The Microsoft Alliance Head (North America) is responsible for owning, expanding, and operationalizing Adastra’s strategic partnership with Microsoft across the region. This leader drives joint go-to-market (GTM) initiatives, strengthens executive alignment, unlocks co-selling and co-marketing opportunities, and ensures Adastra is fully activated across Microsoft’s partner programs, incentives, and solution areas. They serve as the primary executive-level representative of the Microsoft partnership in North America, ensuring strong visibility, influence, and measurable business impact. 

Primary Location: ​Toronto, ON

Work Model: Hybrid​ 

Employment Type: ​Permanent Full-Time​ 

Vacancy Status: ​New​ 

 RESPONSIBILITIES 

• Own an annual revenue target for Microsoft-sourced and Microsoft-influenced bookings across North America, with quarterly commitments and forecast accountability 

• Own the partner-sourced pipeline number — generate, qualify, and progress opportunities originating from Microsoft field and PDM relationships, and report coverage against target 

• Define and execute the North America Microsoft partnership strategy aligned with Adastra’s growth objectives 

• Maintain senior-level relationships with Microsoft Partner Development Managers (PDMs), Azure Specialists, and field leadership 

• Act as a trusted advisor to NA leadership, representing both the voice of Microsoft internally and the voice of Adastra externally 

• Run governance models including JBPs, QBRs, partner scorecards, and performance reviews 

• Own partner-sourced and partner-influenced pipeline generation against defined quarterly targets 

• Coach regional sellers on co-selling with Microsoft and strategic solution alignment 

• Oversee GTM campaigns, events, solution plays, and co-branded materials, measured on pipeline generation and cost-per-opportunity 

• Develop Microsoft-aligned solution offerings, accelerators, and reusable IP 

• Enable Sales, Delivery, Pre-Sales, and TA with clear partner-ready frameworks 

• Own and report KPIs including sourced/influenced revenue, Azure consumption, win rate, certifications, and solution adoption 

QUALIFICATIONS, SKILLS & EXPERIENCE 

• 7+ years in partner management, alliances, or enterprise sales 

• Strong understanding of Microsoft solution areas (Azure, Data & AI, App Innovation, Security) 

• Experience driving co-sell motions and cloud adoption 

• Executive presence and strong influencing ability 

• Operational excellence in governance, pipeline, and reporting 

Preferred: 

• Azure certifications 

• Consulting or SI experience 

• Experience developing IP or accelerators 

NICE TO HAVE 

• Exposure to marketplace transactions 

• Experience working with Microsoft Fabric