Strategic Alliance Manager – APJ
Key Responsibilities
Strategic Alliance Management
Act as the primary liaison between Rackspace Technology and Microsoft, managing and growing the partnership across all levels.
Develop and execute a joint business plan with Microsoft, aligning priorities, KPIs, and revenue goals.
Foster strong relationships with Microsoft executives, Partner Development Managers (PDMs), and field sales teams to identify and execute joint opportunities.
Stay informed on Microsoft's strategic priorities, programs, and incentives to ensure alignment and leverage them for mutual success.
Sales and Go-to-Market Enablement
Collaborate with Rackspace sales teams to drive joint opportunities for Microsoft Azure, Data, Microsoft 365, and Dynamics 365 services.
Identify and support the creation of joint solutions and go-to-market campaigns to increase pipeline and revenue.
Work with internal sales and delivery teams to enable understanding of Microsoft solutions, programs, and customer benefits.
Drive field-level collaboration between Rackspace and Microsoft teams to co-sell and co-deliver solutions.
Performance and Program Management
Own and manage Microsoft partnership KPIs, tracking performance and ensuring achievement of revenue, consumption, and competency targets.
Maximise Rackspace's participation in Microsoft Partner Programs, including competencies, funding programs (e.g., Azure Migration and Modernisation Program), and incentive frameworks.
Provide regular updates, dashboards, and insights on alliance performance to Rackspace leadership.
Innovation and Thought Leadership
Identify new opportunities for innovation and differentiation using Microsoft's latest solutions and technologies.
Collaborate with marketing teams to create joint content, case studies, and thought leadership campaigns.
Represent Rackspace at Microsoft events, webinars, and conferences to enhance visibility and partnership strength.
Qualifications
Experience
5+ years of experience in alliance management, partner management, or business development roles within IT services or cloud solutions.
Proven experience working with Microsoft, particularly in driving co-sell and partner-led initiatives.
Strong understanding of Microsoft Cloud and Data solutions/Frameworks, including Azure and MS Data
Skills
Excellent relationship-building and communication skills, with the ability to engage executive stakeholders.
Strong analytical and business planning skills to create and execute joint growth strategies.
Demonstrated ability to manage complex partnerships and drive measurable outcomes.
Knowledge of Microsoft Partner Programs, funding models, and incentive structures.
Certifications (Preferred)
Microsoft Azure Fundamentals (AZ-900), or other relevant Microsoft certifications.
Education
Bachelor's degree in Business, IT, or a related field.