Director - Microsoft Global Cloud Alliance - Ingram Micro - Santa Ana

Job description
Ingram Micro is driving a paradigm shift in how cloud is bought and sold in the small and medium sized business segment through the re-sellers. Ingram Micro is looking for an experienced Global Microsoft Alliances Executive to develop relationships across the portfolio and manage the success of our global partnership.

As a Microsoft Global Alliance Executive within Ingram Micro Cloud, you will have the exciting opportunity to deliver on our strategy to build mind share and adoption of the Ingram Micro cloud marketplace and align more of Microsoft’s products and services.

Responsibilities 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 technical 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.


• Engage the Microsoft Executive leadership, Business Unit Product Managers, Marketing, and Sales channels to create and drive revenue and margin optimized plans for both parties.
• Manage day-to-day business relationship with partner(s), oversee all aspects of the relationship and ensure regular, coordinated interaction.
• Set a strategic business development plan for target markets and ensure it's in line with the Ingram Micro Cloud strategic direction. This includes developing a detailed alliance plan and establishing a process to track the progress toward goals.
• Set and manage revenue targets and work with Microsoft and Ingram Micro sales organizations to achieve/exceed goals.

Desired Skills and Experience
• Bachelor's Degree or additional relevant experience in a related field. Master’s Degree preferred.
• The right person will possess 15 years of proven business development experience in the software/technology industry working with or for Microsoft.
• A minimum of 5 years working with channel partners.
• A minimum of 5 years of leadership experience, preferably in a direct supervisory role.
• Consistently exceeds goal and key performance metrics, with hands on experience negotiating enterprise contracts, and developing comprehensive go-to-market plans with F100 companies.
• Strong presentation and communication skills; ability to articulate complex concepts to cross functional audiences and drive mindshare.
• Strong business and technical 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.
• International experience required.
• Ability to travel internationally on a regular basis.

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