65 Partner Management jobs in Australia

**Job Family:** Buildings
**Req ID:**
At Siemens we're reimagining the future of buildings - smarter, more sustainable, and deeply connected. As demand for intelligent automation grows, we're expanding our ecosystem of partners to bring powerful, integrated solutions to our clients. To help drive this vision, we're looking for an experienced Head of Partner Management to lead a team of partner managers and strategically grow our partner network across the region.
In this role, you'll be responsible for the development of our integration and technology partner business. Under your leadership, our existing network of partners will benefit further from our partner program, and the team will identify high-potential collaborators, onboarding and enabling them. The team also has responsibility for demand creation activities with consultants, end users and influencers in the built environment. It's all about building long-term relationships that create shared value. This is a highly cross-functional management role - you'll work closely with sales, product management, technical support, and marketing to deliver joint solutions that meet client needs and drive business growth.
We're looking for someone with a strong understanding of the built environment and it's ecosystem - ideally someone who has worked with or alongside system integrators, controls vendors, or smart building platform providers. You should be able to lead a team and have a mix of technical fluency and business acumen, with a proven ability to build partnerships that scale.
To succeed here, you'll need at least 5 years of experience in partner or channel management, preferably within building automation, fire safety or security domains. More important is your ability to build trust, think strategically, and deliver results in a fast-moving environment.
In return, we offer the opportunity to work on the leading edge of smart building innovation, with a supportive and mission-driven team. We value flexibility, creativity, and real impact - and we're ready to invest in the right person to help us grow.
Siemens is a proud equal opportunity employer, creating a work environment of diversity and inclusion. Our diverse workforce cultivates Innovation and Excellence and in turn creates a workplace where our employees belong and prosper. Diversity and inclusion help us fully realise the potential of our people.

**Job Family:** Buildings
**Req ID:**
At Siemens we're reimagining the future of buildings - smarter, more sustainable, and deeply connected. As demand for intelligent automation grows, we're expanding our ecosystem of partners to bring powerful, integrated solutions to our clients. To help drive this vision, we're looking for an experienced Head of Partner Management to lead a team of partner managers and strategically grow our partner network across the region.
In this role, you'll be responsible for the development of our integration and technology partner business. Under your leadership, our existing network of partners will benefit further from our partner program, and the team will identify high-potential collaborators, onboarding and enabling them. The team also has responsibility for demand creation activities with consultants, end users and influencers in the built environment. It's all about building long-term relationships that create shared value. This is a highly cross-functional management role - you'll work closely with sales, product management, technical support, and marketing to deliver joint solutions that meet client needs and drive business growth.
We're looking for someone with a strong understanding of the built environment and it's ecosystem - ideally someone who has worked with or alongside system integrators, controls vendors, or smart building platform providers. You should be able to lead a team and have a mix of technical fluency and business acumen, with a proven ability to build partnerships that scale.
To succeed here, you'll need at least 5 years of experience in partner or channel management, preferably within building automation, fire safety or security domains. More important is your ability to build trust, think strategically, and deliver results in a fast-moving environment.
In return, we offer the opportunity to work on the leading edge of smart building innovation, with a supportive and mission-driven team. We value flexibility, creativity, and real impact - and we're ready to invest in the right person to help us grow.
Siemens is a proud equal opportunity employer, creating a work environment of diversity and inclusion. Our diverse workforce cultivates Innovation and Excellence and in turn creates a workplace where our employees belong and prosper. Diversity and inclusion help us fully realise the potential of our people.

**Work Schedule**
Standard (Mon-Fri)
**Environmental Conditions**
Laboratory Setting, Office, Some degree of PPE (Personal Protective Equipment) required (safety glasses, gowning, gloves, lab coat, ear plugs etc.), Various outside weather conditions
**Job Description**
As part of the Thermo Fisher Scientific team, you'll discover meaningful work that makes a positive impact on a global scale. Join our colleagues in bringing our Mission to life every single day to enable our customers to make the world healthier, cleaner and safer. We provide our global teams with the resources needed to achieve individual career goals while helping to take science a step beyond by developing solutions for some of the world's toughest challenges, like protecting the environment, making sure our food is safe or helping find cures for cancer.
