Partner Development Manager

Microsoft · Multiple Locations

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Microsoft's Small, Medium Enterprises & Channel (SME&C) organization is hiring a Partner Development Manager – Scale Solution Providers & System Integrators (SSP/SI), based in Nairobi, Kenya. In this role, you'll lead a portfolio of strategic SSP and SI partners and turn them into AI-powered growth engines for Microsoft and our customers.

As Partner Development Manager, you'll own the growth, strategy and execution for a portfolio of strategic SSP and SI partners. You'll lead their move to becoming Frontier partners: AI-first businesses that build, sell and deliver repeatable AI, agent, Copilot, Azure, Data and Security solutions that grow consumption and revenue.

You'll set, own and execute the joint sales strategy with partner executives and turn it into business plans with clear targets. You'll build and speed up joint pipeline, drive co-sell with Microsoft's field teams, and run a disciplined rhythm of business that delivers results. You'll also use Kenya as our East Africa execution hub to scale proven, partner-led AI plays across the region.

The role needs a sales-driven leader with deep channel experience, a comprehensive understanding of AI and cloud, and a record of beating targets by selling through and with partners.

AI & Frontier Partner Transformation

• Lead the shift of your SSP/SI partners into Frontier partners: AI-first businesses with effective practices across Copilot, agents, Azure AI, Data, Apps and Security.
• Help partners design, package and bring to market repeatable, profitable AI solutions and managed services. This covers AI readiness assessments, data platform modernization, agent development and Copilot adoption, all tied to clear business results.
• Push partners to use AI internally first ("Customer Zero"), so they sell from real experience and can show the value of AI to customers.
• Build partners' technical and delivery capacity in AI and cloud through designations, specializations, advanced certifications and focused skilling programs.

Sales Strategy & Partner Business Planning

• Set the sales strategy for each partner and turn it into a joint business plan. Plans should include clear revenue, consumption, pipeline and customer-acquisition targets tied to Microsoft's priorities.
• Engage partner C-level leaders as a trusted advisor. Influence their investment in Microsoft AI and cloud practices, sales capacity and go-to-market.
• Find and pursue growth opportunities across new customer acquisition, Azure consumption, Copilot and Security attach, CSP growth, EA-to-CSP transitions, renewals, upsell and cross-sell.
• Use Microsoft partner programs, incentives and funding strategically to speed up growth, with a measurable return on every investment.

Co-Sell & Pipeline Execution

• Build proven co-sell between partners and Microsoft's field teams (account executives, solution specialists, technical architects), using Microsoft's customer engagement process (MCEM) and proven win formulas.
• Create, qualify and speed up joint pipeline. Drive fast partner response on shared opportunities, move deals through the stages, and convert pipeline into closed revenue.
• Lead joint account and territory planning to target high-potential customers and focus AI and Frontier plays where they'll have the biggest impact.
• Help partners win dynamic deals by clearly explaining Microsoft's strengths against competitors.

Operational Excellence & Accountability

• Run a disciplined, data-driven rhythm of business: monthly and quarterly business reviews, executive governance, pipeline reviews and forecast accuracy.
• Track performance closely with Microsoft sales and partner insight tools. Act early on risks and gaps so you consistently meet or beat targets.
• Coordinate internal teams, including partner solution architects, partner marketing, deal acceleration and program teams, so they focus on the opportunities that matter most.

East Africa Execution Hub

• Use Kenya as the regional hub to scale proven partner-led AI and cloud plays across East Africa, and share leading practices across markets.

Culture & Compliance

• Lead with a growth mindset, a "learn-it-all" attitude and a sense of urgency. Live Microsoft's values, culture and Trust Code in every decision.

• Bachelor's degree in Business, Engineering, Computer Science, Marketing or a related field, together with extensive, senior-level experience in technology sales, channel sales or partner development, OR equivalent experience.
• Broad, hands-on channel experience managing resellers, system integrators or managed service providers, with a thorough understanding of partner business models and channel economics.
• A consistent track record of exceeding revenue, consumption and pipeline targets by selling through and with partners.
• Well-developed sales execution skills: pipeline management, forecasting, deal strategy, closing, and co-selling with a direct sales team.
• In-depth knowledge of AI and cloud (generative AI, agents, Copilot, Azure, Data and Security), with experience helping partners build and launch AI and cloud practices.
• Sound business and financial skills, including building business cases, analysing pipeline and revenue, and achieving a return on partner investments.
• The credibility and communication skills to engage and influence C-level leaders without formal authority.
• Strategic thinking, with the discipline to turn strategy into day-to-day execution.
• An established network in the Kenyan and East African technology ecosystem, and willingness to travel across the region.

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.

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