Microsoft Partner Alliance Specialist, Sales

14 hours ago

Bengaluru, Karnataka, India Basal AI Full time ₹ 15,00,000 - ₹ 25,00,000 per year

About the Job :

We are looking for a driven and strategic ISV Partner Development / Microsoft Partner Alliance Specialist to accelerate our growth within the Microsoft ecosystem. This role will focus on managing and expanding Independent Software Vendor (ISV) partnerships, driving co-sell opportunities, and enabling our team to fully leverage Microsoft's Partner Portal for lead generation, project acquisition, and ecosystem success. The ideal candidate is passionate about building strong partner relationships, navigating Microsoft's complex sales motions, and enabling internal teams to become Microsoft specialists in Business Applications, Data, and AI.

Key Responsibilities:

  • Partner Ecosystem Growth
  • Manage and expand key strategic ISV partnerships, ensuring a balanced portfolio of partners.
  • Identify, onboard, and nurture ISVs with innovative solutions that align with Microsoft's strategic priorities (Business Applications, Data, AI, Cloud).
  • Build and execute account plans that align partner objectives with Microsoft growth goals.
  • Pipeline & Revenue Acceleration
  • Drive year-over-year growth in Azure deals, Azure IP Co-Sell Wins, Compensable ACR, and Marketplace billed sales.
  • Conduct regular pipeline reviews with ISVs to ensure pipeline hygiene, identify blockers, and track deals to closure.
  • Support ISVs in publishing Marketplace transact offers and incorporating Azure Marketplace as their preferred fulfillment process.
  • Microsoft Partner Portal & Lead Generation
  • Own and manage the Microsoft Partner Center / Partner Portal for lead generation, opportunity tracking, and co-sell execution.
  • Ensure timely registration of deals, co-sell opportunities, and accurate pipeline reporting.
  • Guide internal teams on how to effectively use the Partner Portal to capture qualified leads, new projects, and marketplace opportunities.
  • Partner Enablement & GTM Activities
  • Work with ISVs to understand, enroll, and activate all eligible Microsoft Cloud Partner Program benefits.
  • Actively engage partners through joint business planning, enablement sessions, and scalable engagement activities.
  • Explore and execute Go-to-Market (GTM) opportunities to increase partner visibility, brand reach, and pipeline growth.
  • Support lead generation through calls, emails, social media outreach, customer surveys, and event participation.
  • Internal Team Enablement
  • Train and mentor internal teams to become Microsoft Partner specialists, with a strong focus on Business Applications, Data, and AI solution areas.
  • Help sales teams adopt Microsoft Marketplace as a preferred sales channel.
  • Serve as the subject matter expert on Microsoft's partner ecosystem, benefits, and co-sell programs.
  • Stakeholder Influence
  • Influence and engage C-level executives, partner stakeholders, and Microsoft sellers to align on joint opportunities.
  • Drive adoption and upsell of Microsoft solutions to ensure long-term partner success.

What We Are Looking For:

  • Proven experience in partner relationship management, B2B sales, or channel development in the IT/Cloud ecosystem.
  • Strong familiarity with Microsoft Partner Portal, Partner Center, Co-Sell Programs, and Marketplace transactions.
  • Deep knowledge of Azure, Microsoft Cloud solutions, and ISV ecosystem.
  • Ability to influence and engage C-level executives and partner sales teams.
  • Experience in pipeline management, sales enablement, and lead generation strategies.
  • Excellent communication, presentation, and negotiation skills.
  • Self-driven, accountable, and passionate about enabling partner success and ecosystem growth.

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