Alliance Manager - Microsoft Partnerships
CloudFulcrum | India-Based | Hyderabad
About CloudFulcrum
CloudFulcrum is a Microsoft AI Cloud Partner delivering enterprise data intelligence solutions using Azure, Fabric, and Databricks with governance and security built for global enterprises. We're an established Salesforce DevOps partner expanding our Microsoft practice with 25+ Azure-certified professionals and proven delivery capability in regulated industries.
Our Microsoft practice: End-to-end data pipelines | Real-time analytics | AI/ML operationalization | SOX/GxP-compliant data governance
The Role
Build CloudFulcrum's Microsoft partnership infrastructure to unlock co-sell pipeline and ecosystem-driven revenue. You'll establish relationships with Microsoft teams and SI/ISV partners, create repeatable co-sell processes, and enable CloudFulcrum's sales organization to win through the Microsoft ecosystem.
What You'll Own
Microsoft Partnership Development
- Build and maintain relationships with Microsoft teams, partner development managers, and Azure/Fabric specialists across Corporate, Enterprise, and Strategic segments
- Own CloudFulcrum's Microsoft AI Cloud Partner status and advance partnership tiers (Solutions Partner designations, advanced specializations)
- Establish CloudFulcrum as a preferred Azure/Fabric implementation partner for Microsoft account teams
- Participate in Microsoft partner events, technical communities, and field seller enablement sessions
Co-Sell Pipeline Activation
- Identify and qualify Microsoft-sourced opportunities requiring Azure/Fabric implementation partners
- Register opportunities in the Microsoft Co-Sell platform (ACR management) and shepherd through the partner engagement process
- Orchestrate joint discovery workshops and technical assessments with Microsoft field teams and CloudFulcrum pre-sales
Partner Program Management
- Navigate Microsoft Partner Center for program compliance, benefit activation, and certification tracking
- Secure partner funding (co-marketing funds, Azure consumption commitments, event sponsorships)
- Manage funding applications, budget reconciliation, and ROI reporting for partnership investments
- Build Microsoft Marketplace presence and transactable offers to streamline enterprise procurement
Year 1 Success Metrics
Partnership Health: CloudFulcrum recognized as preferred partner by Microsoft account teams | Advance partnership tier or achieve 1+ advanced specialization | Build working relationships with 15+ Microsoft field sellers
Pipeline Influence: 15-20 Co-Sell registrations (ACR) with 60%+ progression to qualified stages | $500-750K in Microsoft-influenced revenue contributed to CloudFulcrum sales team | 3+ closed deals with documented Microsoft co-sell involvement
Required Experience
Alliance & Partner Management
- 5+ years managing strategic technology partnerships, vendor alliances, or channel ecosystems
- Must have: Prior experience at Microsoft, Microsoft partner organization, or managing Microsoft alliances at a technology vendor
- Deep understanding of Microsoft partner programs (AI Cloud Partner structure, co-sell process, ACR mechanics, MACC programs, partner incentives)
- Experience with Microsoft Partner Center, Co-Sell portal, and partner engagement workflows
- Proven ability to build relationships with enterprise field sales teams and partner development organizations
Technical Fluency
- Working knowledge of Azure data platform (Data Factory, Synapse, Data Lake, Databricks on Azure)
- Familiarity with Microsoft Fabric capabilities (lakehouses, data warehousing, Power BI integration)
- Conversational depth in data architecture and analytics modernization sufficient to qualify technical opportunities
- Ability to collaborate credibly with solution architects and technical specialists
Stakeholder Management
- Experience aligning cross-functional internal teams (sales, delivery, marketing) around partnership goals
- Strong executive communication for partner QBRs, joint planning sessions, and internal leadership updates
- Comfort navigating complex partner ecosystems with multiple internal and external stakeholders
Preferred Qualifications
- Existing relationships within the Microsoft India account teams or the partner development organization
- Microsoft certifications (Azure Fundamentals, Azure Data Engineer, Fabric Analytics Engineer)
- Background building SI/ISV partner ecosystems (not just managing Microsoft relationship)
Compensation & Benefits
- Base + Variable
- Microsoft-funded training and certification programs
- Quarterly bonuses for partnership health metrics
- Clear path to Director of Alliances (Year 2-3) leading the co-sell team
Equal Opportunity
CloudFulcrum is committed to building a diverse, equitable, and inclusive team. We welcome applicants from all backgrounds and do not discriminate based on race, religion, gender, sexual orientation, age, disability, or veteran status.
