Sr. Microsoft Alliance Manager

Job Description

Posted Wednesday, January 29, 2025 at 5:00 PM | Expires Monday, June 30, 2025 at 4:59 PM Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. We uncover threats that others can’t and respond quicker than others can to protect against the devastating impacts of cyberattacks. We’re a world-class team of cyber consultants, threat hunters and researchers serving clients in 96 countries. At Trustwave, you can learn alongside the best, make a personal impact on a global scale, and solve new challenges every day. Learn more about us at . The Role Trustwave is seeking an experienced and driven Sr. Microsoft Alliance Manager to join our Alliance Team, focusing on enabling cosell success. This role is pivotal in serving as an overlay to grow key accounts, drive sales growth overall especially with new logos, and solidifying the Microsoft Trustwave Partnership. The ideal candidate will have a background in delivering Cybersecurity solutions to enable success with the Microsoft Security Platform and a proven track record of alliance management and sales enablement. This role will involve working with Trustwave and Microsoft account management as well as driving Trustwave business as our Microsoft SME. Main Responsibilities Strategic Relationship Management : Work together with Trustwave sellers to develop and maintain deep, strategic relationships with Microsoft Field and Program stakeholders. Serve as the primary point of contact and trusted advisor on maximizing the benefit that Microsoft can bring, via Trustwave, to a customer’s investment in Microsoft Security solutions. Sales Growth : Alongside Trustwave Sales, identify, pursue, and assist Account Managers to close new business opportunities through the leveraging of Microsoft contacts, programs and expertise. Develop and execute comprehensive account plans to achieve revenue targets. Lead and Develop Co-Selling Strategies : Design and deliver training programs that equip sales teams with the skills and knowledge to effectively cosell with Microsoft, ensuring alignment with Microsoft's sales motions and leveraging joint value propositions to drive collaborative success. Client Engagement : Understand the business objectives and challenges of strategic customers. Present and advocate for Microsoft solutions that align with client goals. Reporting : Monitor and report on partnership performance in regions including sales metrics, Microsoft partnership metrics, and client satisfaction. Provide Trustwave senior management with regular updates and strategic insights. Programs : Leverage Microsoft Incentive Programs and drive participation and compliance with Microsoft partnership programs in region. Must know current Microsoft Partner Programs that bring Microsoft investment to Trustwave and our customers. Ideal Skills: Strategic Account Planning : Active participation in strategic account planning along with Microsoft and Trustwave. Solution Selling : Deep understanding of solving business problems that leverage Microsoft Security solutions. Co-Selling with Microsoft : Understanding of the Microsoft co-sell motion with a demonstrated track record of success. Microsoft Programs : Experience in successful onboarding and maintaining Partner participation in Microsoft Programs such as CSI and FastTrack. Team Player : Strong interpersonal skills and the ability to collaborate effectively with colleagues across various departments. Desire to share knowledge with peers. Communication: Strong interpersonal and communication skills, with the ability to find new contacts, build rapport and influence decision-making at all levels of an organization Desired Experience: Successful track record leveraging Microsoft Investment Programs Alliance/Partner management experience at a technology company 10+ years’ proven experience in partnership management, business development, or alliance management Understanding of Microsoft ecosystem and Security products Education: A high school diploma or equivalent is required; a college or university degree is a plus. You would stand out with these skills: Experience working at Microsoft in a sales position or partner management capacity. Demonstrated ability to manage Microsoft partnerships which have generated tangible business benefit / results and revenue growth. Established Microsoft contacts, especially in the Security Business, on Sales teams and in Partner Management. Compensation This role is a variable compensation plan based on company and individual performance. Travel Requirements In this role, you will potentially need to travel up to 25%. Location: Sydney-based opportunity, open to candidates legally authorized to work in Australia. This is a remote opportunity open to anyone legally authorized to work in Australia. Guided by our flexible workplace philosophy, Moments That Matter, people gather in the office when in-person interaction is most impactful; full-time remote employees may be asked to travel occasionally based on the needs of the team and the business. Trustwave is committed to treating everyone with respect, one of our core TRUST Values, and we strive to create a culture that empowers all Trustees to be their best, most authentic selves. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age, or any other federally protected class. #J-18808-Ljbffr