Sr Microsoft Alliance Manager

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 https://www.trustwave.com.

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%.

This is a remote opportunity open to anyone legally authorized to work in the UK. 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.

Learn Why It’s Great To Be a Trustee:

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To All Agencies:

Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave’s policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.