Partner Development Manager - Scale Solution Providers & System Integrators

About the role

Microsoft's Small, Medium Enterprises & Channel (SME&C) organization is hiring a Partner Development Manager for its Scale Solution Providers & System Integrators (SSP/SI) portfolio, based in Nairobi, Kenya. You will lead a portfolio of strategic partners and turn them into AI-first businesses that build, sell and deliver repeatable AI, agent, Copilot, Azure, Data and Security solutions. The role uses Kenya as an East Africa execution hub to scale partner-led AI plays across the region.

Key responsibilities

• Transform SSP/SI partners into Frontier partners: AI-first businesses with practices across Copilot, agents, Azure AI, Data, Apps and Security, including AI readiness assessments, data platform modernization, agent development and Copilot adoption.
• Push partners to use AI internally first ("Customer Zero") so they can sell from real experience.
• Build partners' technical and delivery capacity through designations, specializations, advanced certifications and skilling programs.
• Set sales strategy for each partner and turn it into a joint business plan with revenue, consumption, pipeline and customer-acquisition targets.
• Engage partner C-level leaders as a trusted advisor and influence their investment in Microsoft AI and cloud.
• Pursue growth in new customer acquisition, Azure consumption, Copilot and Security attach, CSP growth, EA-to-CSP transitions, renewals, upsell and cross-sell, using partner programs, incentives and funding.
• Build co-sell with Microsoft's field teams (account executives, solution specialists, technical architects) using the customer engagement process (MCEM) and win formulas, and create, qualify and accelerate joint pipeline.
• Lead joint account and territory planning, and help partners win deals by explaining Microsoft's strengths against competitors.
• Run a disciplined, data-driven rhythm of business: monthly and quarterly business reviews, executive governance, pipeline reviews and forecast accuracy, tracked with Microsoft sales and partner insight tools.
• Coordinate internal teams such as partner solution architects, partner marketing, deal acceleration and program teams.
• Use Kenya as the regional hub to scale partner-led AI and cloud plays across East Africa and share best practices.
• Live Microsoft's values, culture and Trust Code, and lead with a growth mindset and a sense of urgency.

Required profile

• Bachelor's degree in Business, Engineering, Computer Science, Marketing or a related field, plus 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.
• Credibility and communication skills to engage and influence C-level leaders without formal authority.
• An established network in the Kenyan and East African technology ecosystem and willingness to travel across the region.