Win and activate international Microsoft Direct Partners into TD SYNNEX EMEA Develop a defined specialist line of business across the region Orchestrate a unified, pan-European Direct-to-Indirect Partner value proposition Own and develop international / pan-European Tier-1 partner accounts of moderate-to-high complexity Acquire new Tier-1 partners and assist with moving them into TD SYNNEX Build a Tier-1 partner hitlist per country and prioritize prospective Microsoft partners Support countries in reaching TAM-to-DTAM targets while respecting local cultural and go-to-market characteristics Collect Tier-1 requirements from countries and translate them into a unified EMEA value proposition Standardize onboarding processes, templates, and documentation across markets Coordinate platform, services, operations, country teams, and Microsoft Identify low-risk migration paths from partners’ existing provisioning, administration, and billing tools into TD SYNNEX systems Acquire and activate international Tier-1 partners centrally across pan-European accounts Advise partners on relevant areas of practice and business-model needs Support EMEA partner marketing goals and use of Microsoft marketing materials and incentive funding Connect partners with local teams and provide tools, resources, and repeatable solutions Align sales processes with EMEA Sales Motion Leaders and in-country Microsoft Business Unit Managers Create, monitor, and present pipeline, sales losses, and successes Manage the sales funnel with hit-rate discipline and connect with customers through Cloud Ascent Translate vendor objectives into business plans and provide input into vendor propositions, sales, and pricing policy Negotiate deals and rebates Deliver weekly forecasting and pipeline development Drive Microsoft’s internal profile within TD SYNNEX and external profile with partners Requirements





5+ years’ experience in the IT industry with channel and/or vendor at a business development level Significant complex, multi-country sales experience Ideally from a sales or product-marketing background Bachelor’s degree or equivalent experience from which comparable knowledge and job skills can be obtained Formal sales training (e.g. Miller Heiman / Holden) preferred Working knowledge of the Microsoft partner ecosystem, preferably across Azure, Security and Modern Workplace Managed-services background is a plus Ability to connect with and influence senior / C-level decision-makers at partners and vendors Ability to identify decision-makers and sponsors to close deals Ability to design and deliver tailored business content to diverse audiences Awareness of change-management approaches such as ADKAR Clear understanding of the complexity partners face moving from on-premises into the cloud Fluency in English required Fluency in a second European language preferred; further languages an advantage Core Competencies

Demonstrates expertise in business development within the IT industry, particularly in managing complex, multi-country sales and partner relationships. Proficient in leveraging the Microsoft partner ecosystem to drive sales and marketing initiatives across EMEA. Highest-signal resume keywords

5+ Years IT Industry Experience Complex Multi-Country Sales Experience Microsoft Partner Ecosystem Knowledge Formal Sales Training Ability to Influence C-Level Decision-Makers ATS Optimization Keywords

Hard Skills

Business Development Sales Funnel Management Pipeline Development Negotiation Skills Change Management Awareness Soft Skills

Influencing Skills Tailored Business Content Delivery Cultural Sensitivity Certifications & Qualifications

Bachelor's Degree Formal Sales Training (Miller Heiman / Holden) Industry Keywords

Channel Sales Vendor Management Managed Services Direct-to-Indirect Partner Strategy EMEA Market Dynamics Tools & Technologies

Microsoft Azure Microsoft Security Microsoft Modern Workplace

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📌 EMEA Direct-to-Indirect Partner Lead (Madrid)
🏢 Jobtailor
📍 Madrid