Partner Development Manager

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.

• 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., + 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.

Microsoft is a global technology company headquartered in Redmond, Washington. Our mission is to empower every person and every organization on the planet to achieve more. We develop, license, and support a wide range of software products, services, and devices that help individuals and businesses realize their full potential.

Our flagship products include the Microsoft 365 productivity cloud, Windows operating system, Azure cloud platform, and Dynamics 365 business applications. We are also a leader in areas such as artificial intelligence, cybersecurity, developer tools, and gaming through Xbox and Game Pass.

With operations in more than 190 countries and over 220,000 employees worldwide, Microsoft is committed to responsible innovation, inclusive economic growth, and sustainability. We work closely with governments, industries, and communities to ensure that technology serves the public good and helps address some of the world’s most pressing challenges.

As we celebrate our 50th anniversary in 2025, we continue to look forward—investing in AI, cloud, and quantum computing to shape the future of work, education, and society at large scale.