Role Overview The Partnerships Lead will drive strategic alliances and technology partnerships to accelerate revenue growth across existing client accounts and net-new logos, with a primary focus on the Microsoft ecosystem (Azure). This role is ideal for a commercially minded partnerships leader with a proven track record of turning co-sell motions into measurable pipeline, bookings, and services revenue. Success in this position hinges on building and operating a focused partner strategy—Microsoft first, while also building strong motions with AWS and Google Cloud—through repeatable joint GTM plays, field alignment, and disciplined governance that converts partner engagement into outcomes. Key Responsibilities • Own and manage strategic partner relationships across key technology ecosystems and channels, with Microsoft Azure as the primary priority. • Build and scale Microsoft co-sell execution: field alignment with Microsoft sellers/partner teams, joint account planning, and opportunity progression to close. • Develop and operationalize joint GTM strategies with Microsoft (and select priority partners) to generate pipeline and drive mutual business objectives. • Establish and run a partner operating system: joint business plans, QBRs, pipeline inspection, attribution (sourced vs influenced), and conversion tracking. • Drive Azure Marketplace / transactable offers (where applicable) and partner-led procurement paths that increase deal velocity. • Collaborate with internal Sales and Delivery teams to ensure successful execution of partner-influenced deals (solutioning, resourcing, governance, and delivery readiness). • Identify gaps in the partner ecosystem and onboard new partners aligned with growth objectives (ISVs, GSIs, data/AI platforms, security, etc.), without diluting focus. • Shape and close strategic opportunities by working cross-functionally with internal and external stakeholders (including partner leadership and client executives). • Track and report on partner performance metrics including partner-sourced pipeline, partner-influenced pipeline, pipeline-to-bookings conversion, services revenue, and margin impact. Required Profile • 7+ years of experience in technology partnerships, strategic alliances, partner sales, or ecosystem GTM roles. • Required: Demonstrated experience leading partnerships and co-sell with Microsoft (Azure), including field alignment and measurable partner-influenced/sourced outcomes. • Proven ability to drive services revenue through indirect channels and co-sell motions (not only partner activity or top-of-funnel pipeline). • Strong understanding of enterprise technology services, digital transformation, and services-led GTM models (engineering delivery, managed services, modernization programs). • Experience managing joint business plans, partner programs, and co-marketing/co-sell initiatives with disciplined governance. • Entrepreneurial mindset with strategic thinking and strong commercial execution skills; able to operate in a builder environment. • Excellent communication and stakeholder engagement skills across technical and executive audiences. • Ability to navigate complex ecosystems and build strong trust-based relationships while maintaining focus on prioritized partners. Highly Preferred • Former experience at Microsoft, AWS, or Google in a partner, sales, BD, programs, or alliances role. • Experience building and scaling Marketplace motions (e.g., Azure Marketplace) and co sell-ready packaged offerings. • Demonstrated track record of improving pipeline-to-revenue conversion through governance, enablement, and repeatable joint GTM plays.