Alliance Manager

HSO Group B.V.•New York, NY

10h

About The Position

As an Alliance Manager, you will partner closely with the Alliance Leader to execute HSO’s Microsoft alliance strategy, translating strategic priorities into actionable programs, relationships, and business opportunities. You will build and maintain strong relationships across Microsoft’s sales, partner, industry, and solution organizations, serving as a trusted connection point between Microsoft and HSO. You will develop relationships with Microsoft field sellers and position HSO’s capabilities, customer successes, and areas of differentiation to help create and win new opportunities. You will drive day-to-day co-sell activity by facilitating introductions, connecting sellers, identifying opportunities, and helping joint pursuits progress through the sales cycle. You will lead account mapping and account-planning activities to identify whitespace opportunities, prioritize target accounts, and align go-to-market efforts between Microsoft and HSO. You will maintain visibility into Microsoft-sourced and Microsoft-influenced opportunities, partnering with HSO sellers to qualify, develop, advance, and close pipeline. You will coordinate joint go-to-market initiatives, including sales plays, marketing campaigns, seller enablement activities, workshops, events, and customer engagements. You will support strategic pursuits by engaging the appropriate Microsoft sellers, specialists, technical resources, funding programs, and partner resources to strengthen opportunities. You will develop and support alliance messaging, customer success stories, value propositions, and sales materials that help Microsoft teams confidently introduce HSO to customers. You will facilitate alliance operating rhythms including pipeline reviews, account-planning sessions, quarterly business reviews, business reviews, and joint planning meetings while providing visibility into alliance performance, pipeline health, seller engagement, and key initiatives. You will stay informed on changes within Microsoft, including organizational priorities, programs, solution investments, and leadership changes, communicating their impact and relevance to HSO teams. You will identify opportunities to scale and improve alliance engagement by turning successful activities into repeatable processes, best practices, and playbooks.

Requirements

Experience in alliances, partnerships, business development, sales, account management, go-to-market, or a related commercial role within consulting, professional services, or enterprise technology.
Experience working with Microsoft or another major technology ecosystem, including an understanding of partner organizations and field sales structures.
Experience supporting or executing co-sell motions, partner-led sales activities, account mapping, joint go-to-market initiatives, or business development programs.
A demonstrated track record of building productive relationships with sales teams, partner organizations, and internal stakeholders.
Strong commercial acumen and an understanding of how partner engagement and relationship-building contribute to pipeline growth and revenue outcomes.
Experience managing multiple opportunities, initiatives, or priorities across a complex stakeholder environment.
Strong organizational and execution skills with the ability to move initiatives from planning through successful completion.
Excellent communication, presentation, stakeholder management, and relationship-building skills.
Comfort operating in a matrixed environment where influence, collaboration, and cross-functional alignment are critical to success.
Familiarity with Microsoft solution areas such as Azure, Data & AI, Business Applications, Modern Work, Security, or Copilot.
The curiosity and drive to continuously learn Microsoft’s organization, priorities, programs, and evolving go-to-market strategy.

Nice To Haves

Building relationships quickly and turning those relationships into productive business outcomes.
Connecting people across organizations and recognizing opportunities where introductions can unlock customer value and pipeline growth.
Following opportunities from initial introduction through execution, ensuring momentum and accountability throughout the pursuit process.
Understanding seller priorities and creating mutual value for Microsoft, HSO, and customers.
Managing multiple relationships, accounts, opportunities, and initiatives while balancing competing priorities.
Collaborating effectively across sales, consulting, marketing, industry, and technology teams to achieve shared objectives.
Communicating clearly and confidently with both executive stakeholders and field-level teams.
Bringing structure, organization, and follow-through to complex, fast-moving partnership activities.
Using pipeline, sales, and activity data to identify successes, surface risks, and focus attention where it is needed most.
Learning complex partner organizations, understanding key influencers, and navigating how decisions are made.
Operating independently while recognizing when executive engagement is needed to advance relationships or opportunities.
Taking a proactive approach by anticipating the next conversation, connection, or action required to drive results.

Responsibilities

Partner closely with the Alliance Leader to execute HSO’s Microsoft alliance strategy, translating strategic priorities into actionable programs, relationships, and business opportunities.
Build and maintain strong relationships across Microsoft’s sales, partner, industry, and solution organizations, serving as a trusted connection point between Microsoft and HSO.
Develop relationships with Microsoft field sellers and position HSO’s capabilities, customer successes, and areas of differentiation to help create and win new opportunities.
Drive day-to-day co-sell activity by facilitating introductions, connecting sellers, identifying opportunities, and helping joint pursuits progress through the sales cycle.
Lead account mapping and account-planning activities to identify whitespace opportunities, prioritize target accounts, and align go-to-market efforts between Microsoft and HSO.
Maintain visibility into Microsoft-sourced and Microsoft-influenced opportunities, partnering with HSO sellers to qualify, develop, advance, and close pipeline.
Coordinate joint go-to-market initiatives, including sales plays, marketing campaigns, seller enablement activities, workshops, events, and customer engagements.
Support strategic pursuits by engaging the appropriate Microsoft sellers, specialists, technical resources, funding programs, and partner resources to strengthen opportunities.
Develop and support alliance messaging, customer success stories, value propositions, and sales materials that help Microsoft teams confidently introduce HSO to customers.
Facilitate alliance operating rhythms including pipeline reviews, account-planning sessions, quarterly business reviews, business reviews, and joint planning meetings while providing visibility into alliance performance, pipeline health, seller engagement, and key initiatives.
Stay informed on changes within Microsoft, including organizational priorities, programs, solution investments, and leadership changes, communicating their impact and relevance to HSO teams.
Identify opportunities to scale and improve alliance engagement by turning successful activities into repeatable processes, best practices, and playbooks.