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Microsoft Alliance Manager



Multiple locations
Posted on Tuesday, April 23, 2024

Business Area:


Seniority Level:

Mid-Senior level

Job Description:

At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.

As the Microsoft Alliance Manager, this position will be a member of the Global Cloud Partner Sales Team in Alliances responsible for increasing cloud revenue with Microsoft globally. This position requires a growth mindset, sales skills, and operational/ project management experience.

This Alliance Manager individual contributor level position is responsible for overseeing and driving the successful execution of our Cloud sales initiatives to drive revenue. A critical part of this person's role is the successful management of the Cloudera Microsoft Strategic partnership focused on sales and GTM. This requires leading cross-functional project teams - from product to sales to enablement, developing detailed plans, and ensuring our customers success when selling Cloudera on Azure.

This role will collaborate closely with various stakeholders, including field sales, partner operations, product development, partner success, product marketing, and the Cloud Partner Sales leadership team to drive program success and ARR. This position will interface with the Microsoft team daily and the Cloud Partner sales managers across the regions.

As a Microsoft Alliance Manager you will:

Cloud Partner Sales Management & Region Interlock:

  • Cloud Partner Revenue & KPIs: Key performance metrics (ARR, marketplace, cosell) must be met

  • Cloud Partner Sales: Collaborate with the Cloud Partner teams to understand the partner's needs and provide the necessary support to ensure successful GTM.

  • GTM Sales, Key Industries, & Pipeline Generation: Interface with Cloud Provider on key sales initiatives and industry plays.

  • Marketplace Collaborate with sales teams and tools.

  • Supplier Management Coordinate funding events and confirm adherence to Microsoft procurement standards

Microsoft Partner Management & Execution:

  • Stakeholder Management: Collaborate with internal teams, and Microsoft to align, achieve goals and ensure seamless execution.

  • KPI Accountability: Cloud customer success, ARR, and Marketplace.

  • Customer Migration and POCs: Oversee all the Microsoft incentive funding to support customer success for migrations and POCs

  • Communication and Reporting: Provide regular updates and status reports to senior management and stakeholders, ensure transparency and alignment.

  • Continuous Improvement: Drive process improvements and best practices in project management to enhance program efficiency and effectiveness.

  • Enablement: Ensure alignment across the Channels and Alliances teams

Operations Plan & Alignment for Execution:

  • Marketplace Governance: Compliance with Azure marketplace policies, audits, and program guidelines interfacing directly with Microsoft

  • Microsoft Partner Center: Daily use of Microsoft Partner Center systems and tools; determine the appropriate requirements of each system.

We’re excited about you if you have:

  • A Bachelor's degree in Business Administration, Marketing, or a related field is necessary.

  • Proven track record of at least 5-10 years of partner/alliance management, preferably in a channel cloud alliances program role.

  • A background in sales/ cosell / influence sales is required, preferably within sales and revenue management

  • Project Management experience is helpful in managing stakeholder relationships and execution of deliverables.

  • Demonstrated experience leading and managing complex, cross-functional projects with multiple stakeholders.

  • Strong analytical and problem-solving skills with the ability to make data-driven decisions.

  • Excellent communication and presentation skills to convey project updates and proposals effectively

  • Prior experience in the technology industry, Cloud provider hyperscaler space - AWS, GCP, or Azure, or with SI/GSI partners is a plus

The expected base salary range for this role in

  • California is $112,800 - $120,000

  • Washington is $112,800 - $120,000

  • Please note that the compensation details listed in our job postings reflect the base salary only, and do not include commissions or bonus as applicable

  • The salary will vary depending on your job-related skills, experience and location

What you can expect from us:

  • Generous PTO Policy

  • Support work life balance with Unplugged Days

  • Flexible WFH Policy

  • Mental & Physical Wellness programs

  • Phone and Internet Reimbursement program

  • Access to Continued Career Development

  • Comprehensive Benefits and Competitive Packages

  • Paid Volunteer Time

  • Employee Resource Groups

Cloudera is an Equal Opportunity / Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, pregnancy, sexual orientation, gender identity, national origin, age, protected veteran status, or disability status.