Alliance Manager

As an Alliance Manager you can expect to...

• Partner closely with the Alliance Leader to execute HSO’s Microsoft alliance strategy, translating strategic priorities into actionable programs, relationships, and business opportunities.
• Build and maintain strong relationships across Microsoft’s sales, partner, industry, and solution organizations, serving as a trusted connection point between Microsoft and HSO.
• Develop relationships with Microsoft field sellers and position HSO’s capabilities, customer successes, and areas of differentiation to help create and win new opportunities.
• Drive day-to-day co-sell activity by facilitating introductions, connecting sellers, identifying opportunities, and helping joint pursuits progress through the sales cycle.
• Lead account mapping and account-planning activities to identify whitespace opportunities, prioritize target accounts, and align go-to-market efforts between Microsoft and HSO.
• Maintain visibility into Microsoft-sourced and Microsoft-influenced opportunities, partnering with HSO sellers to qualify, develop, advance, and close pipeline.
• Coordinate joint go-to-market initiatives, including sales plays, marketing campaigns, seller enablement activities, workshops, events, and customer engagements.
• Support strategic pursuits by engaging the appropriate Microsoft sellers, specialists, technical resources, funding programs, and partner resources to strengthen opportunities.
• Develop and support alliance messaging, customer success stories, value propositions, and sales materials that help Microsoft teams confidently introduce HSO to customers.
• Facilitate alliance operating rhythms including pipeline reviews, account-planning sessions, quarterly business reviews, business reviews, and joint planning meetings while providing visibility into alliance performance, pipeline health, seller engagement, and key initiatives.
• Stay informed on changes within Microsoft, including organizational priorities, programs, solution investments, and leadership changes, communicating their impact and relevance to HSO teams.
• Identify opportunities to scale and improve alliance engagement by turning successful activities into repeatable processes, best practices, and playbooks.
  
  

You’re great at...

• Building relationships quickly and turning those relationships into productive business outcomes.
• Connecting people across organizations and recognizing opportunities where introductions can unlock customer value and pipeline growth.
• Following opportunities from initial introduction through execution, ensuring momentum and accountability throughout the pursuit process.
• Understanding seller priorities and creating mutual value for Microsoft, HSO, and customers.
• Managing multiple relationships, accounts, opportunities, and initiatives while balancing competing priorities.
• Collaborating effectively across sales, consulting, marketing, industry, and technology teams to achieve shared objectives.
• Communicating clearly and confidently with both executive stakeholders and field-level teams.
• Bringing structure, organization, and follow-through to complex, fast-moving partnership activities.
• Using pipeline, sales, and activity data to identify successes, surface risks, and focus attention where it is needed most.
• Learning complex partner organizations, understanding key influencers, and navigating how decisions are made.
• Operating independently while recognizing when executive engagement is needed to advance relationships or opportunities.
• Taking a proactive approach by anticipating the next conversation, connection, or action required to drive results.
  
  

Sound interesting? If so, you’ll have...

• Experience in alliances, partnerships, business development, sales, account management, go-to-market, or a related commercial role within consulting, professional services, or enterprise technology.
• Experience working with Microsoft or another major technology ecosystem, including an understanding of partner organizations and field sales structures.
• Experience supporting or executing co-sell motions, partner-led sales activities, account mapping, joint go-to-market initiatives, or business development programs.
• A demonstrated track record of building productive relationships with sales teams, partner organizations, and internal stakeholders.
• Strong commercial acumen and an understanding of how partner engagement and relationship-building contribute to pipeline growth and revenue outcomes.
• Experience managing multiple opportunities, initiatives, or priorities across a complex stakeholder environment.
• Strong organizational and execution skills with the ability to move initiatives from planning through successful completion.
• Excellent communication, presentation, stakeholder management, and relationship-building skills.
• Comfort operating in a matrixed environment where influence, collaboration, and cross-functional alignment are critical to success.
• Familiarity with Microsoft solution areas such as Azure, Data & AI, Business Applications, Modern Work, Security, or Copilot.
• The curiosity and drive to continuously learn Microsoft’s organization, priorities, programs, and evolving go-to-market strategy.
  
  

The Perks