As a Microsoft Partner of the Year award winner, Ensono a market leading managed services provider for the Microsoft Cloud as well as Hybrid IT options. Ensono manages the operations of some of the largest USA based companies. Due to planned expansion in the US market, the Microsoft relationship is a strategic sales priority and this role is pivotal to the success of the Ensono Managed Azure business. The Microsoft Alliance Manager is responsible for building, developing and maintaining the Microsoft relationship in North America and will be measured primarily on the resulting revenue. The role is seen as an extension/overlay to the Ensono sales team, rather than a programmed / operational function. 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.
 

Responsibilities:

• The key responsibility of this role is to generate 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 salespeople aligned to Ensono existing accounts and work with them to develop Azure leads and qualified opportunities, brokering the relationship between Ensono & Microsoft sellers to enable co-sell
• Develop and execute joint sales plans with Microsoft sellers to grow Ensono Azure revenues by generating qualified opportunities.
• Work with Ensono US new business salespeople to identify Microsoft opportunities and co-sell with aligned Microsoft sellers
• Position Ensono 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 Ensono’s US sales teams & support with Azure commercial offers (Microsoft funding, incentives)
• Maximize all investment funding available from Microsoft
• Represent Ensono US at Microsoft quarterly reviews, jointly with the CTO & New Business Generation Lead

Experience:

The role requires experience and strong track record of managing strategic relationships in the IT sector. Specifically:

• Experience and proven track record in growing revenues through a Microsoft partnership.
• Ability to build relationships and influence cross functionally; coordinating and leading executive level sales meetings and implementing business plans.
• Experienced in developing and managing strategic partnerships
• Be able to overcome field sale challenges and evangelize the Microsoft value at all levels
• Be comfortable developing executive-level sponsors
• Be well accepted by field sales teams as adding value around the partnership
• Strong project and program management skills.

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, degree preferred
• Industry-recognized solution sales training, with evidence that it is ‘lived’
• Ideally 5 years in partner alliance management with a proven track record of success.
• Strong knowledge of Microsoft based Services, including workload solutions such as Office 365 (Skype, SharePoint, Exchange, etc), Azure, System Center, Windows, Windows Server, and Enterprise Mobility Suite.
• History of having worked for a Microsoft Systems Integrator (SI) or National Solutions Partner (NSP) Excellent communication skills with solid experience in presenting and delivering key messages to internal and external senior executives and other audiences
• Understanding of enterprise sales and solutions selling Must possess ability to sell Insight to our partners such as Microsoft Bachelor's or Master's degree in Business or Technology preferred