EMEA Direct-to-Indirect Microsoft Partner Lead

Senior partner-facing business development lead responsible for winning and activating international Microsoft Direct Partners into TD SYNNEX EMEA and for developing a defined specialist line of business across the region. The role combines hands-on partner acquisition with the central orchestration of a unified pan-European Direct- to Indirect Partner value proposition.

Beyond classic key-account development the role operates centrally: it collects Direct Partner requirements from the countries builds a single EMEA value proposition standardises onboarding and coordinates platform services operations country teams and Microsoft.

Key Responsibilities

Partner acquisition & growth (hunter)

• Own and develop international / pan-European Tier-1 partner accounts of moderate-to-high complexity winning new business and maximizing the potential of each account.

• Acquire new T1 partners and assist in moving them into TD SYNNEX building a T1 partner hitlist per country prioritizing partners already buying from other vendors but not yet transacting Microsoft through TD SYNNEX.

• Support countries in reaching their TAMDTAM targets respecting country cultural characteristics and local go-to-market.

Central EMEA orchestration (extended scope)

• Collect Tier-1 requirements from the countries and translate them into a single unified EMEA value proposition.

• Standardise onboarding processes templates and documentation so partner activation is repeatable and scalable across markets.

• Coordinate platform services operations country teams and Microsoft to deliver a consistent T1 partner experience.

• Work closely with the central platform and operations team to 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 covering pan-European accounts that sit above any single country.

Advisory enablement & marketing

• Act as a trusted business advisor evangelising the next logical areas of practice appropriate to each partners needs and business model.

• Support countries in defining overarching EMEA partner marketing goals including the correct use of Microsoft partner marketing materials and incentive funding on the right activities in collaboration with the Marketing Manager.

• Ensure partners are connected to the right local teams and equipped with the tools resources and repeatable solutions needed to compete effectively in all scenarios.

Sales execution alignment & governance

• Work closely with the EMEA Sales Motion Leaders (Azure Modern Workplace Security & Business Applications) and in-country Microsoft BU Managers to agree and align on the sales process.

• Create monitor and present pipeline sales losses and successes; manage the funnel with hit-rate discipline and connect with customers through Cloud Ascent.

• Translate vendor objectives into an actionable business plan; provide strategic input into vendor market propositions sales and pricing policy; negotiate deals and rebates.

• Deliver accurate and timely weekly forecasting and pipeline development; drive the presence and profile of Microsoft internally within TD SYNNEX and externally to partners.

What Were Looking For

• 5 years experience in the IT industry with channel and/or vendor at a business development level including significant complex multi-country sales experience; ideally from a sales or product-marketing background.

• Bachelors 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; a managed-services background is a plus.

• Excellent emotional intelligence able to connect with and influence decision-making at senior / C-level (partners and vendors) and to find the right decision makers and sponsors to close the deal.

• Able to design and deliver tailored business content consistently to diverse audiences increasing the value of every engagement.

• Awareness of change-management approaches (e.g. ADKAR) and a clear understanding of the complexity partners face moving from on-prem into the cloud.

• Languages: fluency in English required; fluency in a second European language preferred; further languages an advantage.

At TD SYNNEX our values guide everything we do: Together We Own It We Dare to Go We Grow and Win and above all We Do the Right Thing. These principles shape how we work with each other our partners and our communities as we drive innovation and create lasting impact.

Whats In It For You

• Elective Benefits: Our programs are tailored to your country to best accommodate your lifestyle.
• Grow Your Career: Accelerate your path to success (and keep up with the future) with formal programs on leadership and professional development and many more on-demand courses.
• Elevate Your Personal Well-Being: Boost your financial physical and mental well-being through seminars events and our global Life Empowerment Assistance Program.
• Diversity Equity & Inclusion: Its not just a phrase to us; valuing every voice is how we succeed. Join us in celebrating our global diversity through inclusive education meaningful peer-to-peer conversations and equitable growth and development opportunities.
• Make the Most of our Global Organization: Network with other new co-workers within your first 30 days through our onboarding program.
• Connect with Your Community: Participate in internal peer-led inclusive communities and activities including business resource groups local volunteering events and more environmental and social initiatives.

Dont meet every single requirement Apply anyway.

At TD SYNNEX were proud to be recognized as a great place to work and a leader in the promotion and practice of diversity equity and inclusion. If youre excited about working for our company and believe youre a good fit for this role we encourage you to apply. You may be exactly the person were looking for!