**Location/Division Specific Information**
Melbourne, Sydney and Brisbane
**About the Role:**
**The Key Account Manager is accountable for the relationship between assigned key accounts in the Pharma and Applied Markets sector and the company. Specifically the position will plan and implement an account strategy designed to maximise the share of wallet and partner at the highest levels with key customers.**
**What You'll Do:**
+ Create the overall strategy for assigned accounts; incorporating business unit level account goals and objectives.
+ Lead the interface between the account and company.
+ Develop relationships at senior levels within the account to advance Thermo Fisher's access and opportunities.
+ Create account leverage across the breadth of the portfolio.
+ Align specific proposals and offerings to company objectives by working with business unit product management and sales teams.
+ Own the business objectives for the account strategy including umbrella financial objectives and compliance metrics.
+ Define opportunities and initiatives such as bundles, incentives, and rebates to bias the relationship towards significant improvement in customer's share with company.
+ Conduct regular key account reviews and business updates to key collaborators within Client Company and within Thermo Fisher Scientific ANZ.
**Keys to Success:**
**Education**
+ Formal Tertiary qualification
**Experience**
+ Minimum of 3 years as a strategic account executive or similar skills.
+ Track record of successful performance in a high focused, dedication and high intensity environment
+ Strong business insight of our industry sector in Pharma and Applied Markets, its key players, its key trends and potential challenges (preferred)
+ Experience in working in a global and matrix organisation with a decentralised model (preferred)
+ Experience acquired across several companies (preferred)
**Knowledge, Skills, Abilities**
+ Results oriented and driven to succeed
+ Strong commercial acumen with the ability to articulate and communicate business opportunities
+ Ability to translate sophisticated and large amount of information and priorities into implementable strategies and drive result.
+ Skilled in establishing relationship and networks across company and divisions, driving alignment, common goals and clear accountabilities
+ Strong interpersonal skills with an ability to prioritize based on key result areas, to lead time efficiently and to meet agreed deadlines
+ Ability to efficiently operate with ambiguity and lead change
+ Excellent written and verbal communication skills with a strong ability to influence and negotiate outcomes successfully.
+ Proven high level of integrity and professional standards
+ A passion for continuous interpersonal improvement.
+ Strong digital literacy in Microsoft Office and standard IT software systems i.e. CRM
**Physical Requirements / Work Environment**
**Travel requirement for this position 30 - 40%.**
Adhere to OHS policies and procedures and ensure a safe and healthy workplace environment
**Benefits**
**Join our team and take advantage of these great benefits! Apply now to learn more about the full range of benefits we offer.**
+ **Health & Wellbeing:** Join a company that prioritizes your health & wellbeing with comprehensive benefits, wellness programs, and an Employee Assistance Program providing confidential support for personal and work-related issues.
+ **Flexibility:** Balance your work and personal life with flexible arrangements.
+ **Extra Leave:** Benefit from generous leave policies, including the option to purchase additional leave, paid birthday leave, and company paid parental leave.
+ **Charitable Giving & Volunteering:** Make an impact with paid volunteer time to support non-profit organizations that matter to you.
+ **Learning & Development:** Advance your career with access to online courses via Thermo Fisher Scientific University Plus and LinkedIn learning, workshops, and mentorship programs for continuous learning and skill development.
**Thermo Fisher Scientific Australia WGEA Employer of Choice for Gender Equality**
Our Mission is to enable our customers to make the world healthier, cleaner and safer. Watch ( as our colleagues explain 5 reasons to work with us. As one team of 120,000+ colleagues, we share a common set of values - Integrity, Intensity, Innovation and Involvement - working together to accelerate research, solve complex scientific challenges, drive technological innovation and support patients in need. #StartYourStory at Thermo Fisher Scientific ( , where diverse experiences, backgrounds and perspectives are valued.
**Apply today:** ** Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.
Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.

Description
Amazon is seeking an experienced Strategic Partnerships Manager (SPM) to support the growth of AWS's most strategic partners as a part of Strategic Partner Collaboration and Governance (SPCG) team. A Strategic Partnership Manager (SPM) is a passionate advocate and driving force behind transformative initiatives that reshape our partners' businesses, technologies and organizational cultures. The role is responsible for delivering partner/customer transformation aligned to APJ AGS strategic priorities and objectives defined in our Strategic Collaboration Agreement (SCA) with partners across APJ. This leader will play an active role in developing business cases, analyzing project goals, creating implementation plans, and then driving AWS team members, stakeholders, subject-matter experts and partners to achieve those goals.
