Microsoft Alliance, Senior Director at NTT

NTT DATA North America•Dallas, TX

4d•Remote

About The Position

NTT DATA North America is looking for an Alliance Management Senior Director for our Strategic Alliances organization. The Senior Director, Microsoft Alliance Management has a primary aim to drive growth with Microsoft, fostering collaboration and co-selling while ensuring partner value is embedded in every applicable sales pursuit with our clients. It is imperative that this individual has a strong Cloud & AI backbone to align with our corporate objectives. This is a highly visible, cross-functional leadership role that requires deep alliance leadership experience, strong executive presence, and a proven ability to build and scale growth with partners in complex enterprise environments. Location: This is a remote role in the United States with preferred locations in the SE, NE, or MW.

Requirements

12+ years of experience in alliance management, business development, partner sales and/or strategy roles
Deep knowledge of the Microsoft ecosystems, including partner programs, solution portfolios, and market dynamics
Demonstrated success in building and scaling partnerships
Strong executive communication and stakeholder management skills
Experience with joint go-to-market planning, co-selling, and field enablement
Ability to navigate complex organizational structures and drive cross-functional alignment
Bachelor’s degree required; MBA or equivalent preferred
Willingness to travel as needed (up to 25% with some global)
12+ years of experience in alliance management, built partner programs, created solution portfolios, business development, partner sales and/or strategy roles
8+ years managing Microsoft ecosystem alliances and partnerships
Ability to travel up to 25% as needed

Responsibilities

Co-Sell Leadership: Collaborate on orchestration and growth of joint sales pursuits with alliance partners, from opportunity identification through deal closure
Pipeline Generation: Proactively build and manage a pipeline of partner-influenced opportunities, with clear targets for partner-sourced and partner-assisted deals
Peer Engagement: Act as a peer and trusted advisor to client executives and sales executives, ensuring seamless integration of partners into client opportunities
Partner Advocacy: Champion the value of alliance partners internally, ensuring their offerings and differentiators are leveraged in every relevant pursuit – and represent the company at partner events, conferences, and executive forums
Sales Enablement: Equip sales teams with partner knowledge, tools, and resources to maximize win rates in joint pursuits
Performance Metrics: Be accountable for specific partner growth KPIs with a heavy emphasis on TCV of partner-influence wins – and with support from the alliance operations team, track and report on alliance performance metrics, ensuring accountability and continuous improvement
Oracle Partnership Growth: Lead the North America strategy and execution for Oracle including joint business planning, field enablement and deal support
Global Collaboration: Work in alignment with our Global Alliance Management team on overarching plans, providing North America input and commitments to KPIs
Relationship Building: Serve as the executive point of contact for key partner stakeholders, fostering trust and long-term collaboration
Cross-functional Alignment: Drive alignment across internal functions (sales, marketing, product, services, legal, finance) to support alliance goals
Governance: Oversee governance processes, including QBRs, scorecards, and executive briefings – and ensure compliance with partner program requirements and contractual obligations
Business Development: Identify and pursue new growth opportunities within the Oracle ecosystems