Overview

The Partner Development Manager (PDM) leads the strategic vision and execution for partner growth across a portfolio of Independent Software Vendors (ISVs) supporting U.S. Federal customers across all solution areas—including Applications & Infrastructure, Data & AI, Modern Workplace, Business Applications, and Security. This role is responsible for driving alignment between Microsoft’s Federal priorities and each partner’s strategy, building trusted-advisor relationships with partner executive leadership, orchestrating go-to-market (GTM) and co-sell strategies, and ensuring partners invest in skilled teams and compliant offerings across all solution domains. The PDM manages complex escalations, resolves blockers, and champions digital transformation initiatives to accelerate impact in the Federal market.

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.

Responsibilities Strategic Leadership & Partner Alignment

• Build and maintain trusted-advisor relationships with partner executive leadership across a portfolio of ISVs to drive strategic alignment and growth across all solution areas.
• Align each partner’s strategy and motions with Microsoft’s Federal priorities, ensuring mutual objectives, investments, and execution plans are clear and measurable.
• Lead the development and execution of partner account plans across Applications & Infrastructure, Data & AI, Modern Workplace, Business Applications, and Security.
• Develop and maintain a long-range strategic vision rooted in partner impact, with a deep understanding of the Federal landscape, procurement environment, and competitive dynamics.

Governance & Stakeholder Management

• Manage governance and key stakeholder relationships across Microsoft and partner organizations, fostering a broad stakeholder map and executive presence.
• Drive quarterly business reviews (MBRs/QBRs) with partners, tracking execution, identifying gaps, and resolving blockers.
• Champion Microsoft’s value proposition across all solution areas through executive briefings, storytelling, and alignment with partner business goals and Federal mission outcomes.

Go-to-Market (GTM) & Sales Activation

• Architect and execute GTM and co-sell strategies across the ISV portfolio, ensuring readiness and launch excellence across campaigns, incentives, and field enablement.
• Lead joint campaigns with Microsoft and partner marketing teams, increasing seller awareness, accelerating pipeline, and improving conversion to consumption.
• Drive partner transformation through activation and operational rigor (connections, rhythm of business, stakeholder engagement, and reviews).

Capability Building & Talent Development

• Influence partner investment in world-class sales, technical, and solution teams, ensuring talent is enabled and incentivized to drive Federal sales and consumption.
• Support partner and internal teams with coaching on training, onboarding, field readiness, and incentive alignment.

Pipeline Management & Deal Execution

• Monitor and guide the partner portfolio pipeline, top deals, and consumption targets across all solution areas.
• Drive pipeline generation activities, deal coaching, and escalation management across multiple partners and field teams.
• Strategically manage co-sell motions with ISVs, engaging Microsoft and partner stakeholders to build and advance opportunities.

Escalation & Compliance

• Resolve complex and urgent escalations related to solution delivery, security, and compliance, acting as the escalation point for assigned Federal ISV partners.
• Uphold Microsoft policies, procedures, and legal/compliance standards applicable to U.S. Federal business (including security and procurement requirements as relevant).

Business Design & Transformation

• Lead strategic business design briefings to optimize mutual success and advise partners on building high-impact practices and repeatable motions across their solution portfolio.
• Drive partner digital transformation by integrating Microsoft sales and delivery methodologies and removing blockers to accelerate pipeline and customer outcomes.
• Guide and challenge teams on selling account visions to partner decision makers and identifying Federal market opportunities.

Internal Orchestration & Advocacy

• Lead internal orchestration across Microsoft teams to support partner success and advocate for partner priorities and experience.
• Act as a role model for partner advocacy, driving employee growth and development, executing projects, and managing performance.

Qualifications Required Qualifications

• Bachelor's Degree in Computer Science, Information Technology, Engineering, Business, Liberal Arts, or related field AND 4+ years experience in cloud/infrastructure technologies, information technology (IT) consulting/support, systems administration, network operations, software development/support, technology solutions, practice development, architecture, and/or consulting OR equivalent experience.

Other Requirements

• This position is not eligible for visa sponsorship. Candidates must have authorization to work in the United States that does not now or in the future require employer sponsorship.
• Citizenship & Citizenship Verification: This position requires verification of U.S. citizenship due to citizenship‑based legal restrictions. Specifically, this position supports United States federal, state, and/or local government agency customers and is subject to certain citizenship‑based restrictions where required or permitted by applicable law. Citizenship will be verified via a valid U.S. passport or other approved documentation.

Preferred Qualifications

• • 5+ years of enterprise partner management experience including but not limited to any combination of the following: evangelize partner solutions, increase partner commitment, integration, sell & delivering solutions, build and execute partner business plans, lead and drive partner resources and execute joint selling goals, drive capability and capacity
• 5+ years of enterprise sales experience, building, managing, and growing technology partner ecosystem sales programs and organizations
• Proven experience with influencing senior executive leaders and being a trusted advisor on strategy development and stakeholder management.
• Experience supporting or working with U.S. Federal Government customers, agencies, or programs.
• Knowledge of market partner software offerings around enablement, PRM, incentives management, lead sharing.
• An active U.S. Government Security Clearance (Secret, Top Secret, or higher) is preferred.

Partner Development Management IC4 - The typical base pay range for this role across the U.S. is USD $107,600 - $187,500 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 $145,600 - $205,600 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.