The Americas Enterprise Partner Solutions (EPS) team is a sales organization that is accountable for the commercial partner business at Microsoft, and the mission is to build and sell Microsoft Cloud applications, services and devices with partners, empowering people, and organizations to achieve more. The Microsoft Federal Partner organization was established to support our partner ecosystem building solutions with legal/regulatory requirements, and procurement rules and processes of the United States Government (USG). EPS Federal is committed to ensuring its resources – including appropriately qualified, experienced, and certified personnel (with necessary security clearances or otherwise) are available as needed to meet our partners evolving needs. To that end, Microsoft embraces, as a mission-critical philosophy, flexibility in the recruiting, hiring, and workforce assignment of EPS Federal personnel meet evolving partner needs, regardless of segment – Civilian, Defense, or intelligence community. As a **Federal Partner Development Manager** , you are at the forefront of partner performance for managed partners in Federal, Public Sector and Higher Education! You will design and deliver Partner Business Plans that align the partners’ business goals with Microsoft’s mission, culture and targets. You will bring your tenacious work ethic, your enthusiasm, optimism, and your passion to foster profound growth and change within our channel partner ecosystem. You will leverage your challenger mindset, deep technology industry knowledge, market insights, expert understanding of the competitive landscape, executive presence and best in class interpersonal abilities to empower your regional and area teams to grow our robust ecosystem of world class channel partners. You will deliver the regional sales strategy and will sponsor regional executive connections, drive business performance and maximize partner investments at regional level. You will institute a predictable rhythm with partners, area and core teams to drive sales execution. This opportunity will allow you to accelerate your career growth as you work deeply with highly complex partner organizations, building strong relationships in the C-Suite and collaborating across multiple internal stakeholders to resolve complex issues. 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** + Partner portfolio leadership, strategy and optimization: You will establish and drive regional, long-term ​ partner strategies and expand current partnerships to create a balanced high-performance portfolio, grow business, and anticipate or fill market opportunities. You will foster deep relationships with key Microsoft and partner stakeholders and sales units. + You will act as a capture manager to drive pipeline and Microsoft capabilities into government requirements with partners. You will work with partner capture teams through the entire capture process for federal contracts, to help identify, qualify partnership opportunities where Microsoft’s capabilities and partner ecosystem is leveraged. This includes the creation of partner packages and teaming agreements. This role involves developing and implementing capture strategies, building and maintaining relationships with key stakeholders, and ensuring compliance with federal regulations and requirements. You will work closely with business development, proposal, and technical teams to create compelling and competitive proposals that meet the needs of federal Partners. Additionally, you are responsible for conducting competitive analysis, identifying potential risks, and developing mitigation strategies to increase the likelihood of winning contracts with managed partners. + Partner Business Performance and Sales Leadership: With a performance mindset, you will act as sales manager and coach implementation of sales processes, following Microsoft internal sales methodology and tools. In close collaboration with other segments counterparts, you will maintain a rhythm of business to ensure sales execution with partners. You will coach teams through resolving blockers to accelerate performance and institute Correction of Errors plan to address low performance. + Market Insight and Business Opportunity: You will lead and challenge your team to identify high-level opportunities to pursue with partners and area teams, incorporating your expertise, market insights and depth knowledge of the competitive landscape ensuring your teams position Microsoft as the industry leader. + Upstream and downstream alignment: You will engage with global teams to develop plans with strong value propositions to your partners along with scalable and sustainable approaches to sales. You will help to define clear business priorities and ensure execution capability and development. + Executive Relationship Building: You will be the executive sponsor for top partners and spend more than 50% of your time externally, with partners and customers and have a proven history of building and implementing Sales Strategies to manage pipeline and meet sales goals by reviewing forecasts, assessing, and mitigating risks, and ensuring strategy alignment with business priorities. You must be adept at using tools and data to identify gaps in pipeline and help to determine strategies to close those gaps and exceed sales targets. + Strategic Business Planning: Create strategic business objectives and partnership plans, coordinate partner prioritization and growth, ability to set clear goals/timelines for the business to achieve or exceed on revenue targets and drive execution against agreed plans. You must demonstrate the ability to make decisions in a fast-paced and rapidly changing environment. + Be focused on Performance Management with partners at regional level, including the ability to clearly set and communicate performance expectations and goals, monitor performance, conduct performance reviews, provide ongoing feedback, create correction of error plans to address low performance. You must excel in negotiation and conflict resolution, achieving mutually satisfying agreements in negotiations with others by listening to their objectives, acting as the company's representative to effectively communicate the company's objective, and seeking common ground and collaborative solutions to ensure ongoing performance. + Other + Embody our Culture (https://www.microsoft.com/en-us/about/corporate-values) and Values (https://careers.microsoft.com/us/en/culture) **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. + 5+ years of Federal capture and procurement experience. + Experience in the partner and/or alliance management with Federal contractors and/or Defense Industrial Base (DIB). + 5+ years of experience selling government cloud solutions. **Other Qualifications** The successful candidate must have an active U.S. Government Top Secret Security Clearance. Ability to meet Microsoft, customer and/or government security screening requirements are required for this role. Failure to maintain or obtain the appropriate clearance and/or customer screening requirements may result in employment action up to and including termination. Clearance Verification: This position requires successful verification of the stated security clearance to meet federal government customer requirements. You will be asked to provide clearance verification information prior to an offer of employment. Cloud Screening: This position will be required to pass the Microsoft Cloud background check upon hire/transfer and every two years thereafter. 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 United States government agency customers and is subject to certain citizenship-based restrictions where required or permitted by applicable law. To meet this legal requirement, citizenship will be verified via a valid passport, or other approved documents, or verified US government clearance. **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. 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 Microsoft will accept applications for the role until July 14, 2025. \#MCAPSA Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations (https://careers.microsoft.com/v2/global/en/accessibility.html) .