Cloud Alliances Manager, Microsoft

Semperis

20h • Hybrid

About The Position

At Semperis, our mission is to be a Force for Good. Starting with being a great place to work. We believe that when people feel valued, supported, and empowered, they do their best work. That’s why we focus on creating an employee experience rooted in purpose, growth, and balance. Semperis has been recognized as one of America’s Fastest-Growing Cybersecurity Companies by the Inc. 5000, a DUNS 100 Top Startup to Work For, and a multi-year Inc. Best Workplace awardee. This mid-level Cloud Alliance Manager role is ideal for an alliances / cloud BD professional with ~10 years of technology sales or partner experience, including 3–5 years working closely with Microsoft as a Cloud BDM or equivalent, preferably at an ISV running Microsoft Co-sell motions and facilitating Azure Marketplace private offers. The role’s primary objective is to lead joint sales engagement between Semperis and Microsoft and support Azure Marketplace transactions (direct and MPO) to accelerate deal cycles and increase win rates through Co-sell, grow Marketplace-sourced and Marketplace-transacted bookings (direct and multi-party offers), and embed Co-sell and Marketplace as standard components of our GTM and deal strategy across the AMER field. This is a quota-carrying individual contributor role reporting into Global Head of Cloud Alliances.

Requirements

• 3–5 years in B2B technology sales, business development, alliances, channel sales, or CSP/distributor operations, preferably in security or identity.
• 2+ years operating Microsoft Co-sell and Azure Marketplace motions for an ISV (or equivalent experience at Microsoft, CSP, or NSP running ISV motions).
• Demonstrated success leading joint account plans and Co-sell calls with Microsoft field teams and converting them into bookings (partner-influenced revenue).
• Hands-on experience with Microsoft Partner Center, Co-sell referrals, MACC concepts, and Azure Marketplace private offers (including MPO with key channel partners).
• Strong operational discipline: comfortable owning pipeline hygiene, process, and reporting around Co-sell and Marketplace transactions.

Responsibilities

• Lead US Co-Sell Motions with Microsoft
• Own day-to-day Co-sell execution between Semperis AEs and Microsoft field sellers (AE, ATS, Security Specialists, Azure Specialists) for opportunities, from referral creation through close.
• Coordinate and lead joint account calls with Semperis Client Directors and Microsoft, capture follow-up actions, and drive execution to keep deals moving.
• Partner with Sales Ops to maintain clean Co-sell reporting and dashboards, including pipeline, accepted referrals, and Co-sell activated bookings.
• Support Azure Marketplace & Private Offer Execution
• Work with AEs, Finance, and Bid Desk to translate quotes into Azure Marketplace private offers (direct and MPO), including customer price, partner transfer price, and margin structure.
• Collect and validate all required Marketplace inputs (tenant ID, billing account, purchaser details, MACC utilization, etc.) and prepare structured packages for offer configuration.
• Guide customers and partners through Marketplace procurement, helping them leverage MACC and simplify contracting to de-risk and accelerate deals.
• Track private-offer stages from draft to customer acceptance and subscription, ensuring internal systems and pipeline reflect accurate status.
• Pipeline Building with Microsoft
• Build and maintain a Co-sell and Marketplace pipeline, including partner-sourced and partner-influenced opportunities aligned to priority accounts and plays.
• Leverage Microsoft programs (Marketplace Rewards, MACC, solution assessments) to drive new pipeline and fund POCs aligned to Semperis priorities.
• Work closely with Area Channel Directors and partner managers to align Co-sell and Marketplace motions with focus partners and GSIs (CDW, SHI, AHEAD, WWT, etc.).
• Field Enablement & Internal Alignment
• Act as first-line expert for sellers on “when and how” to use Microsoft Co-sell and Azure Marketplace (including MPO and REO scenarios).
• Deliver ongoing office hours, quick-start guides, and deal clinics to embed Co-sell and Marketplace into standard deal strategy, not a one-off exception.
• Capture FAQs, edge cases, and best practices from the field, feeding them back into Better Together sales plays, playbooks, and enablement content.
• Reporting, Analytics & Continuous Improvement
• Maintain weekly and monthly reports on Co-sell nominations vs. accepted referrals, Co-sell-influenced pipeline and bookings, Marketplace candidates, and closed Marketplace deals (direct and MPO).
• Highlight trends, gaps, and opportunities (e.g., high-potential accounts without Co-sell nominations, deals that should be redirected to Marketplace, under-utilized MACC, propensity-to-buy).
• Provide feedback into Cloud Alliances strategy, FY planning, and GTM experiments based on what’s working in the field (territory coverage, partner GTM, Marketplace usage patterns).

Benefits

• Valued, supported, and empowered work environment
• Employee experience rooted in purpose, growth, and balance
• Hybrid work model (working onsite some days per week and remotely the remaining days)
• Equal opportunity employer
• Reasonable accommodation for applicants with disabilities

What This Job Offers

• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 251-500 employees