Partner Development manager (Surface)

Tokyo, Japan


The Partner Development Manager (PDM) role is key to Microsoft's partner management strategy as part of the One Commercial Partner Organization.


The PDM is a business development role that aligns to a partner segment and is accountable for driving performance of a managed portfolio of partners by business priority. The goal is to drive Surface Build Revenue thru partners and business growth based on the partners strengths and priorities. The role is responsible for the overall partner relationship, strategic business planning and landing execution across all key priorities.


The PDM will work across Microsoft and the Partner organization to ensure business goals are aligned to partner offerings. The role will need to develop required solutions and build partner capacity by working with the managed partner portfolio through the Microsoft Build-With lifecycle, also including Sell-with activities.


The PDM for Channel Development typically manages our largest channel partners who aquire Partners and/or Customers at scale. The seniority of the role evidences Microsoft’s deep commitment to the partner ecosystem to build a mutually beneficial business relationship by working closely with partner leadership.


This partner facing role should understand fiscal year and long term channel requirements and lead across geographies.


The PDM represents Microsoft to the channel, communicates our strategy, sells our vision and brings partners along in the digital transformation journey. The outcome will be to drive long-term and short-term build revenue, cloud consumption and digital transformation through a set of practices leading to modern work device solution and partner led customer acquisition.




Focus on SMC (Small and medium cooperate) segment and Education segment

The main activity is to make sales strategies for these two segments via partners and increase sell-through revenue.  For SMC, PDM will drive mid-commercial accounts other than major accounts with partners. For Education segment, PDM will drive “Board of education” of K-12 also drive Hi-education business (university) through University Coop.


Modern Work Place collaboration

Top priority is to sell Surface device with responsibility for build revenue and number of units. But we are focusing “Modern work place” not only device but also including Microsoft 365 and Clud solutions. BDM drive Surface and cloud solution with partner’s one and service&support. To accelerate modern work place, PDM have to collaborate all MS organization not only device related.


Drive business growth: Accountable for the growth of the device and Modern work place business across the partner portfolio, aligned with the Channel Management & Co-sell team, inclusive of expected partner impact. Drive business performance measured by revenue, customer acquisition, as well as the support global expansion.




Experiences Required: Education, Key Experiences, Skills and Knowledge:

  • 10+ years of experience in partner channel development, sales, business development, alliance management in the technology industry
  • Experience with device business, technology platforms and solutions with a reasonable level of technical proficiency
  • Extensive experience of managing virtual teams across functions and geographies:
    • Inclusive and collaborative – driving teamwork and cross-team alignment
    • Strong partner relationship management and solution development skills
  • Strong executive presence including communication and presentation skills with a high degree of comfort to large and small audiences.
  • Problem solving mentality leveraging internal and/or external resources, conflict resolution, and follow through with partners.
  • Bachelor degree required (Sales, Marketing, Business Operations); MBA desired



Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances. 


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with Microsoft and the country where you work.


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