[Hiring] Director, Microsoft Alliances @Hitachi Solutions

Role Description

The Director Microsoft Alliances is responsible for owning and executing the strategy for a specific Americas alliance, with Microsoft as the primary focus. This role drives joint business development, co-sell execution, and solution alignment to accelerate revenue growth and strengthen market positioning. This is a hands-on role, translating alliance strategy into measurable results across regions and teams.

Key Responsibilities

• Alliance Strategy & Execution
  • Develop and execute the Americas alliance plan for Microsoft, aligned with corporate and VP-led global strategy
  • Define annual priorities, quarterly OKRs, and execution plans
  • Lead QBRs and operational reviews with Microsoft stakeholders
  • Coordinate alliance execution across regions and business units
• Business Development & GTM
  • Drive co-sell pipeline growth, Azure consumption, and solution adoption
  • Identify and launch joint GTM initiatives and industry solutions
  • Collaborate with Microsoft field sellers, PDMs, and Industry GTM teams
  • Support Business Applications revenue and strategic positioning
• Relationship Management
  • Build strong working relationships with Microsoft partner and field leadership
  • Act as the primary day-to-day liaison for alliance planning and execution
  • Represent the company at Microsoft partner events and enablement forums
• Field Enablement & Internal Alignment
  • Enable Sales and Delivery teams on Microsoft programs, incentives, and co-sell motions
  • Conduct regional enablement sessions, training, and workshops
  • Share best practices, success stories, and playbooks across teams
• Programs, Funding & Performance Tracking
  • Ensure compliance with Microsoft Partner Network requirements
  • Identify and leverage Microsoft funding and incentive programs
  • Track KPIs including pipeline contribution, win rates, attach rates, and incentives
  • Prepare performance dashboards and leadership updates

Qualifications

• 10+ years of experience in technology alliances or partnerships
• Deep knowledge of the Microsoft ecosystem (Azure, M365, Dynamics)
• Proven experience in co-sell execution and joint GTM planning
• Strong cross-functional collaboration and influencing skills
• Excellent communication and stakeholder management abilities

Preferred Experience

• Prior role managing a Microsoft alliance or executing co-sell motions with Microsoft in a sales capacity
• Familiarity with Microsoft partner programs, incentives, and funding models
• Background in cloud, AI, and enterprise applications

Success Metrics

• Growth in Microsoft-sourced and co-sell revenue
• Health and velocity of joint pipeline
• Effectiveness of field enablement and adoption
• Strength of operational alignment with Microsoft stakeholders

Benefits

• Annual Incentive Plan
• Medical, Dental and Vision Coverage
• Life Insurance and Disability Programs
• Retirement Savings with Company Match
• Paid Time Off
• Flexible Work Arrangements including Remote Work