SPMs are goaled at driving intentional, comprehensive and accelerated partner transformation across Build, Market, Sell and Grow levers. You will track key performance indicators to help support the future state of each project, drive success and communicate project status updates to stakeholders and business leaders. The ideal candidate will be comfortable in a fast-paced, multi-tasked, high energy environment. They will be a creative and analytical problem solver with a passion for delivering results.
To execute against the assigned goals, SPMs are expected to define and co-own GTM strategy for their assigned partner portfolio, its implementation and governance plan in collaboration with #One Partner team. They also co-own GTG (Go to Green) and tactical plans and their governance when SCA goals are either off-track or when specific SCA portfolio risks and/or opportunities emerge.
An SPM is expected to drive cross-org impact through ownership of strategic projects and priorities (such as development of SCA Prioritization Tenets to refocus our efforts on driving SCA-led transformation). An SPM provides SMEship to optimize our SCA partner engagements, find elegant solutions to complex and ambiguous engagements and standardizing best practices globally.
Key job responsibilities
- Deliver SCA Revenue targets for assigned SCA engagements (typically 4-5 partners with large transformation potential/impact)
- Build and orchestrate partner-led GTM/Sales Plays to deliver pipeline and other input goals;
- Develop Partner Capability including Competency and differentiated Solution development. These goals and KPIs are shared and interlocked with #One Partner team
- Develop and manage project governance plans (e.g., QBRs, EBCs), project schedules, team goals and success criteria, and project milestones
A day in the life
Diverse Experiences
AWS values diverse experiences. Even if you do not meet all of the preferred qualifications and skills listed in the job description, we encourage candidates to apply. If your career is just starting, hasn't followed a traditional path, or includes alternative experiences, don't let it stop you from applying.
Why AWS?
Amazon Web Services (AWS) is the world's most comprehensive and broadly adopted cloud platform. We pioneered cloud computing and never stopped innovating - that's why customers from the most successful startups to Global 500 companies trust our robust suite of products and services to power their businesses.
Inclusive Team Culture
AWS values curiosity and connection. Our employee-led and company-sponsored affinity groups promote inclusion and empower our people to take pride in what makes us unique. Our inclusion events foster stronger, more collaborative teams. Our continual innovation is fueled by the bold ideas, fresh perspectives, and passionate voices our teams bring to everything we do.
Mentorship & Career Growth
We're continuously raising our performance bar as we strive to become Earth's Best Employer. That's why you'll find endless knowledge-sharing, mentorship and other career-advancing resources here to help you develop into a better-rounded professional.
Work/Life Balance
We value work-life harmony. Achieving success at work should never come at the expense of sacrifices at home, which is why we strive for flexibility as part of our working culture. When we feel supported in the workplace and at home, there's nothing we can't achieve.
Basic Qualifications
- Bachelor's degree
- Experience developing strategies that influence leadership decisions at the organizational level
- 15+ years of professional experience with 5+ years of developing, negotiating and executing business agreements experience
- Extensive partner management experience and/or GTM/Sales experience in Cloud industry
- Experience managing programs across cross functional teams, building processes and coordinating release schedules
Preferred Qualifications
- Experience interpreting data and making business recommendations
- Experience identifying, negotiating, and executing complex legal agreements
Acknowledgement of country:
In the spirit of reconciliation Amazon acknowledges the Traditional Custodians of country throughout Australia and their connections to land, sea and community. We pay our respect to their elders past and present and extend that respect to all Aboriginal and Torres Strait Islander peoples today.
IDE statement:
Amazon is an equal opportunity employer and does not discriminate on the basis of protected veteran status, disability, or other legally protected status.
Our inclusive culture empowers Amazonians to deliver the best results for our customers. If you have a disability and need a workplace accommodation or adjustment during the application and hiring process, including support for the interview or onboarding process, please visit for more information. If the country/region you're applying in isn't listed, please contact your Recruiting Partner.

