Sr Partner Development Manager- Telco
Sales & Business Development
Johannesburg, South Africa
EUR 92,300-151,400 / year
The Partner Development Manager (PDM) is Microsoft's strategic channel sales leader responsible for driving partner-led execution, revenue growth, and business transformation through the partner ecosystem. The role focuses on building and scaling partner sales engines, accelerating cloud and AI adoption, driving co-sell execution, and enabling partners to deliver customer success aligned to Microsoft's business priorities.
This role leads Microsoft's strategic telecommunications partners across the Africa region, driving locally relevant growth across AI, Cloud, Security, Modern Work, and Business Applications.
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 Planning & Strategy
• Develop and execute Partner Business Plans (PBPs) aligned to Microsoft AI, Cloud, Security, and Modern Work priorities.
• Drive partner-led execution against business objectives, revenue goals, and consumption targets.
• Maintain a strong Rhythm of Business (ROB) through regular business reviews and governance.
• Identify opportunities to expand market reach and accelerate customer acquisition.
• Translate global partner priorities into locally relevant execution across the Africa region.
Lead AI Transformation Through Strategic Partners
• Drive partner-led adoption of Microsoft Copilot, Azure AI, Fabric, and Data & Analytics solutions.
• Enable partners to build and deliver AI-powered solutions and managed services.
• Support transformation through AI, Intelligent Edge, Security, and cloud innovation.
• Position Microsoft as the preferred AI platform for business transformation.
Executive Partnerships & Business Leadership
• Build trusted relationships with C-level executives and senior leaders.
• Lead executive governance, planning sessions, and investment alignment discussions.
• Influence partner priorities toward Microsoft AI, Cloud, and Security growth opportunities.
• Align regional partner strategy with country execution across the Africa region.
Accelerate Cloud and AI Business Growth
• Drive growth across AI, Azure, Security, Modern Work, and Business Applications.
• Lead pipeline development, co-sell execution, and opportunity acceleration.
• Partner with Microsoft sales teams to drive predictable revenue and consumption growth.
• Execute solution play strategies through marketplaces and AI-enabled sales motions.
• Develop scalable customer and partner motions suited to the Africa region.
Partner Capability & Ecosystem Development
• Drive skilling, certifications, specializations, and marketplace readiness.
• Enable advanced capabilities across AI, Cloud, Security, and Data platforms.
• Champion continuous learning and AI-powered sales and technical practices.
• Strengthen local delivery capacity through the Africa partner ecosystem.
Cross-Microsoft Leadership
• Mobilize sales, technical, customer success, marketing, and engineering resources.
• Lead virtual teams and remove barriers to partner success.
• Scale best practices across regional and global teams.
• Orchestrate cross-border execution across the Africa region and global teams.
Operational Excellence, Governance & Compliance
• Ensure adherence to Microsoft compliance standards and Responsible AI principles.
• Drive accountability through performance metrics, reporting, and forecasting.
• Monitor progress against revenue, consumption, capability, and customer acquisition goals.
Qualifications
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field
- Demostrated years of experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
Preferred Qualifications
- OR equivalent experience.
- Experience in the telecommunications industry, including operators, digital service providers, or ecosystem partners.
- Experience in Partner Development, Business Development, Enterprise Sales, Channel Management, or Strategic Alliances.
- Proven ability to build and influence executive-level relationships.
- Experience developing and executing Partner Business Plans and growth strategies.
- Strong understanding of telecommunications business models, cloud transformation, and AI innovation.
- Knowledge of AI, Cloud, Data & Analytics, Security, and Modern Work solutions.
- Proven success driving co-sell execution and partner-led growth.
- Experience managing regional or multinational partnerships.
- Strong communication, negotiation, and stakeholder management skills.
- Experience operating across the Africa region or similarly diverse markets.
- Strong cultural agility and regional stakeholder management skills.
Travel Requirements
- Ability to travel across the Africa region and internationally as required (25%–50%).
Partner Development Management IC5 - The typical base pay range for this role across Ireland is € 92,300.00 - € 151,400.00 per year. Certain roles may be eligible for benefits and other compensation.
Find additional benefits and pay information here:
https://careers.microsoft.com/v2/global/en/corporate-pay/ireland-corporate-pay.html
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.