Microsoft Alliance Manager

The Microsoft Alliance Manager – India is responsible for driving Avanade's Microsoft partnership execution across the region. The role owns executive relationship management, joint go-to-market execution, and - critically - the end-to-end ownership of Microsoft funding programs, ensuring investments translate into pipeline growth and business impact. This role requires strong, established relationships with Microsoft Account teams and SSP (Solution Sales Professional) teams to accelerate co-sell and demand generation outcomes.

Key Responsibilities

• Serve as the accountable alliance lead for Avanade's Microsoft relationship across India, working closely with the Microsoft India PDM and account teams.
• Build and lead a structured Executive Relationship Program and Rhythm of Business (ROB), coordinating engagement across Avanade and Microsoft stakeholders.
• Own and execute the India localization of the Joint Partner Business Plan (PBP), aligned to APAC priorities and India growth objectives.
• Coordinate co-sell motions across Enterprise, Majors, and SMEC segments with Microsoft Solution Area and SSP teams.
• Orchestrate account planning, opportunity development, deal shaping, and pipeline acceleration with Microsoft at the India level.
• Own and drive Microsoft funding activities end-to-end - identification, application, utilization tracking, and reporting - to maximize incentive and investment programs across accounts.
• Act as the primary escalation and resolution point for Avanade–Microsoft partnership matters across India.
• Develop enablement strategies to strengthen Microsoft partnership awareness across Avanade sales, solution, and leadership teams.
• Track alliance performance, pipeline impact, and funding utilization, and provide performance insights into India and global governance forums.

Microsoft Funding Program Ownership

• Possess a deep, working understanding of Microsoft's funding and investment programs (e.g., co-sell incentives, MDF, workshop and assessment funding).
• Own the funding lifecycle in assigned accounts - proactively identifying eligible programs, driving applications, and ensuring timely utilization and closure.
• Partner with Microsoft Account and SSP teams to unlock and prioritize funding aligned to account and solution area priorities.
• Track and report funding attainment and business impact as a core KPI of the role.

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Required Experience & Skills

• 12–14 years of experience in enterprise sales, partner/alliance sales, or alliance leadership roles.
• Proven track record of driving business growth through the Microsoft partnership ecosystem.
• Strong, active relationships with Microsoft Account teams and SSP (Solution Sales Professional) teams.
• Strong understanding of Microsoft's organization, sales motions, solution areas, and funding & incentive programs.
• Demonstrated experience leading through influence and matrixed structures, without relying on formal authority.
• Excellent executive communication, presentation, and stakeholder management skills.
• Experience operating at market/regional scale within IT services or the Microsoft ecosystem is strongly preferred.

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