Client Manager – Business Development

Key Responsibilities 

Business Growth & Revenue Management 

• Drive revenue growth for Microsoft Security solutions across SMB, Mid-market, and Enterprise segments. 

• Develop and execute GTM strategies to accelerate Microsoft Security business. 

• Identify new business opportunities, market trends, and customer security adoption patterns. 

• Build pipeline and drive conversion for Microsoft Security workloads and licensing opportunities. 

• Work closely with Microsoft stakeholders and internal sales teams to achieve quarterly and annual business targets. 

Partner & Channel Development 

• Enable and onboard channel partners for Microsoft Security practice development. 

• Drive partner-led demand generation initiatives, workshops, webinars, and security campaigns. 

• Help partners position Microsoft Security solutions effectively against competition. 

• Support partners in identifying cross-sell and upsell opportunities within existing Microsoft customers. 

• Drive partner readiness on Microsoft Security certifications, solution plays, and incentive programs. 

Solution & Product Focus 

• Promote and support the adoption of: 

  - Microsoft Defender Suite 

  - Microsoft Sentinel 

  - Microsoft Entra 

  - Microsoft Purview 

  - Microsoft Intune 

  - Microsoft Defender for Cloud 

  - Microsoft 365 Security & Compliance solutions 

• Collaborate with technical specialists for solution positioning and customer engagement. 

Stakeholder Management 

• Coordinate with Microsoft product teams, distributors, sales teams, and partner account managers. 

• Maintain strong relationships with key partners and strategic customers. 

• Conduct regular business reviews and performance discussions with stakeholders. 

Reporting & Business Operations 

• Prepare weekly/monthly business performance reports and pipeline reviews. 

• Track key KPIs including revenue, pipeline, partner activation, certifications, and deployment growth. 

• Maintain forecast accuracy and business dashboards for leadership reviews. 

Desired Skills & Competencies 

• Strong understanding of Microsoft Security ecosystem and cloud technologies. 

• Knowledge of cybersecurity concepts including Identity, Endpoint Security, SIEM, Compliance, and Zero Trust. 

• Excellent communication, presentation, and stakeholder management skills. 

• Strong business acumen with analytical and strategic thinking capability. 

• Ability to manage multiple partners and business priorities simultaneously. 

• Experience in channel sales, distribution, or cloud business development is preferred. 

Educational Qualification 

• Bachelor’s degree in Business, IT, Computer Science, or related field. 

• MBA preferred. 

Experience Required 

• 5–10 years of experience in Cloud, Security, Microsoft Licensing, or IT Channel Business. 

• Prior experience working with Microsoft ecosystem, CSP distribution, or cloud security business preferred. 

Preferred Certifications 

• Microsoft Certified: Security Administrator Associate 

• Microsoft Certified: Cybersecurity Architect Expert 

• Microsoft Azure Security Engineer Associate 

• SC-900 / AZ-500 certifications preferred