We are seeking a highly motivated, relationship-driven Director, Microsoft Channel Development & Growth to accelerate pipeline creation and strengthen alignment with Microsoft across its partner ecosystem. This leader will build strategic relationships with Microsoft account teams, Partner Development Managers, Solution Specialists, Specialist Team Units, Customer Success Units, and regional leadership to identify, influence, and create new consulting opportunities.
Position OverviewThis is a high-impact growth role for a leader who understands how Microsoft sellers work, can navigate the Microsoft organization, and has a proven record of generating co-sell pipeline through partner engagement. Working closely with OZ sales, marketing, practice, alliance, and consulting leaders, the Director will serve as a primary liaison between OZ and Microsoft field organizations. Success will be measured through Microsoft-sourced opportunities, Microsoft-influenced pipeline, co-sell activity, joint customer engagement, marketplace referrals, bookings, and new-logo acquisition. This position is remote within the United States, with Florida or the US East Coast preferred.
Role ResponsibilitiesMicrosoft Field Engagement & Relationship Development:- Develop and manage relationships with Microsoft field sellers across strategic territories and industries.
- Build awareness of OZ's capabilities in AI, Data & Analytics, Cloud Modernization, Business Applications, Digital Engineering, and Managed Services.
- Establish recurring engagement cadences with Microsoft Partner Development Managers, Solution Specialists, Specialist Team Units, Customer Success Managers, Account Executives, and Industry Teams.
- Become a trusted partner resource for Microsoft sellers seeking implementation and consulting support.
Opportunity Identification & Pipeline Generation:- Drive net-new opportunities through Microsoft referrals and co-sell motions.
- Identify target Microsoft accounts aligned with OZ growth priorities.
- Collaborate with Microsoft account teams to uncover customer initiatives and transformation projects.
- Work closely with OZ sales and practice leaders to qualify opportunities and accelerate deal progression.
- Track and manage Microsoft-originated pipeline opportunities through the CRM.
Co-Sell & Marketplace Strategy:- Maximize OZ's participation in Microsoft's co-sell program.
- Drive referrals through Partner Center and Microsoft marketplace initiatives.
- Support marketplace solution positioning and customer engagement strategies.
- Ensure OZ maintains strong visibility and engagement across Microsoft's partner ecosystem.
Joint Go-to-Market & Solution Promotion:- Partner with Marketing and Practice Leaders to execute Microsoft-focused campaigns, webinars, workshops, executive briefings, and events.
- Promote OZ success stories and customer outcomes with Microsoft stakeholders.
- Coordinate joint customer meetings, account planning sessions, and executive relationship-building activities.
- Identify strategic go-to-market initiatives aligned with Microsoft priorities.
Internal Collaboration:- Serve as a primary liaison between OZ and Microsoft field organizations.
- Educate OZ sellers and delivery leaders on Microsoft priorities and sales motions.
- Share Microsoft intelligence, market insights, and competitive information with internal teams.
- Coordinate resources across sales, marketing, alliances, and consulting practices.
Requirements- 5-10 years of experience in channel sales, alliance management, business development, partner sales, or a related Microsoft ecosystem role, with direct Microsoft ecosystem experience required.
- Demonstrated experience working directly with Microsoft field organizations.
- Proven success generating pipeline and revenue through partner relationships.
- Experience developing executive-level relationships across complex organizations.
- Strong understanding of enterprise technology sales processes.
- Ability to uncover opportunities, drive pipeline creation, and take ownership of measurable business outcomes.
- Executive presence and strong communication skills for engaging Microsoft leadership, client executives, and internal stakeholders.
Preferred Qualifications- Existing relationship network within Microsoft.
- Experience with Microsoft's co-sell motions, Partner Center, marketplace initiatives, and incentive programs.
- Experience in a Microsoft-facing role such as Partner Development Manager, Account Executive, Partner Success Manager, Alliance Manager, Channel Sales Manager, or Business Development Manager.
- Working knowledge of Microsoft Azure, Microsoft Fabric, Data & AI, Copilot, Business Applications, Power Platform, Modern Work, Cloud Infrastructure, or Digital Transformation Services.
- Familiarity with Dynamics 365 and/or HubSpot.
- Microsoft certifications are preferred.
Benefits- Competitive Pay
- 401K
- Health Coverage