At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan ( for more information.
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 7 years of experience in business development, partnerships, management consulting, or investment banking, in the Consumer Electronics, Auto, OEMs, Telecom, E-Commerce/Retail, Apps, Ads, Gaming, or Technology industries.
+ Experience working with C-level executives and cross-functionally across all levels of management.
+ Experience managing agreements or partnerships.
**Preferred qualifications:**
+ Experience in scaling the business in partnership with external partners.
+ Experience in sales in the mobile and technology industries, including experience in mobile phone sales, business development, or sales strategy with Australian Telecom carriers and retailers.
+ Understanding of mobile device categories issues, a goal for growth, and a commitment to advance strategies within the marketplace.
+ Ability to work in a matrixed organization, to build relationships, and to rally teams across organizational lines.
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
As Strategic Partnership Manager, you will be a key stakeholder in building and delivering a long-term strategy to sustainably scale our business. In close partnership with our Telco and Retail partners, you will recognize the opportunities to bring Google products to market in both traditional and unique ways. You will shape how new and existing products grow in a sales environment. You will work collaboratively with a team in a highly matrixed organization to achieve your goals aligned with Google's values of respect and inclusivity.
The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities:**
+ Build, maintain, and evolve external relationships with partners and across the ecosystem, and manage strategic partnerships with entities of all sizes.
+ Develop cross-product area strategic partner initiatives and build go-to-market strategies to meet broader Google goals across rapidly changing industries.
+ Ideate and drive complex agreements with potential partners and renewals/expansions for existing partners, and build consensus with internal and external executives.
+ Serve as the relationship manager for our current existing agreements. Help realize and optimize value from these partnerships while building effective long-term relationships.
+ Engage with several internal cross-functional teams across multiple geographies to incubate, launch, improve, and scale new features and user experiences across markets and functional areas.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:

At Google, we have a vision of empowerment and equitable opportunity for all Aboriginal and Torres Strait Islander peoples and commit to building reconciliation through Google's technology, platforms and people and we welcome Indigenous applicants. Please see our Reconciliation Action Plan ( for more information.
**Minimum qualifications:**
+ Bachelor's degree or equivalent practical experience.
+ 4 years of experience in business development, partnerships, management consulting or investment banking.
+ Experience in managing agreements or partnerships.
**Preferred qualifications:**
+ Experience in account management with the ability to advocate on behalf of the customer experience.
+ Ability to be flexible and adaptable in a dynamic and ever-changing environment.
+ Ability to navigate ambiguity and manage engaging priorities.
+ Excellent organizational and communication skills.
As a Strategic Partner Development Manager, you'll open doors with potential partners, lead exploratory discussions and evaluate/develop business opportunities. You will lead cross-functional teams, provide thought leadership and serve as a mentor to managers and associates. You are comfortable escalating and presenting business development strategies and key issues to senior management. You'll work closely with Google Product, Engineering, Legal and Sales teams on new product initiatives and key strategic relationships that support our online advertising business.
The Exchange Platforms team mission is to drive demand for Google Publisher partners, by providing paths to access Google Partner inventory in real time.
As an Agency Activation Specialist, you will have an opportunity to be a key partner in an ever evolving business at Google. You will become an expert in the dynamic world of Programmatic Direct Buying, Exchanges and Real-Time Bidding. You will utilize this experience to hit business growth goals with a particular focus on brand activation and Connected TV growth. You will advocate for agreements and packaging opportunities and implement new agreements and packaging products in-marketing. You will help to improve programmatic media buying, bringing greater efficiencies of ad-serving into the direct reservation channels.The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google's Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google's own Product teams with essential partnerships to help Google's user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
**Responsibilities:**
+ Meet and exceed business growth goals by driving agreement and packaging growth across brands in coordination with the Agency sales team.
+ Coordinate with Account teams to ensure successful relationships with the Agency and DSP partners.
+ Partner with internal support teams to help expand publisher reach and programmatic agreement and packaging efforts across our customer set.
+ Monitor industry trends, engaged landscape and identify opportunities to improve the execution.
+ Be a subject-matter-expert on Google Ad Manager publisher inventory and help to grow media investments.
Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also and If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form:

Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
**Responsibilities**
**Required Upon Hire and Critical/Important**
**Communicating with Impact:**
+ Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
**Conflict Resolution:**
+ The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
**English Language Proficiency:**
+ The ability to speak and understand English when giving instructions and directions, and when talking with colleagues, managers, and others for work matters.
**Oral Communication:**
+ The ability to make a verbal message understood and to receive/understand messages during in-person or remote (e.g., telephone) interactions.
**Presentations:**
+ The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audienceÂ's attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
**Technical Communication:**
+ The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
**Written Communication:**
+ The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
**Strong Financial services background:**
+ Requires strong financial services expertise to interpret industry regulations, understand market trends, identify customer needs, and communicate complex financial solutions effectively to clients and stakeholders.
**Cultivating Strategic Partnerships:**
+ Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
**Selling Solutions:**
+ Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Customer Engagement:**
+ Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices.
+ Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle.
+ Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
+ Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle.
+ Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
**Sales Strategy:**
+ Oversees strategic partnerships and directs innovative AI and cloud solutions to align with regional and global priorities. Develops strategies that position Microsoft as a market leader, builds strong customer relationships, and acts as a trusted advisor to advance digital transformation.
+ Leverages subject matter expertise and AI-driven market intelligence tools to identify new business opportunities and close market gaps. Synthesizes market trends to guide strategy and champions proactive market analysis.
+ Advises teams on solutions and market trends to create future-oriented sales strategies using predictive analytics. Leads cross-functional teams to deliver innovative, customer-focused solutions and bridge identified market gaps.
+ Drives executive-level discussions to prioritize and accelerate key sales opportunities, fosters internal and external partnerships to enhance customer success, aligns AI transformation visions with business goals, and mentors others on integrating security principles for trust and compliance.
**Relationship Management:**
+ Collaborates with Account Executives to manage and strengthen customer relationships through regular engagement and feedback sessions. Utilises insights from the consulting team to monitor project status, address issues proactively, and implement recovery plans to enhance customer satisfaction. Facilitates connections between CXO-level customers and Microsoft executives to build strong partnerships and encourage direct feedback.
+ Works closely with core account, software, and customer success teams to coordinate efforts and foster productive relationships across Microsoft partner groups. Shares customer insights to drive deeper engagement and supports Microsoft's account and solution teams in delivering value.
**Deep Proactive Engagement:**
+ Facilitates strategic internal and external conversations to align solutions with customer needs, collaborating across teams and serving as a trusted business partner and advisor.
+ Builds deep relationships with strategic customers, understanding their priorities to structure complex deals that deliver value for both customers and Microsoft.
+ Represents customer needs in proposals, manages procurement and legal aspects, resolves issues, and shares industry knowledge to influence business practices.
+ Identifies and acts on strategic opportunities using data and knowledge of Microsoft and customer strategies, driving deal growth and upsells while ensuring profitability and simplifying renewals.
+ Handles objections, negotiates complex contracts, and leads deal design and documentation across stakeholders.
+ Applies industry knowledge and competitive analysis to shape solutions, leverages investment options, and aligns negotiations with customer outcomes, demonstrating advanced understanding of market needs and Microsoft's competitive advantage.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
+ Must Speak fluent Japanese.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ( .

Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights.
**Responsibilities**
+ **Communicating with Impact** Effectively communicating the value of solutions to both internal and external business stakeholders, ensuring that mutual objectives and priorities are clearly presented and understood, thereby driving successful outcomes in sales engagements
+ **Conflict Resolution** The ability to manage conflict, disharmony, and strife among people and situations, while recognizing and addressing sensitivities.
+ **Presentations** The ability to create and deliver formal presentations to others. This includes sharing information on a range of topics in a clear, concise, engaging and convincing manner; commanding the audience’s attention; developing effective presentation materials (e.g., handouts, visual aids); and handling questions or argumentative positions from the audience.
+ **Technical Communication** The ability to adapt communications around different technologies, products, and services to the audience's level of understanding.
+ **Written Communication** The ability to prepare clear, accurate, and understandable written text, and follow the basic rules of spelling, grammar, and punctuation. This may include memos, emails, proposals, reports, and professional or general correspondence.
