With a vision to "Build and sell Microsoft AI, Cloud applications, services, and devices with partners, empowering people and organizations to achieve more," SME&C Channel Partner Sales (CPS) is responsible for driving revenue outcomes with partners through innovative solutions–at scale.  **The Global Channel Partner Sales** team delivers SME&C growth and market share across AI Business Solutions, Cloud & AI Platforms, and Security within GPS by capturing total addressable market (TAM) and accelerating cloud growth at scale through our top Channel Sales partner. Our approach is grounded in Cloud Solution Provider acceleration, co-sell precision, and performance accountability—executed consistently across all solution areas and every stage of the MCEM Win Formula. We are committed to delivering on our segment and revenue accountabilities by aligning execution with measurable impact, fostering partner transformation, and enabling scalable, outcome-driven growth. The **Global** **Partner Development Director working with Telcos** is a key role within Microsoft’s Channel Partner Sales organization. They are responsible for Microsoft’s business priorities through a set of high performing Telco partners, focusing on scaling sales and cloud adoption in the Small Medium Enterprise and Channel (SME&C) business via Telco Channels. **This role centers on strategic growth through Telcos** through alignment of partner’s GTM strategy with Microsoft’s priorities and sales methodology. The GPDM is accountable for 360 degree partner performance and **Cloud Solution Provider (CSP) revenue** in SME&C. As a **Global** **Partner Development Director** , you are accountable for the 360 degree partner performance and Cloud Solution Provider (CSP) revenue in SME&C. You will leverage your challenger mindset, deep technology and industry knowledge on Cybersecurity, Cloud & AI and Converged Communications along with the best in class interpersonal abilities to empower our partners to bring market-defining solutions to our customers. 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 exceed budget targets, retain/secure partner commitment to Microsoft and drive profitable growth for both Microsoft and the partner. 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** _In this role_ _Global Partner Development Director - Telco_ _, the will own a broad set of responsibilities to drive partner performance and business outcomes._ + **_Advanced understanding of the Telco Industry_** _to align partners’ GTM with Microsoft’s business priorities._ + **_Have an Intermediate/Advanced knowledge on Microsoft solutions with an_** _ability to develop, use, and/or discuss Microsoft products and strategy (Microsoft Cloud & AI platform, Security and AI Business Solutions) with both the internal teams and customers/partners._ _Guide business and technical decision makers on increasing compliance, reducing risk, and creating managed services practices, Security Operation Centers and GTM Offerings on top of the Microsoft Security platform. Serve as the as the GTM Solution expert in the Cyber security space for the regional and Global partner team. Work with other security organizations (Engineering, Marketing, Solution Specialists) in Microsoft to generate and reuse content to accelerate partner GTM offers and influence prioritization of solution development._ + **_Develop Strategic Partner Plans:_** _Create and execute an impactful_ **_Partner Business Plan_** _for each assigned Telco, aligning the partner’s business goals with Microsoft’s mission, culture, and sales targets. This includes defining clear revenue and solution milestones and regularly updating plans to reflect evolving priorities and opportunities._ + **_Drive Sales Execution & Pipeline:_** _Lead the partner to execute across all priority solution areas (e.g. AI Copilot, Security, Modern Work). Own the sales pipeline with the partner – from demand generation to deal closure – and drive conversion of at least_ **_40% of inbound leads to qualified pipeline_** _through rigorous follow-up and co-selling support._ + **_Manage CSP Revenue:_** _Oversee and grow the_ **_Cloud Solution Provider (CSP)_** _business through the Telco. Track CSP sales performance, address gaps, and implement initiatives to accelerate cloud consumption._ + **_Leverage Programs (SureStep, Incentives):_** _Orchestrate the effective use of_ **_partner investments programs_** _like_ **_SureStep_** _to build partner capacity and capability. Ensure programs are well understood and executed by the partner organization to maximize ROI and partner profitability._ + **_Rhythm of Business & Performance Management:_** _Establish a strong_ **_Rhythm of Business (RoB)_** _with the Telco across both executive and working levels, including_ **_monthly and quarterly business reviews_** _. In these reviews you will analyze performance against targets (revenue, new customer adds, and other performance metrics ) and set action plans. Continuously_ **_track and forecast performance_** _using Microsoft tools (e.g. CRM dashboards, MSX Insights), maintaining a predictable cadence and early identification of risks or opportunities._ + **_Stakeholder Engagement & Alignment:_** _Serve as the primary liaison between Microsoft and the Telcos’ leadership._ **_Engage with the partner’s executives_** _(and Microsoft’s global/area execs) to maintain strategic alignment. Facilitate connections between the Telco’s and Microsoft’s teams, ensuring that partner-led deals and campaigns are integrated with local sales motions. Create trust and credibility through regular executive touchpoints and by addressing escalations or blockers promptly._ + **_Business Development & Strategy Landing:_** _Lead_ **_business conversations_** _with partners to land Microsoft’s sales strategies and new initiatives. Introduce and drive adoption of new Microsoft offerings by articulating value propositions and competitive advantages. Co-develop go-to-market strategies with the Telcos to target new customer acquisition, cloud migrations, and upsell opportunities across their sales channels and affiliates._ + **_Partner Coaching and Enablement:_** _Act as a_ **_coach and advisor_** _to the Telco’s sales and technical teams. Increase their proficiency in selling Microsoft solutions – e.g., by highlighting cross-solution play opportunities and guiding them to position multi-cloud or multi-solution deals to increase Microsoft’s share of wallet. Encourage a_ **_“learn-it-all” culture_** _within the partner team by promoting continuous learning, certification attainment, and use of Microsoft skilling resources (labs, bootcamps, etc.)._ + **_Skilling and Designation Growth:_** **_Make partner skilling a habit_** _– work with the Telco partner to build the technical and sales skills of their ecosystem. Steer partners to Microsoft’s skilling programs (for example, referring them to the Partner Skilling portal and enterprise skilling offers) and track completion of training. Drive the partner’s achievement of Microsoft partner designations and specializations (per the Microsoft AI Cloud Partner Program) as a measure of their technical mastery and commitment_ _These responsibilities require a mix of_ **_strategic thinking and day-to-day execution_** _, as well as strong collaboration within Microsoft and the partner. The role must balance long-term capability-building with immediate sales priorities to ensure both Microsoft and the Telco meet their objectives._ **Qualifications** **Required Qualifications** + Bachelor's Degree in Marketing, Business Operations, Computer Science 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 + Language fluency both in Japanese and English **Preferred Qualifications (PQs)** + Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 12+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience + OR equivalent experience + 2+ years of working experience in/with Telecommuniations industry \#JapanSMEC 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) .