Alliances Operations Manager, Microsoft

Department: BD & Cloud Partnerships
Reports to: Head of Microsoft Business & Global Partnership
Location: US Remote, with Boston/Marlborough hybrid option (3 days per week)
Role Overview

Nasuni's Microsoft relationship is a strategic growth engine spanning build-with, market-with, and sell-with motions. The Alliances Operations Manager, Microsoft owns the operational infrastructure that allows that partnership to scale-from Microsoft investment programs and Marketplace transactions to co-sell workflows, data quality, performance reporting, and executive operating cadence.

This is a hands-on role for someone who combines exceptional operational discipline with commercial judgment. You will independently manage high-detail workflows involving Microsoft, Sales, Finance, Marketing, Deal Desk, and other internal stakeholders while identifying opportunities to make those processes faster, more reliable, and easier to scale.

Success means partner funding is captured and used effectively, Marketplace transactions progress efficiently, co-sell data is accurate, executives have trusted performance visibility, and the partnership team spends more time driving growth and less time navigating operational friction.

This role is well suited to someone who enjoys owning complex processes and making them work better. It is not designed as a relationship-only alliance role or a people-management position.
Level & Scope

You will independently own a defined but business-critical Microsoft partnership operations function, resolve issues across multiple teams, and make day-to-day operating decisions within established commercial and compliance requirements.

The role combines approximately 75% execution and operational optimization with 25% planning, analysis, and stakeholder influence. You will partner closely with senior stakeholders but will not own overall Microsoft alliance strategy.
Responsibilities
Microsoft investment and funding programs

• Own the operational lifecycle for Microsoft partner investment programs, including planning, submissions, approvals, claims, reconciliation, documentation, and utilization tracking.
• Improve year-over-year capture and utilization of eligible Microsoft funding.
• Maintain accurate, audit-ready records and ensure deadlines, evidence requirements, and program rules are met.
• Connect funded activity to pipeline, revenue, and measurable partnership outcomes.
• Identify process gaps and implement scalable controls, templates, and operating routines.

Microsoft Marketplace

• Manage operational readiness for Nasuni's Microsoft Marketplace business, including listing administration and private-offer coordination.
• Partner with Sales and Deal Desk to move Marketplace opportunities from offer creation through transaction completion.
• Diagnose and escalate transaction issues while keeping internal teams informed of status, dependencies, and next actions.
• Track Marketplace volume, cycle time, and commercial performance.

Co-sell and partner operations

• Maintain accurate deal registration, Azure Consumption Revenue-related workflows, co-sell activity, and other required Microsoft partner-system data.
• Protect data quality and pipeline hygiene across Microsoft and Nasuni systems.
• Monitor relevant Microsoft partner-program requirements and coordinate actions needed to maintain compliance and standing.
• Build repeatable processes that reduce manual work and operational risk.

Reporting and executive cadence

• Build scorecards, dashboards, and QBR/MBR materials covering funding, Marketplace, co-sell, pipeline, and related partnership KPIs.
• Translate detailed operational data into concise insights, risks, decisions, and follow-up actions for leadership.
• Coordinate inputs across internal stakeholders and external resources to maintain a consistent operating cadence.

AI-enabled operational improvement

• Use AI and automation tools appropriately to accelerate analysis, reconciliation, reporting, process documentation, and workflow improvement.
• Validate AI-generated outputs against trusted business and partner data before they influence reporting or decisions.
• Identify repetitive work suitable for automation while applying appropriate judgment around confidential, financial, partner, and customer information.

Qualifications
Must-Have

• 5+ years of professional experience with at least 3 years in partner operations, cloud alliances, channel programs, revenue operations, or a closely related discipline.
• Hands-on experience operating within the Microsoft partner ecosystem.
• Direct ownership of partner funding, investment, Marketplace, co-sell, or comparable cloud-partner operational programs.
• Demonstrated ability to manage detailed, deadline-driven workflows with financial or commercial implications.
• Experience working across Sales, Finance, Marketing, Deal Desk, Operations, or similar functions.
• Ability to produce accurate executive-ready dashboards, scorecards, and business reviews.
• Strong analytical, organizational, written, and verbal communication skills.
• Practical experience using AI-enabled or automation tools to improve business workflows, with clear validation before outputs are used.

Preferred

• Direct experience with Microsoft Marketplace private offers, Microsoft co-sell processes, partner investment programs, or Partner Center.
• Experience connecting partner program activity to pipeline, consumption, bookings, or revenue outcomes.
• Experience in a high-growth SaaS, cloud infrastructure, cybersecurity, or enterprise software company.
• Experience with CRM, BI, workflow automation, or partner-management platforms.

Ideal

• Operational experience across Microsoft plus AWS, Google Cloud, or another hyperscaler ecosystem.
• Experience designing a repeatable alliance-operations process rather than simply administering an existing one.
• Evidence of reducing transaction time, improving funding utilization, increasing data accuracy, or automating significant manual work.

Experience Guidelines

A competitive candidate will typically bring:

• 5-8+ years total professional experience
• 3+ years in alliance, partner, channel, or related commercial operations
• Meaningful hands-on experience with Microsoft or another major cloud ecosystem

Equivalent experience and demonstrated scope matter more than an exact year count.