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.

Overview The Sales Enablement & Operations (SE&O) team plays an essential role in translating Microsoft’s Commercial Strategy into a local execution plan and driving operational excellence to achieve the greatest results possible. Our team drives cross-Region, cross-Area and cross-Subsidiary insight and execution excellence, bringing strategy and priorities to life by accelerating the pace of transformation and enabling Microsoft to deliver business impact at scale. As the Solution Play GTM Manager for Data Platforms in ANZ, you will accelerate revenue growth, boost field agility, and deliver results with our field sellers by deepening your partnership with key stakeholders across ANZ, Sales Excellence, sales, marketing, consulting, customer success, and partner functions, supporting One-Microsoft. You will focus on driving alignment across processes and tools, leading with a cross-solution approach to optimize pipelines, ensuring effective communication and flawless execution, and leveraging insights to drive data-driven decision-making. You will be responsible for designing, operationalizing, and managing strategic programs for the Data Platforms solution play across sales, marketing, consulting, customer success, and partner functions, supporting One-Microsoft. This cross-functional role results in revenue, growth, and shared outcomes for the Data Platforms solutions play aligned priorities. You will develop strong partnerships across corporate marketing, partner, services, and sales to lead and execute the priorities. This opportunity will allow you to accelerate your career growth, develop deep business acumen, and hone your leadership skills. This role is flexible in that you can work up to 100% from home. 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 - You will collaborate with Areas to drive GTM for aligned Solution Plays, identifying growth opportunities in the market and builds clear execution plans and align, influence and coach field teams, sales operations, marketing plans, business rhythms and change management to convert strategic priorities into local execution across Microsoft core teams to bring the voice of field and co-design strategy and programs - You will Lead Sales Activation and collaborate with Activation GTM Managers to land and champion solution plays, Highly Engaged, and other signals, activating connected sales and marketing execution in every segment to maximize performance and share - You will collaborate with EPS for local partner-led marketing strategies and demand generation that support solution play performance and champion Microsoft strategy and Solution Areas and builds industry presence - You will be responsible for Product Leadership and advocate as the voice of the Customer, Partners and Field to provide thought leadership on competitive landscape, solution area gaps, sales trends, etc. to drive improvements on the GTM plan and grow organization capability to drive true insights, learnings and blockers for leaders, managers and sellers​ - You will drive standardized rhythms and tools that drive increased customer and partner facing time for sellers​ and activate leaders and managers on investments and resource optimization, leveraging data and analysis​ - You will exemplify Microsoft Values and Culture such as Customer Obsession, Growth Mindset, and Diversity & Inclusion. Qualifications Required (RQs) - 8+ years marketing strategy, business planning, sales enablement, business development, technical pre-sales. - or related work experience. Preferred Qualifications (PQs) - 8+ years experience managing and expanding a product/solution portfolio and driving demand generation and pipeline acceleration within a complex (e.g., multinational or matrixed) organization. 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.

• Serve as a core driver of XPRIZE’s intelligence-led fundraising system • Execute a structured prospecting and portfolio management model • Take ownership of Salesforce pipeline architecture • Partner with Advancement leadership on portfolio composition and rebalancing • Lead bi-weekly moves management processes • Activate executive travel prospecting strategy • Maintain Salesforce as the single source of truth while ensuring research insights are captured and usable

• Serve as primary administrator for Salesforce supporting Advancement activities • Manage system configurations aligned with fundraising workflows • Maintain dashboards and reports for Advancement leadership • Implement system improvements to enhance usability and effectiveness • Coordinate structural/architecture changes with CRM Architecture Lead and governance processes • Ensure alignment with enterprise data architecture standards • Manage user permissions and access controls • Support onboarding of new Salesforce users • Monitor system performance related to fundraising workflows • Act as primary steward of Advancement data quality within Salesforce • Monitor completeness and consistency of donor and prospect records • Identify and resolve duplicate records • Implement best practices for data entry and record management • Conduct periodic data health audits to identify systemic issues • Partner with leadership to strengthen data policies and practices • Ensure alignment with organizational data governance standards • Develop and maintain Salesforce reports and dashboards • Provide visibility into pipeline health and donor engagement activity • Support leadership in tracking progress toward fundraising goals • Build reporting frameworks for decision-making • Analyze fundraising performance and donor engagement patterns • Surface insights to improve portfolio management and pipeline progression • Partner with Strategic Philanthropy and Community teams on workflow alignment • Identify opportunities to improve system processes • Recommend and implement system enhancements • Serve as primary Salesforce resource for Advancement staff • Provide training and guidance on system usage and best practices