Alliance Manager
Luware
full-time
Posted on:
Location Type: Remote
Location: New York • Washington • United States
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About the role
- Own the global Microsoft partnership end to end, serving as Luware's primary relationship lead
- Develop and execute comprehensive partnership plans aligned with Luware's revenue targets and product roadmap
- Identify, enroll, and manage Microsoft GTM programs that maximize Luware's visibility and co-sell opportunities
- Drive and enable co-sell engagement across regions, working closely with Microsoft field teams
- Track progress of Microsoft-sourced and Microsoft-influenced leads, measuring pipeline contribution and closed revenue
- Translate partnership activities into measurable business outcomes through structured programs and joint selling motions
- Manage all aspects of Microsoft Partner Center including deal registration, program incentives, funding applications, and specialization certifications
- Ensure Luware maintains and advances relevant Microsoft competencies and designations
- Monitor Microsoft program changes and proactively adapt strategies to capitalize on new opportunities
- Identify, build, and maintain relationships with key Microsoft personnel across sales, product, and partner organizations
- Cultivate executive-level sponsorship within Microsoft to facilitate partnership goals and escalation paths
- Represent Luware at Microsoft events, partner summits, and joint customer engagements
- Work across sales, marketing, product, and customer success to ensure Microsoft partnership priorities are embedded in company operations
- Collaborate with product teams to influence integration roadmaps and joint solution development
- Provide market intelligence from Microsoft to inform Luware's strategic planning
Requirements
- 7+ years in technology sales, marketing, and/or partner management
- Minimum 3 years directly managing Microsoft partnerships
- Proven track record of driving measurable revenue through Microsoft co-sell programs and cloud marketplace
- Deep understanding of Microsoft's partner programs, co-sell frameworks, and GTM motions
- Experience with Teams Phone, Microsoft Azure, and the broader Microsoft communications ecosystem
- Executive presence that commands credibility with senior stakeholders
- Self-starter who thrives with autonomy while maintaining strong collaboration across teams
- Genuine relationship builder who invests in long-term partnerships over transactional wins
- Strategic thinking combined with operational rigor- you can set the vision and execute the details
- Comfortable navigating ambiguity and driving results in a rapidly evolving environment
- Exceptional communication and negotiation skills, with experience engaging C-level executives both internally and at Microsoft
- Strong analytical skills with the ability to track, interpret, and report on partnership metrics
- Familiarity with contact center or unified communications technologies preferred
Benefits
- A fast-paced, international, and collaborative work environment
- A challenging and diverse role with high autonomy
- A motivating and supportive team culture where your ideas matter
- Excellent opportunities for personal and professional growth
- Regular team events and the chance to work from another Luware office for up to a month through our exchange program
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
technology salespartner managementMicrosoft partnershipsco-sell programscloud marketplaceMicrosoft partner programsGTM motionsanalytical skillscontact center technologiesunified communications technologies
Soft skills
executive presencerelationship buildingstrategic thinkingoperational rigorcollaborationcommunication skillsnegotiation skillsself-starteradaptabilityproblem-solving
Certifications
specialization certifications