Senior Partner Development Manager - Costco (Surface)
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What you'll do
- Develop and execute partner strategy across Surface portfolio to drive revenue and share growth
- Build and manage strategic relationships with key Costco and ecosystem partners, ensuring alignment to Microsoft priorities and targets
- Lead joint business planning (JBP), including revenue forecasting, pipeline development, and performance tracking
- Enable Surface value propositions, offers, and programs in Warehouse and Online
- Drive partner readiness and training to expand reach and improve conversion rates
- Partner with marketing teams to activate demand generation campaigns
- Own revenue targets, scorecards, and KPIs
- Monitor sell-in and sell-through performance, identifying risks and opportunities to drive corrective actions
- Leverage data and insights to optimize inventory flow, channel health, and attach
- Partner with internal stakeholders (Category, Marketing, Finance, Supply Chain) to influence and ensure execution of Costco joint priorities
- Align with partner teams to drive integrated channel strategy and consistent partner experience
What they're looking for
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
Nice to have
- Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience OR equivalent experience.
- 5+ years of experience in sales, channel management, or partner management.
- Experience managing indirect sales models and working across tiered partner ecosystems.
- Experience in the devices and PC ecosystem preferred.
- Familiarity with leading retailer business models, incentive structures, and operations.
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
MCAPS-Core accelerates customer outcomes and business growth. By uniting product, engineering, marketing, sales, customer success, and partners around a common customer mission, we help customers realize value faster and turn innovation into measurable business impact. Through deep technical expertise and differentiated go-to-market execution, we win competitively, capture market share, and scale repeatable growth motions. We differentiate through value creation - delivering world-class, AI-powered customer experiences that accelerate adoption, strengthen loyalty, and create sustainable competitive advantage, driving growth that outpaces the market.
In Consumer Channel Sales, our consumer organization our purpose is to create value with our partners, to market and sell innovative consumer solutions powered by Windows, Office, Surface. We’re positioned right at the intersection of customers, hardware partners, and channel partners. Together, we win by delivering compelling at-home and on-the-go experiences combining intelligent edge devices and services that create Microsoft fans for life.
The Senior Partner Development Manager is responsible for driving revenue growth, partner engagement, and category expansion across Costco US and Canada partners for Surface. This role develops and executes joint business plans to scale reach, optimize channel performance, and accelerate sell-through across Costco US and Canada.
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 Strategy & Execution
Develop and execute partner strategy across Surface portfolio to drive revenue and share growth
Build and manage strategic relationships with key Costco and ecosystem partners, ensuring alignment to Microsoft priorities and targets
Lead joint business planning (JBP), including revenue forecasting, pipeline development, and performance tracking
Channel Growth & Partner Enablement
Enable Surface value propositions, offers, and programs in Warehouse and Online
Drive partner readiness and training to expand reach and improve conversion rates
Partner with marketing teams to activate demand generation campaigns
Sales Performance & Accountability
Own revenue targets, scorecards, and KPIs
Monitor sell-in and sell-through performance, identifying risks and opportunities to drive corrective actions
Leverage data and insights to optimize inventory flow, channel health, and attach
Cross-Functional Collaboration
Partner with internal stakeholders (Category, Marketing, Finance, Supply Chain) to influence and ensure execution of Costco joint priorities
Align with partner teams to drive integrated channel strategy and consistent partner experience
Other
Qualifications
Required/minimum qualifications
- Bachelor's Degree in Marketing, Business Operations, Computer Science or a related field AND 5+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
Other Requirements
Microsoft is unable to sponsor a work visa for this role due to the nature of the role’s job duties.
Additional or preferred qualifications
- Master's Degree in Business Administration, Business Science, or an advanced degree in Science, Technology, Engineering, and Mathematics (STEM) or a related field AND 8+ years experience in partner management, sales, business development, or partner channel development in the technology industry or related experience
- OR equivalent experience.
- 5+ years of experience in sales, channel management, or partner management.
- Experience managing indirect sales models and working across tiered partner ecosystems.
- Experience in the devices and PC ecosystem preferred.
- Familiarity with leading retailer business models, incentive structures, and operations.
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.
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