VP Microsoft Partner Sales & Marketing

Adastra Corporation•Markham, ON

8d•Hybrid

About The Position

The Microsoft Alliance Head (North America) is responsible for owning, expanding, and operationalizing Adastra’s strategic partnership with Microsoft across the region. This leader drives joint go-to-market (GTM) initiatives, strengthens executive alignment, unlocks co-selling and co-marketing opportunities, and ensures Adastra is fully activated across Microsoft’s partner programs, incentives, and solution areas. They serve as the primary executive-level representative of the Microsoft partnership in North America, ensuring strong visibility, influence, and measurable business impact.

Requirements

7+ years in partner management, alliances, or enterprise sales
Strong understanding of Microsoft solution areas (Azure, Data & AI, App Innovation, Security)
Experience driving co-sell motions and cloud adoption
Executive presence and strong influencing ability
Operational excellence in governance, pipeline, and reporting

Nice To Haves

Exposure to marketplace transactions
Experience working with Microsoft Fabric

Responsibilities

Own an annual revenue target for Microsoft-sourced and Microsoft-influenced bookings across North America, with quarterly commitments and forecast accountability
Own the partner-sourced pipeline number — generate, qualify, and progress opportunities originating from Microsoft field and PDM relationships, and report coverage against target
Define and execute the North America Microsoft partnership strategy aligned with Adastra’s growth objectives
Maintain senior-level relationships with Microsoft Partner Development Managers (PDMs), Azure Specialists, and field leadership
Act as a trusted advisor to NA leadership, representing both the voice of Microsoft internally and the voice of Adastra externally
Run governance models including JBPs, QBRs, partner scorecards, and performance reviews
Own partner-sourced and partner-influenced pipeline generation against defined quarterly targets
Coach regional sellers on co-selling with Microsoft and strategic solution alignment
Oversee GTM campaigns, events, solution plays, and co-branded materials, measured on pipeline generation and cost-per-opportunity
Develop Microsoft-aligned solution offerings, accelerators, and reusable IP
Enable Sales, Delivery, Pre-Sales, and TA with clear partner-ready frameworks
Own and report KPIs including sourced/influenced revenue, Azure consumption, win rate, certifications, and solution adoption