Director, Microsoft Global Alliance

Description

Ingram Micro Cloud is driving a paradigm shift in the adoption of cloud technology with small and medium sized businesses through the breadth of our channel partners. Ingram Micro is the largest Microsoft distribution partner globally and is looking for an experienced Global Microsoft Alliances Leader. The goal is to drive the success of our global partnership and accelerate our Microsoft business worldwide.

As a Microsoft Global Alliance Executive within Ingram Micro Cloud, you will have the exciting opportunity to develop the Global Microsoft Strategy and work with our local markets to execute and deliver on our goals. A key part of the role is to share this strategy with Microsoft and secure funding to support the worldwide execution of our joint strategic program.

Responsibilities also include owning the strategic relationship with one of our largest partners in the world, driving executive alignment, leading product team alignment and marketing support, along with field and channel relationships. By establishing and growing business and technical relationships, along with managing the day-to-day interactions, you will be responsible for driving profitable growth for Ingram Micro.

The ideal candidate will possess both a business and commercial background with strong business acumen and leadership that enables them to engage at the CXO level as well as operate across and connect at multiple levels in an organization. The candidate must possess a solid sales and marketing or business development background, with a strategic focus to drive multi-year strategic plans as well as comprehensive go-to-market plans with the right mechanisms that drive results – aligning product management, marketing, & sales across Microsoft and Ingram Micro.

The ideal candidate will also have a demonstrated ability to think strategically about business solutions with the ability to build and convey compelling value propositions. The candidate will also have had international experience of launching these value propositions across a broad set of geographies.

Roles & Responsibilities

On a global basis lead the definition of the Microsoft multi-year strategy, develop and execute joint sales and Go to Market (GTM) programs.

• Lead the creation and delivery of the Global strategy for Ingram Micro’s Microsoft business (~$3.5 billion+ annual revenue)
• Manage an investment budget of $40m+ globally to deliver against aligned strategies
• Lead a Global high performing team of business development, marketing and commercial resources to deliver on targets
• Create programs, campaigns and incentives globally and execute locally across 35+ countries to drive the achievement of revenue and margin targets
• Engage the Microsoft Executive leadership, Business Unit Leaders, Marketing, and Sales channels to create and drive revenue and margin optimized plans for both parties
• Manage day-to-day business relationship with Microsoft, oversee all aspects of the relationship and ensure regular, coordinated interaction.
• Set and manage revenue targets and work with Microsoft and Ingram Micro sales organizations to achieve/exceed goals.
• Prepare and present business reviews to the Ingram Micro and Microsoft senior leadership teams.
• Secure funding for Global programs from Microsoft. Manage complex contract negotiations involving legal, marketing and business teams

Qualifications

• Bachelor's Degree required
• Master’s Degree or postgraduate professional qualification preferred
• The qualified candidate will possess 10 years of proven business development and marketing experience in the software/technology industry and have experience working with or for Microsoft
• A minimum of 5 years working with channel partners
• A minimum of 10 years of leadership experience, preferably in a direct supervisory role
• Consistently exceeds goal and key performance metrics, with hands on experience negotiating large enterprise contracts
• Experience developing comprehensive go-to-market plans with F100 companies and executing across international markets
• Strong presentation and communication skills; ability to articulate complex concepts to cross functional audiences and drive mindshare
• Strong business and commercial acumen, with a demonstrated track record of driving, growing and managing a partner portfolio
• Ability to think and work creatively to develop unique joint value propositions.
• Oversee and manage joint corporate alliance agreements and their compliance, including business agreements such as Letters of Understanding, Non-Disclosure Agreements, etc.
• Effectively build strategic working relationships and develop and use collaborative relationships to facilitate the accomplishment of work goals
• Build trust and display confidence in his or her intentions and those of the organization
• Strong sense of ownership in his or her work
• Excellent written, analytical and business development skills to balance strategic thinking and execution of tactical activity including the ability to crisply communicate and present at an executive level
• Significant International experience having worked globally required
• Ability to travel internationally on a regular basis

This is not a complete listing of the job duties. It’s a representation of the things you will be doing, and you may not perform all these duties.

Please be prepared to pass a drug test and background check that includes verification of vaccination status.

Ingram Micro requires all new associates to be fully vaccinated against COVID-19. Therefore, this position requires applicants to submit proof, prior to start date, that the successful applicant is fully vaccinated against COVID-19. Ingram Micro will comply with applicable laws regarding the reasonable accommodation of individuals with disabilities and/or sincerely held religious beliefs. Applicants will be notified of the requirements of Ingram Micro’s COVID-19 policy and process for verification of vaccination status prior to the start of employment.

Ingram Micro believes there is no place in our society for social injustice, discrimination, or racism. As a company we do not – and will not – tolerate these actions.