Microsoft Program Manager

Toronto, ON (or remote) | Full-time

Role & Responsibilities

  • Understand the Gibraltar portfolio as it relates to the core Microsoft solutions
  • Incorporate the Microsoft portfolio into Gibraltar’s sales motion
  • Drive Gibraltar Solutions visibility within the Microsoft eco-system
  • Develop an end-to-end business plan for how we engage with and drive sales through our Microsoft partnership
  • Understand and work with the sales team on how they will attain their goals and which solutions are needed to achieve those goals
  • Educate team on pricing, tools, and other partner support mechanisms
  • Ensure the technical services organization is aligned with the Microsoft partner technical requirements
  • Measures progress to the plan/objectives
  • Escalate and resolves issues through the partner or sales team


  • This role is focused on activities to drive continued growth across Gibraltar Solutions’ portfolio. This individual will:
  • Have strong business acumen and have worked with the Microsoft Partner Network in the past
  • Have existing relationships with the Microsoft Partner Network to leverage the business plans
  • Lead the creation of a strategic vision rooted to the Microsoft partnership impact and potential across strategic segments
  • Lead campaigns with the marketing team and oversees planning, and campaign tactics, as well as, targets are clear and that actions and accountabilities are routinely followed up
  • Demonstrate an expert understanding of the pertinent Microsoft segments and convey the value of partnering with Gibraltar based on the business opportunity
  • Responsible for establishing new market partnerships and connections to support a full solution
  • Build and execute on programmatic GTM campaigns across the pertinent Microsoft business segments
  • Improve Gibraltar Solutions’ positioning and recognition in the Microsoft network by mapping, developing partnership opportunities and developing and executing business plans to identify and reach target opportunities
  • Advise sales team and leadership on building a high-impact Microsoft Services practice
  • Develop and execute strategic Microsoft Partner business plans that grow business and promote/align with Gibraltar Solutions offerings
  • Help lead the integration of skills, capability, and capacity plans for the business
  • Drives a learning culture working with sales and technical trainings and bootcamps to increase Gibraltar’s capabilities

What your day will look like:

  • Develop and present credible business cases, proposals and plans for opportunities within Microsoft eco-system and lead negotiations with key stakeholders (internal/external)
  • Identify and engage new technology integration, referral and value-added reseller partners and drive the relationship with our top strategic partners within the Microsoft eco-system
  • Design and execute go to market business plans for Microsoft Solutions
  • Help drive sales revenue through regular pipeline, business reviews, relationship management and alignment, and manage progress against our strategic business plan
  • Understand, monitor and articulate Microsoft technical requirements (certifications, accreditations and training) to the Gibraltar technical services and sales organizations to ensure alignment with the eco-system status requirements
  • Own strategic relationships within Microsoft to build targeted reach and extend Gibraltar’s value and visibility across their organization
  • Engage with Microsoft field sales and Partner Development Managers to create and drive revenue opportunities for Gibraltar Solutions
  • Drive Microsoft solutions, program attainment, and continuous enablement through training and go-to-market strategies for differentiation and expansion of our footprint
  • Support customer engagements to win customer opportunities that increase revenues
  • Work effectively internally across sales, finance, services, and other key stakeholders to build support for projects, while balancing internal dependencies and securing resources necessary for execution
  • Meet and exceed target KPI’s, goals and objectives, while staying true to our culture
  • Provide reports, updates and accurate forecasts related to Microsoft business
  • Acquire and maintain a superior understanding of Microsoft and Gibraltar Solutions as they relate to our current and future business objectives

About You

  • You have a minimum of 5 years of experience working with and managing a Microsoft Partner relationship
  • You are highly motivated and flourish in a fast-paced, dynamic environment
  • You have a minimum of 5 years of experience selling B2B and MSP solutions
  • You are comfortable in a fast-paced rapidly evolving team, organization and market