Key Responsibilities
- Alliance Strategy & Planning
Develop and drive the global Microsoft alliance strategy and execution, inclusive of joint revenue and market objectives, and create holistic long-term and annual strategic plans. This should align with Tessell's positioning as a premier DBaaS on Azure.
- Executive Relationship Management
Build and foster executive relationships, networking, and influence across the Microsoft organization. This includes maintaining Tessell's visibility with Microsoft's Global Partner Solutions, Azure product teams, and field sales leadership.
- Revenue & Go-to-Market Execution
Track and report all alliance-driven revenue, including co-sell motions, First Party offerings, Marketplace transactions, and Market Development Funds (MDF). The role should prioritize field and customer engagement cycles to accelerate adoption of Tessell's solutions on Azure.
- Co-Sell & Partner Ecosystem Coordination
Prioritize go-to-market strategies and how best to accelerate partner sales success, generating business insights to inform strategic planning and collaborating across multiple teams at Microsoft to optimize co-sell outcomes. This includes coordinating with adjacent partner types such as GSIs, ISVs, and MSPs.
- Joint Solution Development
Foster collaboration and co-innovation with Microsoft to develop differentiated joint solutions — for example, deepening Tessell's integrations with Azure Data Services, Copilot, and NetApp (as Tessell has previously done).
- Cross-Functional Team Leadership
Inspire and lead a cross-functional virtual team spanning Sales, Services, Customer Success, Marketing, Technical, Product, and Solutions, and orchestrate this team via workstreams aligned to alliance goals.
- Microsoft Expertise & Enablement
Be a subject matter expert on all aspects of Microsoft's organization, programs, strategy, market, and performance, including the Microsoft AI Cloud Partner Program, Azure Marketplace, and co-sell incentive structures.
- Routing Partnership Strategies
Guide development of route-to-market and partner strategies, including those involving GSIs, channel partners, ISVs, and MSPs — ensuring Tessell's Microsoft partnership is amplified across the broader ecosystem.
Ideal Candidate Profile:
7–10 years in global alliance or partnership leadership roles with commercial responsibility, including proven experience working with Microsoft in an ISV organization, and 10 years in the enterprise infrastructure software industry with alliances, partnership sales, and relationship management experience.
This role will be central to Tessell's growth given its deep Azure integrations, Oracle Database@Azure involvement, and recognition as a Microsoft Partner of the Year finalist.
