Partner Capacity Planning Mgr (704183 - External)

US Partner Capacity Planning and Performance Measurement Lead

Partners are responsible for more than 95% of Microsoft’s revenue worldwide. In addition, Microsoft touts one of the largest and most diverse partner ecosystems in the technology industry. The US Partner Capacity Planning and Performance Measurement Lead role requires a high energy, results driven individual to manage the channel analysis, planning process and cross-group alignment to ensure that Microsoft has the right (optimal) partner capacity, as well as the appropriate number and coverage of partner resources to achieve its objectives in the marketplace. This position will drive the evolution, implementation, and management of the annual capacity planning process, in conjunction with the corporate One Microsoft Capacity Initiative (OMCI), to ensure that there is the optimum number of skilled and experienced partner organizations by solution/competency area, and individuals by major role, in place to capitalize on current and forecasted market opportunities. This position will also play a lead role in strategic planning for FY and MY checkpoints and help connect with any local partner ecosystem research efforts on capacity and capability.

This role demands a professional who is passionate about partners and has a keen ability to manage highly scalable programs and frameworks. The role requires someone who can analyze the partner-base, identify partner capacity gaps, and contribute insight needed to recruit and enable the appropriate partners to help the business groups achieve and exceed objectives.
This role is responsible for developing the US partner capacity strategy, as well as implementing and coordinating the management of the programs and tools required to analyze and close partner capacity and readiness gaps. Success requires not only managing the process of developing inputs and settings needed by the partner capacity model and related frameworks, but also evangelizing the Capacity and Performance Measurement Models across the US to help ensure all teams are working with the best and right number of partners for each part of their businesses.
This role is unique in that its focus is entirely on the successful execution of partner ecosystem analysis, capacity and coverage modeling, marketing, and readiness plans. The person in this role will be required to work across the organization and with senior leadership in the US Sub to develop accurate projections of market growth opportunities, associated partner capacity and capability gaps, and related channel engagement and activation strategies needed to effectively address the gaps and to achieve an optimal channel ecosystem. The person in this role:
• Drives the “One Microsoft” voice across all segments of the US partner ecosystem and contributes strategic insight to the partner recruitment, readiness, and marketing teams to align their engines to the capacity gaps identified in the partner capacity model
• Develops subsidiary-wide Partner Intelligence for use by various business groups, and leads the effort to establish partner-related capacity and performance scorecard targets that the US Sub will be measured against
• Contributes to the OMCI partner capacity initiative and participates in that Community
Key Responsibilities for this role
1. Develop an all-up growth and Partner Capacity/Coverage Plan for the US Subsidiary. This plan is multi-dimensional, including geography; customer segments and Operating Models; partner skills/focus areas aligned to MPN Competencies; partner types, and will provide prescriptive guidance for the appropriate field and HQ roles to execute against the plan.
2. Develop partner capacity ecosystem framework. Along with delivering the plan, a framework needs to be provided so key members, groups and teams within the US Subsidiary team can determine how to best optimize their partner ecosystem. Specifically, the framework will provide guidance on how to assess partner productivity and performance and provide transparency as to how best to close the capacity gaps with available or projected resourcing. In addition, this role will assist the field teams to interpret the outputs of the OMCI partner capacity planning and performance measurement tools to determine resources and programs needed to support the capacity strategy and the changing partner ecosystem. In addition, the framework should give guidance on which readiness and recruitment activities need to occur to further address the capacity gaps.
3. Ensure appropriate executives and roles are embracing and leveraging the capacity and performance measurement models. Specifically, this role will provide guidance and business insight to the Regional Enablement Directors, TPAM managers, PAM managers, PTU leads, BMO leads, Area General Managers and ultimately the PLT.
4. Ensure activities are connected and integrated to address the capacity gaps. Activities are spread across multiple groups and include groups like the BMO, Segment Marketing Teams, Finance, and other partner groups within Microsoft. This role will be responsible for setting annual partner targets and for aligning outputs with partner program, marketing, and partner enablement teams.
5. Be the authority on Growth Opportunity and Capacity Planning in your Geography. Ultimately, the person in this role will be the expert on Partner Capacity Planning. As a result, they will need to represent the planning and the assumptions across the US Sub and to our WW Business Groups (BGs).
Skill Requirements
The ideal candidate will have previous scalable marketing experience in a partner-facing role, strong analytical and strategy development skills, strong cross-group collaboration skills, exemplary written and verbal communication skills, and the ability to lead cross-group teams, manage vendors, and collaborate with internal partner support teams. Strong presentation skills are a must and the ability to gain buy-in from field and WW teams on plans, budgets, and goals is required. Bachelor’s degree is required and MBA preferred , along with and at least 5 years experience in an analytical marketing role, preferably in the IT partner channel and field sales. 25% travel required (mostly within the US).