+ Strong Financial services background:
+ **Cultivating Strategic Partnerships** Orchestrating and maintaining strong business relationships and partnerships, while nurturing executive relationships to establish credibility as an active listener and trusted advisor. Managing relationships and projecting executive presence to cultivate effective collaborative partnerships with customers, partners, and stakeholders, driving business growth.
+ **Maximizing Business Opportunities** Maximizing business objectives by leveraging a deep understanding of businesses and their needs, and opportunities across market, industry, and competition. Managing and prioritizing business development opportunities through market and industry analysis, recognizing customer needs, qualifying opportunities, and identifying how solutions, in collaboration with partners, can enable business capabilities that drive growth and innovation
+ **Optimizing Account Operations** Managing and optimizing sales accounts through strategic decision-making, deep understanding of sales cycle timeframes, and leveraging advanced tools, programs, and insights to drive KPIs and enhance operational efficiencies. Orchestrating opportunities and deals by developing tailored sales strategies that drive successful business outcomes and maximize customer value realization.
+ **Selling Solutions** Selling solutions by demonstrating value, persuasively negotiating mutually beneficial agreements, and consulting with stakeholders to challenge conventional thinking. Creatively navigating the sales process and using storytelling to envision transformation with the customer, effectively connecting anecdotes, data insights, and technical value to maximize and accelerate customer business impact.
**Skills Not Mapped to Capability**
+ **Strategically Managing Sales Pipelines** Analyzing business needs and market dynamics, gathering and analyzing relevant customer, partner and competitor insights and trends, and managing and informing change processes for current and future customers to advance and optimize sales pipelines.
+ **Customer Engagement** Assesses and qualifies sales opportunities following sales frameworks and guidelines, ensuring alignment with AI-enhanced sales methodologies and best practices. Directs strategy development for driving and closing strategic, high-value opportunities. Leads partnerships across organizations (e.g., Account Team Unit (ATU), CSU, ISD, GPS) to ensure deal orchestration and seamless handoffs throughout the deal lifecycle. Establishes best practices to gain customer trust, secure deals, and proactively mitigate risks to enhance sales activities across the territory.
+ Directs and implements sales strategy tailored to each customer's security priorities, showcasing our dedication to secure, AI-powered transformation and addressing their specific needs within the customer success plan, fostering long-term partnerships through AI-driven insights. Champions partner team interaction, expertly navigates resources and fosters lasting relationships that activate co-selling strategies that drive partner attach to each opportunity through every stage in the sales lifecycle. Champions partner organization connections (i.e. GPS) that foster enduring relationships, shared gains, partner health and alignment with execution plans to accelerate customer value realization at scale.
+ **Sales & Pipeline Management** Leads the strategic analysis and identification of business and emerging opportunities to advance the customer portfolio and champion customer innovation at scale. Architects integration of technology (e.g., AI sales agents, automation, Power Platforms) to drive growth across multiple domains. Conducts deep-dive analysis of propensity, renewal, consumption, and usage data to develop and lead a comprehensive sales strategy. Directs the strategic partner optimization for each account and/or opportunity to ensure seamless handoffs with other teams (e.g., Global Partner Solutions (GPS), Customer Success Unit (CSU), Industry Solutions Delivery (ISD), Partner) throughout the deal lifecycle. Directs strategic whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, leveraging AI-driven insights and automation.
+ Drives sales pipeline reviews with internal executive stakeholders to ensure forecasting accuracy and meeting of sales targets, ensuring the use of AI-powered analytics and forecasting tools to enhance precision. Serves as a role model for others on, and maintains sales and/or consumption pipeline hygiene that enable tracking to achieve assigned sales metrics using all available tools, resources, and processes. Serves as a role model for others on, and leads usage and/or consumption pipeline hygiene to actively monitor adoption trends, identify opportunities for intervention, enabling customers to realize the value of solutions purchased, drive expansion, and ensure healthier, more predictable renewals.
+ **Sales Strategy** Drives partnerships with others cross-organizationally and strategically directs and oversees the creation of cutting-edge solutions that drive AI- and cloud-driven transformations, ensuring alignment with regional and global initiatives, emphasizing the integration of cutting-edge AI technologies and cloud services. Develops and leads high-level strategies that position Microsoft as a leader in the market, fostering influential customer relationships that enhance long-term business value. Acts as a subject matter expert and trusted advisor for customers (up to the executive level) and drives the adoption of technologies and solutions that align and advance their strategic goals and drive digital transformation.
