Microsoft Alliances Manager

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Microsoft Alliances Manager

Department: Microsoft

Employment Type: Permanent

Location: Remote, UK

Description

• The Alliances Lead is a role focused on managing and expanding Nasstar's partnership with Microsoft under the Microsoft AI Cloud Partner Program.
• In this position, you will contribute to and execute the Microsoft alliance strategy, acting as Nasstar's primary liaison to Microsoft to ensure alignment with Microsoft's cloud and AI initiatives.
• The core purpose of the role is to drive mutual value from the partnership - you will orchestrate joint business planning, go-to-market campaigns, and co-selling efforts that generate new business for Nasstar and support Microsoft's goals. This involves steering internal stakeholders (sales, marketing, technical teams) and Microsoft contacts toward shared objectives.
• Ultimately, the Alliances Lead ensures that Nasstar maximises all available Microsoft programs, incentives, and relationships to accelerate growth and innovation in our Cloud and AI services

What Does Success look like:
Deep Strategic Alignment & Relationship Strength: Nasstar and Microsoft operate in lockstep. You have established a robust operating cadence with Microsoft (e.g. regular strategy calls, Quarterly Business Reviews) and built trusted relationships with key Microsoft executives and Partner Managers. Why it matters: A strong alliance built on trust and frequent collaboration ensures Nasstar is front-of-mind for Microsoft opportunities and support. High partner satisfaction on both sides leads to greater advocacy, resource sharing, and joint success.

Alliance-Driven Revenue Growth: The Microsoft partnership directly contributes to significant business growth. Success is measured by new pipeline and revenue sourced or influenced through the alliance - for example, co-sell deals won, Azure consumption increases, and new customer acquisitions via Microsoft referrals. Why it matters: Tangible financial impact (e.g. achieving multi-million-pound alliance pipeline targets) demonstrates the value of the partnership. Hitting targets like Azure Consumed Revenue (ACR) growth and co-sell win counts validates that our joint go-to-market efforts are working.

Excellence in Program Management & Incentive Use: Nasstar fully leverages the Microsoft AI Cloud Partner Program to our advantage. All program requirements (certifications, solution designations, performance targets) are met or exceeded, securing Nasstar's status and benefits in the program. Funding and incentives (such as Microsoft's Marketing Development Funds or Azure Migration/Modernization incentives) are utilised effectively - for instance, available funds applied to joint marketing, and deal registrations and Partner Admin Link (PAL) attributions are done promptly. Why it matters: Meeting program criteria unlocks higher tiers of partnership and benefits. Effective use of Microsoft-provided funds and tools translates into more support for Nasstar's go-to-market activities and improved profit margins on joint engagements.

Internal & External Stakeholder Engagement: Teams are enabled and motivated around the Microsoft alliance. Internally, Nasstar sales and technical teams are well-informed of Microsoft offerings, incentives, and partnership value props - they engage in co-selling and use the programs you champion. Externally, Microsoft's field sellers and partner reps understand Nasstar's solutions and proactively involve us in opportunities. Why it matters: An effective Alliances Lead functions as an evangelist and coordinator - by educating Nasstar teams on partner benefits and advocating Nasstar's capabilities within Microsoft, you create a multiplier effect. This leads to more collaborative deals, faster sales cycles, and a reputation as a highly engaged Microsoft partner.

Key Responsibilities

Microsoft Alliance Strategy & Relationship Management:

• Act as Nasstar's main Microsoft contact.
• Build the annual joint partner plan.
• Run monthly check-ins and quarterly reviews.
• Maintain strong relationships across Microsoft and advocate for Nasstar.

Joint Go-to-Market & Co-Selling Initiatives

• Drive joint GTM campaigns with Microsoft.
• Coordinate co-selling and educate Microsoft sellers on Nasstar offerings.
• Run joint events and workshops to showcase Nasstar solutions.
• Manage deal sharing/registration to build a strong co-sell pipeline.

Partner Program Management & Compliance:

• Meet all MAICPP program requirements and maintain Microsoft designations
• Manage Partner Centre operations, including competencies and CPOR/PAL accuracy.
• Track MAICPP updates and enrol Nasstar in new programs and incentives
• Oversee funding programs and ensure Microsoft incentives are fully utilised.

Internal Enablement & Collaboration:

• Champion the Microsoft partnership internally.
• Keep sales and delivery teams updated through briefings and training.
• Input into the alignment of service offerings with Microsoft's roadmap.
• Support marketing with Microsoft GTM resources and publish joint wins.
• Coordinate with delivery/technical teams on capacity and certifications.

Performance Reporting & Continuous Improvement:

• Track and report on alliance performance.
• Define and monitor key KPIs using dashboards.
• Deliver exec updates highlighting progress and risks.
• Identify issues early and drive corrective actions.
• Refine strategy continuously based on data.

Skills, Knowledge and Expertise

• Proven experience in partner/alliance management within the tech industry (3+ years) Ideal candidates have served in roles managing partnerships or business development with major vendors. Experience specifically managing a Microsoft partnership or program is highly preferred.
• Track record of driving revenue or growth through strategic alliances - e.g. demonstrated success in launching joint sales/marketing initiatives that resulted in measurable pipeline or sales increases
• Experience with Microsoft partner programs and tools. This could include hands-on work with Microsoft Partner Center, understanding of co-sell processes, incentive programs, and having participated in achieving Microsoft partner competencies or designations in a previous role
• Background in a cloud services or software solutions environment. Familiarity with Microsoft Azure and Microsoft 365 solution areas, and experience in a cloud service provider or systems integrator context, will enable you to effectively connect Nasstar's offerings with Microsoft's platform
• Knowledge of Microsoft Ecosystem: Deep understanding of Microsoft's products, services, and partner ecosystem. You keep up with Microsoft's cloud & AI portfolio and partner programs, enabling you to have informed discussions and identify opportunities quickly
• Strategic Thinking & Planning: Ability to develop long-term partnership strategies and translate them into actionable plans. You can see the "big picture" of Nasstar's and Microsoft's mutual goals and chart a course accordingly

Benefits

What you can expect from us:

At Nasstar, we know the importance of looking after our employees - after all, it's the team that underpins our business!

In addition to a competitive salary, supportive teams, and a real opportunity to progress in your career with a forward-thinking organisation, our benefits package includes:

• 25 days' holiday (excluding bank holidays) + Your Birthday Off
• Flexible working - it's important to maintain a work/life balance, as such, we will consider any written request for flexible working
• Virtual working - we practice what we preach and empower our people to work remotely
• Top tech - Leading services and solutions aren't just for our clients; we supply best-of-breed software and hardware for all our staff too
• 4x annual salary life assurance
• Health cash plan
• Retail discounts and other perks from major brands