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Tech Stack
Tools & technologiesAzureCloud
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
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
B2B technology salesbusiness developmentallianceschannel salesMicrosoft Co-sellAzure MarketplaceCo-sell referralspipeline hygienereportingprivate offers
Soft Skills
leadershipcommunicationorganizationaloperational disciplinecollaborationproblem-solvingcustomer guidanceexecutiontrend analysisfeedback provision