+ Directs strategic partnerships for leveraging whitespace analysis and utilizes subject matter expertise to identify and capitalize on business opportunities to bridge market gaps within the assigned market domain, utilizing AI-driven market intelligence tools to assess trends and insights. Systematically synthesizes and forecasts market intelligence, trends, and insights to shape the team's strategic direction and business initiatives. Develops and champions the market analysis methodology to ensure proactive alignment with strategic directives and emerging market trends.
+ Provides guidance across teams on solution areas and broader market trends to craft cutting-edge sales strategies that anticipate and meet complex customer priorities and outcomes, incorporating AI-driven predictive analytics to forecast future market needs. Leads and inspires cross-functional teams to develop and prioritize innovative solutions and strategies that enhance customer business objectives. Proactively identifies and strategically bridges gaps, establishing a clear direction for market engagement and sales execution.
+ Drives strategic discussions with executive stakeholders and key decision makers for high-value customers to identify, qualify, prioritize, and accelerate sales opportunities. Establishes and leads partnerships with internal executive stakeholders within and across organizations to proactively drive and enhance customer success initiatives. Leads partnerships with account teams to align the customer's artificial intelligence (AI) transformation vision with their business priorities and success objectives. Mentors others on integrating, and advocates for incorporating security principles into all customer interactions, opportunity, and pursuits to maintain trust and compliance standards.
+ **Relationship Management** Plays a leading role, working jointly with Account Executive, in defining and leading overall customer relationship "rhythms of connections." Leverages insight from consulting account-delivery team to ensure awareness of status of projects in delivery. Ensures execution of regular consulting "rhythms of connections" with customer to seek customer feedback and maintain proactive dialogue on overall consulting value provided, as well as relationship risks and issues. Anticipates issues/risks on customer satisfaction, determines the root cause of problems, removes blockers, and establishes recovery action plan to improve customer's overall experience. Proactively seeks to develop CXO connections between customer and Consulting to enable customers to provide feedback directly to Microsoft executives and to develop customer/consulting executive relationships.
+ Owns and maintains in agreement with the core account team customer and partner relationships, influences key decision makers, and leads effective rhythms of connection with customer and partner stakeholders, appropriately leveraging the virtual Consulting account team. Builds and maintains relationships with appropriate network of Microsoft decision makers and leaders, and successfully leverages them where needed for customer and partner success. Leads overall Microsoft-customer relationship with one or more Chief Executive Officer(s).
+ Drives and leverages for agreement with the core account team, building and strengthening relationships with Microsoft partner teams, such as software and customer success teams, (e.g., ATU and CSAM), as well as the pursuit and delivery teams, through regular rhythm of connections. Brings expertise, insights, and perspectives from customer engagement to Microsoft business to drive deeper customer engagement. Contributes to and leads the Microsoft overall account teams, solution teams, and other partner groups.
+ **Deep Proactive Engagement** Orchestrates high levels of strategic conversations internally or externally. Proactively engages with others to align strategy to customer needs. Serves as trusted business partner to influence customers to solutions aligned to customer strategic needs, including collaboration across product and engineering or domain and account teams. Ensures the offer meet customer needs. Drives accountability/alignment in resolving cross-functional issues to successful conclusion. Serves as trusted advisor to executives as well as peers (e.g., reviewing deals and structure of deal with peers, developing stronger deals through lessons learned). Collaborates with strategic customers and with executives internally and externally. Presents long-term position even in challenging situations. Orchestrates among stakeholder groups. Proactively contributes to the success of others. Reaches out to others to encourage collaboration as appropriate, across teams. Drives reviews and lessons learned, using knowledge (from a broad application of learning, rather than on individual deal basis) gained to influence the way business is conducted within and outside discipline. Deep understanding and collaborates cross culturally to achieve business results.
