Alliance Manager, Microsoft Azure

Senior Alliance Leader, Microsoft

nOps is the leading automated FinOps platform for cloud cost optimization, managing over $4B in annual cloud spend for companies from fast growing startups to global enterprises across AWS, Microsoft Azure, and Google Cloud. The team is looking for a senior alliance leader to own Microsoft partnerships end to end.

The Role

• Owns and grows the nOps relationship across the entire Microsoft ecosystem as the single point of accountability for everything Azure.
• Covers Microsoft field sellers, partner managers, the Microsoft Commercial Marketplace, and the resellers, CSPs, and SIs that specialize in Azure customers.
• Works cross functionally with Sales, Marketing, Product, and Customer Success to turn the Microsoft alliance into a reliable, scalable source of pipeline and revenue.
• Partners closely with GTM leadership to define and execute the Microsoft strategy.

Responsibilities

Microsoft Field and Co-Sell

• Builds relationships with Azure sellers across priority US regions and segments, including Enterprise, Commercial, and SMC, so nOps becomes top of mind for AEs, CSAs, GBBs, and STUs whenever cost optimization or FinOps comes up.
• Owns nOps' presence in Microsoft's co-sell motion, including Partner Center listings, IP Co-sell Ready status, MCI claims, and transactable offers in the Microsoft Commercial Marketplace.
• Drives joint pipeline by sourcing and progressing co-sell opportunities, running joint account planning sessions, and delivering measurable Microsoft influenced and Microsoft sourced ARR.

Microsoft Partner Org and Programs

• Serves as the primary nOps contact for Microsoft partner managers across the AI Cloud Partner Program, including PDMs, GPS, and ISV Success.
• Manages program memberships, Solutions Partner designations, and ISV incentives or funding such as MAPS, ISV Success, and marketplace rewards.
• Maintains a quarterly Joint Business Plan with Microsoft, with clear targets for pipeline, marketplace transacted revenue, customer wins, and joint marketing, and reports against it monthly.

Resellers, CSPs, and GSIs

• Recruits, onboards, and grows Azure specialist resellers, CSPs, and SIs, including partners like SoftwareOne, Insight, SHI, CDW, Crayon, regional CSPs, and Azure focused GSIs, covering contracts, enablement, joint marketing, and deal registration mechanics.
• Runs partner enablement by training partner sellers and solutions architects on nOps' Azure value proposition, FinOps positioning, and discovery questions, and equips them with battlecards, demo environments, and co branded collateral.
• Operationalizes partner sourced pipeline through deal registration, attribution, and a clear partner tiering model that rewards the partners who deliver.

Relationship and Program Management

• Represents nOps at Microsoft and Azure ecosystem events, including Microsoft Ignite, Microsoft Build, the Microsoft Inspire successor events, FinOps X, and regional Microsoft and partner summits, with booth presence, speaking opportunities, and one on one partner meetings.
• Partners with Marketing to plan and execute co marketing programs, including webinars, joint case studies, marketplace campaigns, and Microsoft funded demand generation activities.
• Partners with Product to feed Azure specific roadmap signal back from sellers and partners, including topics like Reservations versus Savings Plan tradeoffs, AVD optimization, and EA and MCA nuances.
• Forecasts and reports on the Azure alliance with the same rigor as a sales territory, including pipeline by partner, marketplace transacted revenue, registered deals, and Microsoft influenced ARR.

Requirements

• 4 to 7 years of partnerships, alliances, channel, or cloud GTM experience at a B2B SaaS or cloud software company.
• Demonstrated success owning a hyperscaler alliance, ideally Microsoft or Azure, though strong AWS or GCP alliance backgrounds will be considered with the ability to ramp on Microsoft's motion quickly.
• Working knowledge of Microsoft's partner motion, including Partner Center, co-sell, the Microsoft Commercial Marketplace, MACC, ACR (Azure Consumed Revenue), MCI, and the AI Cloud Partner Program.
• Direct experience working with at least one major Azure specialist reseller, CSP, or SI.
• Track record of carrying and hitting a partner sourced or partner influenced pipeline or ARR number.
• Experience selling to or partnering alongside enterprise customers, with comfort navigating procurement, security review, and multi stakeholder buying cycles.
• Excellent written and verbal communication, with comfort presenting to Microsoft field leadership and partner C suites.
• Self directed operator who thrives in a fast moving, build it yourself environment.

Nice to Have

• Background in FinOps, cloud cost optimization, observability, or a related infrastructure or DevOps category.
• Existing Rolodex with Microsoft field sellers, PDMs, and Azure specialist partners in the US.
• Experience standing up a transactable SaaS offer in the Microsoft Commercial Marketplace, including private offers and multi party private offers (MPO).
• FinOps Certified Practitioner certification or an equivalent credential.

Why nOps

• Build from day one role with full ownership of the Microsoft alliance end to end.
• Direct line to leadership and executive backing to turn Azure into a real growth channel for nOps.
• Real impact on a fast growing FinOps platform powering enterprise cloud cost optimization across AWS, Microsoft Azure, and Google Cloud.