Microsoft Alliance Sales Director

About the Team
The role sits within the Strategic Alliances team which is part of Sales & Marketing. This is a centralised function and covers all aspects of professional services marketing, sales support and business development. The prime area of focus for the function is to support the development and implementation of the firm's market strategy and in particular to ensure:

• We innovate every day
• We are inclusive by default
• We deliver commercial impact with purpose
• We tell stories that inspire

About the role
The Microsoft Alliance Director has overall responsibility for the growth of Alliance sales across PwC and all related metrics, including wins/pipeline, team development, performance and budget. The Microsoft Alliance Director has responsibility to manage, maintain, & grow the relationship with Microsoft with strategic intent and focus on market penetration, revenue growth, and solution identification. The Microsoft Alliance Director role provides direction and oversight of the Alliance, working closely with the UK Alliance Partner lead, Consulting Alliance Lead and S&M Strategic Alliance Director.
The jobholder will lead and develop the go to market strategy by:

• Designing, executing, and managing the strategy and business plan of the Alliance with focus on market penetration and revenue growth
• Working directly with the Alliance and firm leadership to identify and develop focused GTM plans that align to Firm and technology strategy that will generate significant revenue to the firm
• Consistently message the Alliance value proposition and strategic direction internally, externally and proactively align opportunities with Microsoft
• Building key relationships across the Microsoft business and serve as strategic relationship point of contact for the Alliance
• Identifying additional synergies between Microsoft and the firm to expand the Alliance program throughout the UK Firm
• Collaborating with cross-sector/cross-service Practice teams on executing Alliance initiatives
• Acting as strategic advisor of the Alliance to firm leadership in the UK and across EMEA
• Coordinating and executing annual business planning sessions and ongoing joint planning sessions with Alliance and firm leaders to drive ongoing strategic alignment
• Ensuring Alliance partner status & certification levels are maintained and grown

Drive growth by:

• Identifying potential account "sell-with" opportunities sourced from the Alliance
• Forecasting and helping to facilitate joint plays across Alliance programmes and develop Industry Cloud Solutions
• Providing oversight and targeted direction to the Alliance & business sales teams related to the Alliance business strategy for relevant accounts & opportunities
• Driving Alliance sales and marketing campaigns that differentiate PwC to drive incremental revenue and confirm that follow-up activities are taking place

Providing operational and governance by:

• Managing team and GTM plans and oversee Alliance efforts across the firm
• Communicating Alliance initiative progress, issues and expectations; take corrective actions as necessary
• Owning the relationship map
• Ensuring execution of all compliance activities associated with the alliance
• Overseeing sign off of all reporting requirements for the Alliance and as a part of the PwC program; oversee performance metrics such as Alliance influenced pipeline, win fees and revenue
• Overseeing the Alliance budget and ensure strategic prioritisation of spend
• Securing and renewing appropriate contracts with the Alliance

Who we're looking for

• The jobholder must possess excellent influencing and communication skills to have impact with senior stakeholders, as well as demonstrating a thorough understanding of the Firms' commercial and strategic business drivers.
• A proven track record of developing and executing GTM strategies and plans is essential (preferably with Hyperscalers). The successful candidate must be able to communicate key business messages to target audiences, through a range of platforms and channels.
• Experience of developing new teams, scaling up business plans and evangelising new solutions and capabilities across multi teams.

Skills & Experience Required

• A proven track record in the creation and execution of GTM plans (ideally as part of a Tech Alliances program)
• A sound business and commercial understanding of Hyperscalers (preferably Microsoft) as well as being risk aware.
• Excellent communication and leadership skills to lead and develop teams
• Experience of working in complex, matrix organisations would be helpful, along with evidence of managing varied stakeholder groups.
• Ability to motivate and inspire teams through change and ambiguity.
• Strong influencing, negotiating and facilitation skills.
• A mind-set which demonstrates a comfort with testing, learning and optimising.
• An eye for emerging trends and a curious mind.