Cloud Alliances Manager

Semperis

Cloud Alliances Manager at Semperis managing Microsoft co-sell initiatives and Azure Marketplace transactions, driving sales engagement and enabling partnerships.

Posted 4/20/2026full-timeRemote • 🇺🇸 United StatesSeniorLeadWebsite

Tech Stack

Tools & technologies

AzureCloud

About the role

Key responsibilities & impact

Lead US Co-Sell Motions with Microsoft
Own day-to-day Co-sell execution between Semperis AEs and Microsoft field sellers (AE, ATS, Security Specialists, Azure Specialists) for opportunities, from referral creation through close.
Coordinate and lead joint account calls with Semperis Client Directors and Microsoft, capture follow-up actions, and drive execution to keep deals moving.
Support Azure Marketplace & Private Offer Execution
Work with AEs, Finance, and Bid Desk to translate quotes into Azure Marketplace private offers (direct and MPO), including customer price, partner transfer price, and margin structure.
Collect and validate all required Marketplace inputs (tenant ID, billing account, purchaser details, MACC utilization, etc.) and prepare structured packages for offer configuration.
Guide customers and partners through Marketplace procurement, helping them leverage MACC and simplify contracting to de-risk and accelerate deals.
Track private-offer stages from draft to customer acceptance and subscription, ensuring internal systems and pipeline reflect accurate status.
Pipeline Building with Microsoft
Build and maintain a Co-sell and Marketplace pipeline, including partner-sourced and partner-influenced opportunities aligned to priority accounts and plays.
Leverage Microsoft programs (Marketplace Rewards, MACC, solution assessments) to drive new pipeline and fund POCs aligned to Semperis priorities.
Work closely with Area Channel Directors and partner managers to align Co-sell and Marketplace motions with focus partners and GSIs (CDW, SHI, AHEAD, WWT, etc.).
Field Enablement & Internal Alignment
Act as first-line expert for sellers on 'when and how' to use Microsoft Co-sell and Azure Marketplace (including MPO and REO scenarios).
Deliver ongoing office hours, quick-start guides, and deal clinics to embed Co-sell and Marketplace into standard deal strategy, not a one-off exception.
Capture FAQs, edge cases, and best practices from the field, feeding them back into Better Together sales plays, playbooks, and enablement content.
Reporting, Analytics & Continuous Improvement
Maintain weekly and monthly reports on Co-sell nominations vs. accepted referrals, Co-sell-influenced pipeline and bookings, Marketplace candidates, and closed Marketplace deals (direct and MPO).
Highlight trends, gaps, and opportunities (e.g., high-potential accounts without Co-sell nominations, deals that should be redirected to Marketplace, under-utilized MACC, propensity-to-buy).
Provide feedback into Cloud Alliances strategy, FY planning, and GTM experiments based on what’s working in the field (territory coverage, partner GTM, Marketplace usage patterns).

Requirements

What you’ll need

3–5 years in B2B technology sales, business development, alliances, channel sales, or CSP/distributor operations, preferably in security or identity.
2+ years operating Microsoft Co-sell and Azure Marketplace motions for an ISV (or equivalent experience at Microsoft, CSP, or NSP running ISV motions).
Demonstrated success leading joint account plans and Co-sell calls with Microsoft field teams and converting them into bookings (partner-influenced revenue).
Hands-on experience with Microsoft Partner Center, Co-sell referrals, MACC concepts, and Azure Marketplace private offers (including MPO with key channel partners).
Strong operational discipline: comfortable owning pipeline hygiene, process, and reporting around Co-sell and Marketplace transactions.

Benefits

Comp & perks

Health insurance
Retirement plans
Paid time off
Flexible work arrangements
Professional development

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B technology salesbusiness developmentallianceschannel salesMicrosoft Co-sellAzure MarketplaceCo-sell referralspipeline hygienereportingprivate offers

Soft Skills

leadershipcommunicationorganizationaloperational disciplinecollaborationproblem-solvingcustomer guidanceexecutiontrend analysisfeedback provision