Strategic Alliances Manager, Microsoft Azure Partnership

Job Description

Overview:

The Strategic Alliances Manager is a critical role responsible for managing and driving Denodo's strategic partnership with Microsoft Azure. This position will serve as the primary interface between the two organizations, with a specific emphasis on the Azure Marketplace, Independent Software Vendor (ISV) Success, and Co-Sell programs.

Job Responsibilities & Duties

Responsibilities:

1. Azure Marketplace Management:

   - Oversee Denodo's presence and offerings on the Azure Marketplace, ensuring seamless integration and optimal positioning.

   - Collaborate with product teams to develop and maintain compelling solution descriptions, pricing models, and go-to-market strategies.

   - Monitor and analyze marketplace performance metrics, identifying opportunities for improvement and growth.

2. ISV Success Program Engagement:

   - Act as the primary point of contact for Microsoft's ISV Success program, fostering a strong collaborative relationship.

   - Leverage the program's resources and support to drive Denodo's success on the Azure platform.

   - Participate in joint planning sessions, roadmap discussions, and strategic initiatives to align goals and maximize mutual benefits.

3. Co-Sell Program Coordination:

   - Develop and execute co-sell strategies in partnership with Microsoft's sales teams.

   - Coordinate joint marketing campaigns, sales enablement activities, and customer engagement efforts.

   - Provide training and support to Denodo's sales teams on co-sell best practices and Microsoft's sales processes.

   - Manage co-sell incentives, deal registration, and partner-to-partner (P2P) opportunities.

4. Strategic Alignment and Advocacy:

   - Serve as Denodo's advocate within Microsoft, representing its interests and promoting its data management platform solutions.

   - Maintain a deep understanding of Microsoft's product roadmaps, go-to-market strategies, and partner programs.

   - Collaborate with cross-functional teams to ensure alignment between Denodo's and Microsoft's strategic objectives.

5. Reporting and Analytics:

   - Develop and maintain comprehensive reporting mechanisms to track partnership performance metrics.

   - Analyze data to identify trends, opportunities, and areas for improvement.

   - Present insights and recommendations to senior leadership and stakeholders.

6. Customer Engagement and Strategic Initiatives:

   - Engage with Denodo's sales, account, and field teams to understand customer cloud journeys and strategic initiatives in data, analytics, and AI.

   - Collaborate with customers and Microsoft teams to align Denodo's solutions with customer commitments to Microsoft Azure Consumption Commitment (MACC) agreements.

   - Identify opportunities to leverage Denodo's data management platform to support customer objectives and drive cloud adoption.

Desired Skills & Experience

Qualifications:

• Proven experience in strategic alliance management, preferably with Microsoft or other major cloud providers.
•  In-depth knowledge of Microsoft Azure, the Azure Marketplace, ISV Success program, and Co-Sell program.
• Strong understanding of data management, cloud computing, software-as-a-service (SaaS), and related technologies.
• Excellent communication, negotiation, and stakeholder management skills.
• Ability to build and maintain strong relationships with internal and external stakeholders.
• Proficiency in data analysis and presentation skills.
• Bachelor's degree in a relevant field (e.g., Business Administration, Computer Science, or related discipline).
• Salary range is $180,000 plus commission.