78 applicants

Company

SUSE · 1 week ago

Microsoft Global Alliance Director

Washington, United States

Full-time

Remote

Director/Executive

10+ years exp

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Cloud ComputingEnterprise Software

Work & Life Balance

H1B Sponsor Likely

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Responsibilities

Achieve revenue targets

Track and report all revenue (including selling to, First Party, MP, and MDF coming from the alliance)

Drive marketplace programs to monetize listings

Develop and drive the global Microsoft alliance strategy and execution (inclusive of joint revenue/market objectives)

Create and execute holistic long-term and annual strategic plans

Guide development and route partnering strategies (GSI, channel, ISV, MSP)

Be a subject matter expert on all aspects of Microsoft's organization, programs, strategy, market, and performance.

Build and foster executive relationships, networking, and influence across the Microsoft organization.

Foster collaboration and co-innovation with Microsoft to develop differentiated joint solutions.

Inspire and lead a cross-functional virtual team (Sales, Services, Customer Success, Marketing, Technical, Product, and Solutions)

Orchestrate cross-functional virtual team via workstreams in support of new programs, solutions, and routes to market.

Drive the alliance cadence with all stakeholders

Drive the pipeline and sales engagement cadence

Ensure joint solution plans are aligned with and executed by both organizations' GTM teams.

Support joint alliance/SUSE global events as a spokesperson/presenter.

Effectively leverage MDF to drive awareness, solutions, and demand.

Engage with Engineering teams to influence product development.

Partner with Sales/Sales Leadership to understand top accounts and identify overlap with our cloud sales.

Work with Alliance Marketing to create GTM plays for field consumption.

Engage technical teams to create a strategy for building solutions and necessary technical assets for marketplace needs.

Collaborate with Support to establish cadence with Microsoft support teams.

Partner with Legal, Operations, and Finance for new contracts, revenue reporting, market direction, and customer growth/shift.

Collaborate within the broader alliances team to share ideas, thought leadership, and best practices.

Qualification

Find out how your skills align with this job's requirements. If anything seems off, you can easily click on the tags to select or unselect skills to reflect your actual expertise.

Global alliance leadershipMicrosoft partnership experienceCommercial growth strategiesCross-functional collaborationEnterprise infrastructure softwareRelationship managementStrategic negotiation skillsChannel experienceProgram management skills

Required

Experience in global alliance/partnership leadership roles including commercial responsibility with both direct and indirect virtual team responsibilities.

Proven experience in working with Microsoft, preferably in an ISV organization.

10+ years of experience in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management responsibilities.

Highly effective at developing, maintaining, and influencing partner relationships at all levels including day-to-day execution relationships and senior leadership levels.

Excellent communications (verbal/written) and presentation capabilities combined with the ability to clearly articulate complex business proposals and to influence both internal and external stakeholders at senior leadership levels.

Excellent cross-functional leadership and collaboration skills that can quickly bring together a virtual team to execute effectively shared goals and objectives.

Experience coordinating with an ecosystem of adjacent partners types (GSI, ISV, etc.) adjacent to your alliance partner.

Strong market knowledge and ability to create successful commercial growth strategies as well as own and execute a long-term strategic plan.

Demonstrated success at applying commercial analytical skills to long-term business planning that results in tangible business outcomes.

Ability and willingness to travel up to 30% global travel.

Growth mindset - understand what processes to streamline, delegate and guide the virtual team toward one goal.

Leadership/Influence - drive the virtual global team with a strong focus on execution and driving results.

Channel experience - activate the worldwide Microsoft Azure ecosystem.

Strong strategic negotiation skills to solve problems, resolve issues and manage conflict.

Strong program management skills.

Preferred

5-7+ years in global alliance/partnership leadership roles.

Experience in forming/executing multi-partner solution and GTM plans.

Company

SUSE

Glassdoor

3.9

SUSE provides reliable and interoperable Linux and cloud infrastructure solutions that give enterprises greater control and flexibility.

Founded in 1992

Nuremberg, Bayern, DEU

1001-5000 employees

http://www.suse.com

H1B Sponsorship

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Trends of Total Sponsorships

2023 (3)

2022 (7)

2021 (11)

2020 (1)