and the field both recognize as true.
Be Planful
Be a strategic thinker and be results driven. Design and deliver a solution area plan that meets and exceeds targets, and hold it as a living document rather than a once-a-year artifact. Be agile enough to move quickly on correction-of-error plans the moment you see a gap in the forecast, and bring the gap forward yourself before anyone has to ask you for it.
Be a Strong and Disciplined Leader
Embrace a sales DNA. Drive intensity with sellers, show persistence, stay adaptable and influence without authority. Learn your competitors well enough to articulate our competitive advantages with confidence rather than slogans. Create clarity for others, foster cross-group collaboration, and use the strengths of the people around you to drive sales excellence.
Have a Sales DNA and Protect Partner-Facing Time
At least 75% of your time should be spent with partners. Drive intensity with your sellers, show persistence, stay adaptable, and influence through encouragement. Own the performance of your portfolio, and coach the operating unit and your partners on sales execution, leading indicators, top deals, pipeline health and the reporting available to them. Internal work is real, but it is not the job — the job happens in front of partners and customers.
Practice a CEO Mindset
Run your portfolio the way an owner would. Have a growth mindset, think strategically, be results driven, and expect the same of your partners and your operating unit. Celebrate team wins, create clarity for your team, and foster cross-group collaboration, a sense of belonging and some fun along the way. Learn to foresee where the market is going and align the team’s actions ahead of it rather than behind it.
Core Responsibilities
Executive Relationship Building
Build and maintain a trusted-advisor relationship with the C-suite of complex partner organizations, and align the partner’s priorities, strategy and goals with Microsoft’s in a mutually beneficial account plan. In practice this means being invited into the partner’s own AI and security strategy conversations, not only their Microsoft business review.
Microsoft Business Leader
Lead the creation and landing of a strategic partner vision that connects the partner’s business goals to the Microsoft value proposition across products, channels and solution areas, and grow our share of wallet against the competition. You will make the economic case for the partner to invest their own capital in a Microsoft AI and security practice.
Partner Capability and Practice Building
Lead the skills, capability and capacity plan for the partner business, using the right mix of sales and technical training, certifications, bootcamps and hands-on build sessions. The goal is a partner practice with real delivery depth in agents, AI applications, data estate modernization and security — enough to take an enterprise customer from a first workshop through to production and expansion without Microsoft carrying the delivery.
Pipeline, Co-Sell and Consumption
Lead partner pipeline reviews, and coach and challenge partners to transform their plans around consumption and repeatable co-sell motions. Facilitate collaboration between the partner’s sales team, channel managers and the Microsoft field to overcome obstacles, compete and shape deal proposals that meet consumption and revenue targets. You will be accountable for pipeline coverage, deal velocity and the quality of what enters the funnel, not only its size.
Market Insight and Business Opportunity
Identify and recommend the market opportunities worth pursuing, informed by competitive intelligence and Microsoft’s priorities, and mobilize internal teams to act on them. In Latin America this includes reading regulatory, data residency and industry-specific signals early enough that our partners build for them rather than react to them.
Team Mobilizer and Go-To-Market
Develop go-to-market and co-selling strategies with complex partners, secure the marketing resources and offers that support their plans, and ensure partner readiness to execute. Success looks like a small number of repeatable, packaged solutions that the field can sell, rather than a long list of one-off campaigns.
Portfolio Assessment and Advocacy
Develop recruitment plans to bring in new partners or expand existing partnerships so the portfolio stays balanced against market opportunity, and be honest about where a partnership is not returning the investment. Represent the partner internally, lead the orchestration of our response to them, and drive complex or urgent escalations to resolution while guiding other groups on how to prioritize the partner’s issues.
The Technology You Will Take to Market
You do not need to be an engineer, but you do need to be fluent enough in the current portfolio to hold a credible conversation with a partner’s CTO and a customer’s business owner in the same meeting. The table below describes where our growth is concentrated and where you will be expected to build partner capacity.
Solution area | Portfolio you will build partner capacity in |
AI business solutions | Microsoft 365 Copilot, Copilot Studio, Microsoft 365 Agents, Copilot Chat, Dynamics 365 with Copilot |
Cloud and AI platform | Azure AI Foundry, Azure OpenAI models, Foundry Agent Service, Azure Kubernetes Service, Azure Arc, Azure migration and modernization |
Data and analytics | Microsoft Fabric, OneLake, Power BI, Azure Databricks, Azure Cosmos DB, Azure AI Search |
Security | Microsoft Security Copilot, Microsoft Defender, Microsoft Sentinel, Microsoft Entra, Microsoft Purview |
Developer productivity | GitHub Copilot, GitHub Advanced Security, Azure DevOps |
Qualifications
Required and Minimum Qualifications
Bachelor’s degree in Sales, Marketing, Business Operations or a related field, and 10 or more years of experience in partner management, sales, business development or partner channel development in the technology industry, or equivalent experience.
This role requires proficiency in written, reading, and conversational Brazilian Portuguese, Spanish and English.
Demonstrated experience carrying and delivering against a quota, revenue target or consumption target.
Legal authorization to work in Colombia, Brazil or Mexico, and willingness to travel across Latin America.
Additional or Preferred Qualifications
Master’s degree in Business Administration or Business Science, or an advanced degree in a science, technology, engineering or mathematics field, and 12 or more years of partner management, sales, business development or partner channel development experience in the technology industry, or equivalent experience.
Experience selling or building practices around generative AI, agents, data platform modernization or cybersecurity, with named customer outcomes you can speak to.
Experience working with global or regional systems integrators, advisory firms or managed service providers.
Working knowledge of Portuguese is an advantage given regional collaboration, but it is not required.
What the Ideal Candidate Brings
The strongest candidates for this role look like sales leaders who happen to work through partners. They make decisions quickly in a fast-moving environment, weighing resources, cost and tradeoffs rather than waiting for certainty. They negotiate well, and can hold a position with a senior executive while still landing an agreement both sides want to honor. They are comfortable presenting to, and being challenged by, the most senior people in the room.
They build and defend a forecast, manage pipeline against a strategy rather than a spreadsheet, and mitigate risk early. They sell consultatively, understanding what the customer or partner actually needs before recommending anything. They read data well enough to find the pattern that changes the plan. And they carry enough product fluency across AI, data and security to be useful in a technical conversation without pretending to be an architect.
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.