Alliance Manager

As a Microsoft Partner of the Year award winner, we are a market leading managed services provider for the Microsoft Cloud as well as Hybrid IT options. The Alliances Executive is responsible for building, developing and maintaining the Microsoft relationship in United Kingdom and will be measured primarily on the resulting revenue.

The role is seen as an extension/overlay to the sales team, while supporting Microsoft Programmes and accelerators both locally and globally.

Success will be measured in terms of Azure CSP revenue growth, key Azure MSP wins, Digital Partner of Record incentive earnings and depth of Co-Sell engagement with Microsoft sellers.

The key responsibility of this role is to support the sales team in the generation of revenue opportunities through relationships with Microsoft sellers, including Specialist sellers and Account focused sellers.

Flexibility of approach is required in carrying out responsibilities, including:

• Identify the Microsoft sales people aligned to existing accounts and work with them to develop Azure leads and qualified opportunities, brokering the relationship between the company & Microsoft sellers to enable co-sell
• Develop and execute joint sales plans with Microsoft sellers to grow the company's Azure revenues by generating qualified opportunities.
• Work with UK new business sales people to identify Microsoft opportunities and co-sell with aligned Microsoft seller
• Position the company within Microsoft as the go to partner for Azure Managed Services
• Connect active opportunities back into Microsoft account teams in order to identify new opportunities
• Manage the relationship with the local Microsoft Partner Development Manager - reporting on pipeline, updating Partner Sales Connect and Partner Business Plan progress.
• Build effective working relationships across our UK sales teams & support with Azure commercial offers (Microsoft funding, incentives)
• Maximize all investment funding available from Microsoft
• Represent the company at Microsoft quarterly reviews, jointly with the CTO & New Business Generation Lead

Experience
The role requires experience and strong track record of supporting the management of strategic relationships in the IT sector.

Specifically:

• Experience and contacts within Microsoft, and proven track record in growing revenues through a Microsoft partnership would be beneficial but experience in supporting this type of role would suffice.
• Ability to build relationships and influence cross functionally; coordinating and supporting executive level sales meetings and helping implement business plans.
• Experienced in supporting the development and management of strategic partnerships
• Be able to overcome field sale challenges and support the evangelizing of the Microsoft value at all levels
• Be comfortable supporting the development of executive-level sponsors
• Be well accepted by field sales teams as adding value around the partnership
• Strong project and program management skills would be beneficial.

General Skills & Abilities

The successful person in this role will have a passion for new business sales & co-selling motions. They will be able to operate with confidence in the technology sales arena.

To do this, they will need to possess some essential skills and abilities:

• A self-starter needing low level management time and attention to perform day to day responsibilities
• Strong interpersonal and communication skills
• Strong results/goal-orientation
• Team player able to operate in Matrix environment
• Excellent networker
• Acts with honesty and Integrity at all times
• Persuasive
• Demonstrates good time management
• Manages attainment of targets

Qualifications and Skills

• Good standard of education
• Industry-recognised solution sales training, with evidence that it is lived'.