EMEA Direct-to-Indirect Microsoft Partner Lead

Job Purpose

Senior, externally-facing business development lead responsible for winning and activating international Tier-1 (T1) Microsoft 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 TAM→DTAM value proposition.

Beyond classic key-account development, the role operates centrally: it collects Tier-1 requirements from the countries, builds a single EMEA value proposition, standardises onboarding, and coordinates platform, services, operations, country teams and Microsoft. The profile is deliberately senior — to attract the right calibre of candidate and to send the right signal to the C-level partner contacts this person engages.

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 TAM→DTAM 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 partner’s 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.

Knowledge, Skills and Experience

• 10+ 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.

• 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; 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.

• Skilled multi-level relationship builder, able to operate in a matrix, ideally multi-national environment; strong orientation towards services and solution selling.

• Proven account and portfolio development, strategic planning and business-case development; self-starter able to work autonomously with little supervision and a closing attitude.

• Strong communication skills (oral and written); high energy with a positive “can-do” attitude, consistently delivering above expectations.

• 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.

What’s 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: It’s 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.

Don’t meet every single requirement? Apply anyway.

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