DENODO
Job Description
Overview:
The Strategic Alliances Manager is a critical role responsible for managing and driving Denodo's strategic partnership with Microsoft Azure. This position will serve as the primary interface between the two organizations, with a specific emphasis on the Azure Marketplace, Independent Software Vendor (ISV) Success, and Co-Sell programs.
Job Responsibilities & Duties
Responsibilities:Azure Marketplace Management:
Oversee Denodo's presence and offerings on the Azure Marketplace, ensuring seamless integration and optimal positioning.
Collaborate with product teams to develop and maintain compelling solution descriptions, pricing models, and go-to-market strategies.
Monitor and analyze marketplace performance metrics, identifying opportunities for improvement and growth.
ISV Success Program Engagement:
Act as the primary point of contact for Microsoft's ISV Success program, fostering a strong collaborative relationship.
Leverage the program's resources and support to drive Denodo's success on the Azure platform.
Participate in joint planning sessions, roadmap discussions, and strategic initiatives to align goals and maximize mutual benefits.
Co-Sell Program Coordination:
Develop and execute co-sell strategies in partnership with Microsoft's sales teams.
Coordinate joint marketing campaigns, sales enablement activities, and customer engagement efforts.
Provide training and support to Denodo's sales teams on co-sell best practices and Microsoft's sales processes.
Manage co-sell incentives, deal registration, and partner-to-partner (P2P) opportunities.
Strategic Alignment and Advocacy:
Serve as Denodo's advocate within Microsoft, representing its interests and promoting its data management platform solutions.
Maintain a deep understanding of Microsoft's product roadmaps, go-to-market strategies, and partner programs.
Collaborate with cross-functional teams to ensure alignment between Denodo's and Microsoft's strategic objectives.
Reporting and Analytics:
Develop and maintain comprehensive reporting mechanisms to track partnership performance metrics.
Analyze data to identify trends, opportunities, and areas for improvement.
Present insights and recommendations to senior leadership and stakeholders.
Customer Engagement and Strategic Initiatives:
Engage with Denodo's sales, account, and field teams to understand customer cloud journeys and strategic initiatives in data, analytics, and AI.
Collaborate with customers and Microsoft teams to align Denodo's solutions with customer commitments to Microsoft Azure Consumption Commitment (MACC) agreements.
Identify opportunities to leverage Denodo's data management platform to support customer objectives and drive cloud adoption.
Desired Skills & Experience
Qualifications:
Proven experience in strategic alliance management, preferably with Microsoft or other major cloud providers.
In-depth knowledge of Microsoft Azure, the Azure Marketplace, ISV Success program, and Co-Sell program.
Strong understanding of data management, cloud computing, software-as-a-service (SaaS), and related technologies.
Excellent communication, negotiation, and stakeholder management skills.
Ability to build and maintain strong relationships with internal and external stakeholders.
Proficiency in data analysis and presentation skills.
Bachelor's degree in a relevant field (e.g., Business Administration, Computer Science, or related discipline).
Salary range is $180,000 plus commission.