Partner Development Manager - Distributors

We are seeking an experienced and results-driven Partner Development Manager (PDM) to drive partner engagement, business growth, and joint go-to-market initiatives across Australia and New Zealand. The successful candidate will be responsible for developing strategic relationships with key partners, enabling them to build, sell, and deliver solutions that drive customer success and accelerate revenue growth.

As a Partner Development Manager, you will work closely with sales, marketing, technical, and partner organizations to develop and execute business plans, identify growth opportunities, and ensure partners are aligned with strategic business priorities.

Partner Strategy & Relationship Management

• Develop and execute comprehensive partner business plans aligned with company objectives.
• Build trusted advisor relationships with executive and operational stakeholders within partner organizations.Identify, recruit, and develop strategic partners that complement the company's growth strategy.
• Conduct regular business reviews to monitor performance, identify opportunities, and drive accountability.

Business Growth & Revenue Generation

• Drive pipeline generation and revenue growth through partner-led and partner-influenced opportunities.
• Collaborate with sales teams to identify customer opportunities and develop joint engagement strategies.
• Accelerate partner adoption of key products, services, and solutions.
• Track and manage partner performance against established KPIs and growth targets.

Partner Enablement

• Facilitate onboarding, training, and certification programs to improve partner capabilities.
• Ensure partners have access to relevant resources, tools, and best practices.
• Support partners in developing solution offerings, sales motions, and technical competencies.
• Go-to-Market ExecutionCollaborate with marketing teams to develop and execute joint demand generation campaigns.
• Drive co-selling initiatives and partner-led events, workshops, and customer engagements.Identify industry and market trends to inform partner strategies and growth opportunities.

Stakeholder Collaboration

• Work cross-functionally with Sales, Marketing, Product, Customer Success, and Operations teams.
• Provide market and partner insights to influence business strategy and product direction.
• Maintain accurate reporting, forecasting, and pipeline management within CRM systems.

Required Qualifications

• Bachelor's degree in Business, Marketing, Information Technology, or a related field.
• 5+ years of experience in partner management, channel sales, alliance management, or business development.
• Proven track record of exceeding revenue and growth targets through partner ecosystems.
• Strong commercial acumen and business planning capabilities.
• Experience managing executive-level stakeholder relationships.
• Excellent communication, negotiation, and presentation skills.
• Ability to work independently and manage multiple priorities.

Preferred Qualifications

• Experience within cloud, software, SaaS, cybersecurity, or technology industries.
• Knowledge of indirect sales models, distribution channels, and managed service provider ecosystems.
• Experience with Microsoft, AWS, Google Cloud, Salesforce, or similar partner programs.
• Understanding of ANZ market dynamics and partner landscape.

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.