+ Strives to develop depth of relationships with strategic customers to understand their priorities and strategies, and structures complex deals that drive value and contribute to Microsoft growth. Demonstrates empathy with high-level customers and partners. Grows share and adoption while simultaneously driving business value for customers. Represents customer requirements in proposals, and crafts value-based solutions. Owns portions of commercial procurement and/or legal relationship with customers, and works with suppliers. Raises issues and makes recommendations to internal stakeholders to help to solve customer issues with novel ideas/methods. Shares knowledge about customer priorities and industry challenges and competitive landscape. Leads efforts to unblock roadblocks for the customer and providing customer solutions, removes barriers/challenges, and resolves issues as they occur. Successfully collaborates with more senior stakeholders of the customer. Critically examines alternative methods in order to meet customer needs most effectively.
+ Understands and anticipates complex and strategic business opportunities which vary based on deal lifecycle and advanced data input (e.g., cross-sell/upsell, expanding footprint, transformational). Creatively uses knowledge of both customer and Microsoft strategies to influence the likelihood of winning new opportunities that grow the Microsoft annuity footprint. Leverages knowledge to secure upsells for proven value. Works with account teams to identify growth opportunities and solutions. Provides offers. Demonstrates knowledge of monetization of products and solutions. Influences the analysis of product and solution margins, profitability, customer return on investment (ROI), benchmarking, and lifetime value (LTV). Constructs deals that avoid renewal complexities for the business. Develops frameworks and strategies for multiple deals.
+ Proactively handles, owns, and manages objections and negotiates complex contractual amendments within empowerment. Optimizes for the right level of investment, creativity, and customization. Drives orchestration across stakeholders with appropriate breadth and depth. Drives design of deals that will process, including any standard or custom amendments and documentation.
+ Keeps up to date with best practices and strategies. Leverages advanced understanding of product and services strategy per solution area. Informs stakeholders about what works, what does not, and why. Analyzes competitive positioning and use cases. Demonstrates exhaustive understanding of Microsoft and customer strategies, and exhibits in-depth knowledge of industry, competition, and offerings. Provides feedback to align pricing and offer strategy to meet customer needs. Provides alternatives and recommendations internally and externally (e.g., multiple solution areas, multiple industries). Gathers and provides feedback to inform recommended changes, and influences changes. Initiates discussion for real-time changes and future innovation. Aligns business strategies across regions, and provides product feedback. Identifies, articulates, and closes the gap between customer needs and solutions, and identifies optimal solutions to solve gaps. Serves as role model for learning and understanding local subsidiary strategy. Feeds back customer insight from one subsidiary to another and drives problem solution for long-term strategic efforts.
+ Develops industry knowledge and competitive analysis to contribute to crafting solutions. Understands what customer does and how, and aligns deal solutions to business outcomes. Contributes to early engagement, planning and ideation process. Engages in challenger conversations appropriately. Understands how to deliver solutions to customers. Leverages investment opportunities (e.g., financing, ECIF/ACO) where available to further commercial outcomes. Engages in the design of commercial deals and proactively drives the negotiation to meet customer expectations and Microsoft strategy, leading to winning solutions and successful business outcomes. Aligns language of renewal or negotiation to customer's outcomes, including total cost of ownership (TCO) and return on investment (ROI). Responds to customer issues (e.g., contracting, pricing). Shares knowledge of product and services offerings, licensing, and industry. Examines deals from different angles (e.g., year over year), and models variables to make the deal effective. Anticipates potential escalations and customer reactions. Demonstrates advanced market and customer business need understanding. Understands and speaks to Microsoft's product advantage and value compared to the competition.
**Qualifications**
+ Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 8+ years experience in technology-related sales or account management OR equivalent experience.
**Additional or preferred qualifications**
+ Master's Degree in Business Administration (i.e., MBA), Information Technology, or related field AND 12+ years experience in technology-related sales or account management OR Bachelor's Degree in Computer Science, Information Technology, Business Administration, Information Security, or related field AND 15+ years experience in technology-related sales or account management OR equivalent experience.
+ 10+ years services sales or account management experience.
Microsoft is an equal opportunity employer. Consistent with applicable law, 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 and/or a reasonable accommodation due to a disability during the application process, read more about requesting accommodations ( .

This is a Business Development Manager role with Bridgit based in Sydney, NSW, AU
== Bridgit ==

Role Seniority - mid level, junior

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