Key Responsibilities 

Alliance Strategy & Alignment 

• Define and execute the global Microsoft alliance strategy. 

• Align Product, Marketing, GTM, Sales, and Executive teams around a unified plan. 

• Drive consistent positioning and disciplined follow-through across all touchpoints. 

• Build and maintain senior Microsoft executive relationships. 

• Connect product teams to enable joint technology and solution development. 

• Align joint marketing strategy and messaging. 

Operating Model Excellence 

• Modernize alliance governance, cadence, and execution discipline. 

• Establish strong cross-functional orchestration and accountability. 

• Implement pipeline rigor appropriate for a top-tier partnership. 

• Ensure tight global-to-field alignment. 

Growth & MACC Acceleration 

• Drive joint products, solutions, GTM, and marketing to maximize Azure Consumption Commitment (MACC). 

• Identify and scale new joint opportunities. 

• Expand into new Microsoft stakeholders, business units, and priorities. 

• Influence Microsoft’s complex enterprise sales motions. 

Field, Sales & Marketing Impact 

• Increase joint win rates through deep sales alignment. 

• Embed the alliance into priority deals, campaigns, and strategic accounts. 

• Remove friction to accelerate pipeline and market momentum. 

• Executive sponsor for priority joint initiatives. 

Executive Presence 

• Maintain strong proximity to Microsoft leadership. 

• Preferred: Redmond, WA; otherwise ~50% time at headquarters. 

• Serve as the visible executive face of the partnership. 

Qualifications 

Required 

• 20+ years in strategic alliances, ecosystem, or sales leadership. 

• Direct Microsoft partnership experience required (other hyperscalers alone not sufficient). 

• Proven executive engagement within the Microsoft ecosystem. 

• Strong operator in complex, matrixed global environments. 

• Exceptional executive communication and influence skills. 

• Ability to maintain significant Redmond presence. 

Success Metrics 

• Joint revenue growth and MACC consumption. 

• Executive relationship strength. 

• Expansion into new Microsoft priorities. 

• Effectiveness of joint product, GTM, and marketing execution. 

• Win-rate and pipeline acceleration. 

• Cross-functional alignment and operating rigor.