Microsoft Global PDM AVP Microsoft Global PDM AVP …

in McLean, VA, United States
Permanent, Full time
Be the first to apply
in McLean, VA, United States
Permanent, Full time
Be the first to apply
Microsoft Global PDM AVP
Microsoft Global Partner DevelopmentManager AVP - StrategicPartnership Group Cognizant (Nasdaq-100: CTSH) is one of the world's leading professionalservices companies, transforming clients' business, operating and technologymodels for the digital era. Our unique industry-based, consultative approachhelps clients envision, build and run more innovative and efficient businesses.Headquartered in the U.S., Cognizant is ranked 193 on the Fortune 500 and isconsistently listed among the most admired companies in the world. Learn howCognizant helps clients lead with digital at or follow us @Cognizant.

Strategic Partnership Group (SPG)
Cognizantis looking for a passionate and energetic business development and allianceprofessional to join our Strategic Partnership Group (SPG). SPG is chartered with driving incrementalrevenue growth through joint offers and market development programs withCognizant's most strategic and global technology and solution partners. Our SPG team sits more broadly within ourStrategy, Partnerships and Business Development Group and is a criticalfunction for executing our strategy which is increasingly becoming moredependent on deep relationships with critical partners.
Summary: As a Partner Development Manager, you will own strategy, executionand management of our partnership with Microsoft globally. You will be responsible foridentifying, defining, prioritizing, and launching region-specific solutionsand offerings, while also building and executing a comprehensive go-to-marketplan to accelerate adoption of these solutions and services through the partnerin the region. The success of this role is predicated on building, nurturing,leveraging and connecting relationships across Cognizant's and the Partner'sexecutive leaders, product leaders, and sales teams across targeted verticalbusiness units and service lines. Youwill be responsible for setting and achieving revenue growth targets in theregion by driving the overall market adoption of Cognizant solutions and IT ervices. You will successfully build virtual teamscomprised of a diverse set of skills and knowledge from across Cognizant tointerface with a variety of teams on the partner side.

Theideal candidate will have both a business background that enables them toengage at the CXO level, as well as a sales background that enables them tomanage joint GTM efforts including the interaction with enterprise customersand sales executives. The ideal candidate should have a demonstrated ability tothink strategically about business, product, and technical challenges, as wellas build and convey compelling value propositions. The position also requires astrong technical acumen and familiarity with cloud services.

· Develop and own end-to-end execution of theregional partnership plan (in line with the global plan) with Microsoft globally,including definition and agreement of successful outcomes against Cognizantrevenue targets and the Microsoft scorecard inregion
· Establish a regular cadence with partners forpipeline, opportunity and business reviews to manage progress against theregional partnership plan
· Lead the Cognizant brand and associatedpartnership impact across Microsoft executiveand field teams. Ensure the partner's field sales organization is enabled todrive new revenue opportunities for Cognizant
· Work with Global Partner Development Managersand internal practice areas to develop joint offerings for target industriesand accounts globally
· Define strategic accounts and joint accountplanning targets, by country in selected RAD segments, to support proactivebusiness development
· Serve as the internal subject matter expertfor the partner's solutions and technology by developing a deep understanding ofpartner's strategies, technology, offerings, GTM model, and incentive programs;leverage programs for incremental margin and funding opportunities forCognizant.
· Communicate the partner strategy, joint offervalue propositions and GTM strategy to our Partner Success Managers and ourindustry/country based generalist and specialist sales teams; represent thepartnership at external events
· Drive the development of sales enablementmaterials/tools in conjunction with cross-functional teams that marketing,sales and offer management with our practices
· In coordination with regional and globalmarketing and AR/PR, develop and support execution of campaigns (e.g. events,demand generation programs) to deliver incremental growth opportunities inselected industries and solution areas
· Identify joint collaboration activities andsecure Marketing Development Funds from partners to support
· Preparing and giving business reviews to and Cognizant senior leaders in the region
· Identify and support opportunities for account-specifictraining and certification
· Coach, mentor, and provide feedback to teammembers

Required Experience:
· Experience in business development, partner(channel or alliance) management, sales/strategic sales with a track record ofexceeding revenue goals and driving successful partner programs
· Understanding of the public cloud,IaaS/PaaS/SaaS market and different technology segments
· Experience working with Global SystemIntegration/Consulting organizations or global ISVs/Cloud Platform vendors(e.g. Microsoft, AWS, Google, Dell Technologies, HPE, Oracle, or SAP)
· Creative thinker with the ability to structureand execute complex initiatives, programs, and deals
· Be results driven and demonstrated willingnessto take the lead in driving initiatives, creating unique approaches todeveloping new revenue opportunities across teams with, at times, competingpriorities and measures
· Highly collaborative, with an ability tothrive and influence within a matrixed environment characterized bydirect/indirect accountability to a variety of stakeholders in differentfunctional and geographic areas
· Excellent verbal and written communication andpresentation skills and the ability to interact effectively across multiplelevels (from IC to Senior Leadership) within Cognizant and
· Highly organized and detail oriented, able tocontinually prioritize and pivot based on changing market conditions
· Experience and demonstrated success workingwith and across multiple countries and culture within a geographic region
· Presentation and writing skills and theability to articulate complex concepts to cross-functional audiences
· 15+ years of sales and technology partnership experience
· 5+ years of managing a team ofhigh performing Partner Success Managers

Required Education: · Technical undergraduate degree preferred; MBAa plus

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