Job Details

Director, Microsoft Technology Alliance

The Director, Microsoft Technology Alliance is a senior leadership role responsible for developing and executing a global strategy to drive growth and success through our partnership with Microsoft. This individual will be the primary liaison between our organization and Microsoft, responsible for building and maintaining strong executive relationships, driving joint go-to-market (GTM) initiatives, and maximizing revenue through co-selling and partner programs. The ideal candidate is a strategic thinker with deep knowledge of the Microsoft ecosystem, a proven track record of building successful technology alliances, and the ability to lead cross-functional teams to achieve ambitious goals.

The Role:

The Director, Microsoft Technology Alliance is responsible for:

Strategic Alliance Management: Develop, manage, and execute a comprehensive global business plan for the Microsoft alliance. Define key objectives, performance metrics (KPIs), and financial targets for the partnership, including partner-sourced revenue, co-sell wins, and market penetration.

Executive Relationship Building: Cultivate and maintain strong, multi-level relationships with key stakeholders at Microsoft, from executive leadership to product, sales, and marketing teams. Serve as the primary point of contact and a trusted advisor.

Go-to-Market (GTM) & Co-Sell Execution: Lead the creation and execution of joint GTM strategies, including co-marketing campaigns, sales enablement programs, and lead-generation initiatives. Drive alignment between our field sales organization and Microsoft's to generate a robust co-sell pipeline and accelerate deal closures.

Program & Solution Integration: Identify opportunities to build and promote integrated solutions that combine our products with Microsoft's technology stack (e.g., Microsoft Entra ID, Azure, Microsoft 365, and Surface). Manage our engagement with the Microsoft Partner Network, ensuring we maximize program benefits, incentives, and marketplace visibility.

Cross-Functional Leadership: Act as the internal champion for the Microsoft partnership. Collaborate closely with internal product, marketing, sales, and engineering teams to ensure strategic alignment and execution of alliance objectives. Provide regular updates on partnership status and performance to the executive team.

Market Intelligence: Serve as the subject matter expert on the Microsoft ecosystem. Stay current on Microsoft's strategic direction, organizational changes, and product roadmap to identify new opportunities and potential challenges for the partnership.

Basic Qualifications:

Experience: 10+ years of experience in strategic alliances, business development, or channel sales within the enterprise software/SaaS industry. A minimum of 5-7 years of direct experience managing a technology alliance with Microsoft is strongly required.

Microsoft Ecosystem Expertise: Deep, demonstrable knowledge of Microsoft's organization, go-to-market strategies, partner programs, and key cloud platforms (Microsoft Entra ID, Azure, Microsoft 365, and Surface). Existing relationships with key Microsoft personnel are a significant plus.

Proven Track Record: Quantifiable success in building and scaling technology alliances, evidenced by achieving and exceeding revenue targets, pipeline generation goals, and other partnership KPIs.

Leadership & Influence: Exceptional ability to lead and influence cross-functional teams without direct authority. Must be able to articulate a clear vision and persuade stakeholders at all levels, both internally and externally.

Communication Skills: Outstanding verbal, written, and presentation skills, with the ability to engage effectively with senior executives.

Strategic & Analytical Thinking: Strong ability to translate high-level corporate goals into actionable partnership strategies and to use data to measure performance and guide decisions.

Education: Bachelor's degree in Business, Marketing, or a related field. An MBA is preferred.